You may notice that, in Selling Energy training materials, we encourage you to thank your clients frequently for their time and attention. This may seem like a matter of protocol, a mere formality even. However, do not take the element of gratitude for granted. When you say, “Thank you,” say it from a place of sincere reflection.
When thanking a client, think: “What, exactly, am I thanking them for?” Well, there’s the commission, to be sure; however, that shouldn’t be the most important focus. On a deeper level, you are thanking them for the opportunity for you to fulfill your purpose as an Energy Sales Professional. They have invested their time to listen to your ideas and are now putting those ideas into action. This opportunity is no small thing. After all, what is more valuable than our time? What commodity is more precious than ideas?
We in the energy industry are fortunate. We make a living proposing ways to make things better for businesses and individuals... and in many cases, we’re facilitating the adoption of solutions that lessen society’s impact on our natural resources. How many sales professionals in other fields can truly say that? When we approach a prospect with a proposal, our intention transcends simply making a profit. Ideally, we are initiating what will become a long-term relationship where the client will receive a benefit that is many times larger than our own gain. Selling an effective energy solution isn’t just good for your revenues and profit; it should feel good. There is tremendous satisfaction in knowing that your client is in a better position today than they were yesterday thanks to your engagement.