One of the biggest roadblocks in getting efficiency projects approved is time. Busy people place a high value on their time, and even the most compelling value proposition can be shot down if the project requires the buyer to invest too much time and effort.
One of our Selling Energy Boot Camp™ graduates took this idea to heart and developed a business plan that would save his customers time and effort, making the decision to buy a proverbial “no-brainer.” He created a website that made it easy to be in compliance with the city of San Francisco’s benchmarking ordinance, which required buildings over a certain size to have their energy performance benchmarked and audited periodically. Businesses that didn’t have a director of sustainability or know the first thing about benchmarking could go to the website, watch a short video, swipe their card, and streamline the whole process. On top of it all, he optimized the site so that it was extremely easy to find when searching the web for benchmarking services in San Francisco. As you can imagine, the venture enjoyed great success.
I encourage you all to think about creative new ways to save your prospects and customers time and effort. Combine that with a compelling value proposition and your prospects will have no reason not to buy.
