Energy Matters

Home Performance Sales Approaches

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How would you characterize your home performance sales approach?

  • Do you focus only on the reason the homeowner called, or do you use that as the starting point for a deeper examination?
  • Do you list all of the features of the equipment, or insulation, or fan type, or do you ask questions and listen to learn what the homeowner actually cares about?
  • Do you use hardball tactics to try to pressure the homeowner to move forward, or do you help them understand what ...
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Dump the Jargon and Focus on the Value

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You’ve heard me talk about avoiding jargon and using “words that Mike’s mom would understand“. And engaging people based on what they value rather than what you like to talk about. The following fits squarely in that conversation.

What People Care About v What We Talk About

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What are your home performance business KPIs?

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OK, contractors, how do you measure the health of your business and whether your on track to meet your goals or in danger of closing down the doors? How do you know whether your business is making money in 2014 (you don’t want to wait until April 15, 2015 to figure that out!!)?

KPI is short for Key Performance Indicator, something you’ve determined is critical to track and evaluate to determine whether your business overall, a department, or even an individual ...

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Asking your team questions and letting them solve problems

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Do you want a high performing team? One important step to take is to stop doing their work for them.

For many managers, the first inclination is to tackle every problem. And if an employee asks a question, to immediately answer it. Often, you’re better off resisting that urge.

When you jump in and answer the question, you don’t give you employee a chance to to think through the problem herself. She misses on on the problem-solving process and the chance to ...

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A Tale of Two Value Propositions

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energy star v heady topperHere’s a hypothetical project, and two archetypal contractor stand-ins.

Really Smart Energy Contractor, Bill, is working for a customer who pays $3,000 (exactly, $3,000) in annual utility bills. He has put together a work scope which includes replacing an old and failing HVAC system with a newer high-efficiency system, correcting some bad but simple-to-fix duct leakage issues, and doing a good attic air-sealing job in a house ...

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Untapped business–following up with the sales you didn’t close

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You probably don’t close at 100%. And you probably never will.

But you can take a step in the right direction. When is the last time you reached out to all those prospects who did NOT buy from you the last time around? As soon as you catch up with all your active customers, reach out. And reach back as far as you have to. You’ve got a chance to touch base with someone who already knows you, someone whose home ...

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DOE’s Building Science “Power Words” Translator

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jargon no-jargon expamplesThanks to home performance social media maven Sean Lintow (@The_HTRC, for all you Tweeples), for pointing me to DOE’s draft Building Science “Power Words” Translator. Apparently this was presented by Sam Rashkin at the ACI Conference several weeks ago–there are so many good sessions you can’t hit ‘em all!.

The idea behind the Translator is dead on. There might be a few ...

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“We need more leads!”

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Leads v SalesSitting with a few contractors recently, I heard the refrain, “we need more leads”. And I’m sure they could use more leads. I heard the same at an ACI conference in California last year. And I’ve heard it several times before and since.

There’s no disputing that you don’t get the sits if you don’t get the leads. And you can’t get sales without the sits.

That said, sometimes the ...

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Are you giving your customers options?

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I’m surprised by the number of contractors who only offer one recommendation. (Or no recommendations, just a report on conditions found!)

I think that’s a mistake. If you’ve done a good job listening to the customer, you’ll have a good idea of what they’re looking for and what they willing to invest right now. But unless you’re a perfect mindreader, you won’t have it exactly right all of the time.

There are a lot of reasons why presenting options makes sense.1 And ...

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Is Your Weekly Sales Meeting Helping You Perform?

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Home Performance Sales Meeting Infographic 3One thing I’ve noticed is that many of you aren’t having a weekly sales meeting. Others aren’t sure what to do in a sales meeting. Let’s change that.

Next Monday morning—I like Mondays, but choose whatever slower sales morning works best for your team—start to turn this meeting into an essential part of your sales process. It should be a way to help each person ...

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