You Got the Phone Call. Now What?

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A coffee-stained napkin is not the best CRM system!

Leads are the starting point. Now you’ve got to help them become buyers. That initial phone call plays an important role in the process.

The phone rings! Congratulations, your marketing worked, and you’ve got a lead. But you can’t sell home performance on the phone. You need to turn that call into an appointment, and ...

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You Got the Phone Call. Now What?

Posted by:

A coffee-stained napkin is not the best CRM system!

Leads are the starting point. Now you’ve got to help them become buyers. That initial phone call plays an important role in the process.

The phone rings! Congratulations, your marketing worked, and you’ve got a lead. But you can’t sell home performance on the phone. You need to turn that call into an appointment, and ...

Continue Reading →
0

Efficiency Programs Shouldn’t Ignore the Demand Side of the Equation

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Just because you can deliver something, doesn’t mean anyone wants to buy it. It’s called supply and demand. You could teach me to sing, but I probably wouldn’t sell a single record.  People choose what they want, and few will want to hear me sing! (Trust me on that.)

In the home efficiency world, over the past decades, we have focused on a lot on the supply side. We’ve trained tens of thousands of technicians how to ...

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What’s Love Got to Do With It?

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A few years ago, a group of us was sitting in Joe Lstiburek’s crawlspace, discussing building science (and having a glass of wine). Amidst the discussion of blower doors and condensing surfaces, someone asked Joe, “What’s the most important thing?” Without missing a beat, Joe gave the right answer. Love.

Building and fixing homes is important. Learning how to sell solutions to people is important. But you’ve gotta have some context for that building science stuff!

I was reading the iambic ...

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A Tale of Two Value Propositions

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Here’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 that needs it before topping off the insulation to R-50. And he’s doing ...

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Q1 is Done. How are You Doing?

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March just ended. And if you’re like most contractors, whose fiscal year matches the calendar year, so ends the first quarter.

How are you doing? Have you looked? You ought to be doing this AT LEAST monthly, but the end of the first quarter is a good time to check whether you’re moving forward the way you planned. (Many successful companies close their books by the 10th of each month.)

Tracking against your operating plan is a great way ...

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ACI Austin just might have been the best ever!

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I’ve always enjoyed the ACI National Conference. It always has great sessions, side conversations, and of course the people who attend, participate, and share.

Renew - Closing2016 might just mark a turning point, however. Several people indicated they thought it was the best and most productive ACI ever. Yeah, I had time to squeeze some fun in. But the days were jam-packed, starting on ...

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