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 ...
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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 ...

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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), ...

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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 ...

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Put it in Words that Mike’s Mom Would Understand

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Words Mikes Mom Would UnderstandMy mom is a sharp cookie. (A sharp cookie? That sounds dangerous.)

But she’s ...

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2

We’re All in Sales

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If you’ve seen me deliver a training or present on a related topic, you’ve likely heard me say that sales (and marketing) is not just something you do when you show up at a customer’s home for the first ...

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A lead by any other name…may still be a home performance lead

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Home Performance Leads Come in Many ShapesIn a several recent conversations with contractors, ...

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Staged Retrofits, The False Debate

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Staged Retrofits

In several industry conversations over the past few months, there’s been debate about whether we should take a “staged” retrofit approach. Powersmith’s Dan Kartzman does a good job rebutting the notion this will be a panacea in ...

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Dump the Jargon

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The Scenario: You’ve completed an audit1 and are relaying findings to a homeowner:

Marketing home performance? You can't use ACH50, CAZ, or thermal bypass. You've got to use words my mom understands. Continue Reading →

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How is Your Gas Pump Pitch?

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Most residential HVAC and home performance contractors don’t spend a lot of time in elevators. But they are likely to stop to put gas in the vehicle from time to time. In the particular way he always ...

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