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 ...

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Guerrilla Marketing in HVAC and Home Performance

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gorilla marketingNo, not Gorilla Marketing! Guerrilla Marketing, a concept I first discovered in a book by Jay Conrad Levinson, ...

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Build Value (from both sides of the equation) to Drive Sales

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value benefit cost

If you can’t build and sell value, you have to compete on ...

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How Efficient is Your Home Efficiency Business?

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Muda in home performance - Waste reduces value and hurts profits

We talk a lot about “efficiency” and “reducing waste” ...

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Moments of Truth

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helping hand up a rockEverything you do is either going to help your marketing or hurt it. Likewise, everything you do is either ...

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Going for cheap

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In our industry, the company trying to win every project with the lowest price is often the one who goes out of business.

Or arguably worse, stays in business, and struggles and stresses every week to keep things going, hiding from ...

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Customer Service Matters

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No Booties - mud copyYes, you can air seal around a flue pipe with world-class quality. But that alone isn’t going to ...

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Observations from an Energy Audit Mystery Shopper

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Last week I had the chance to mystery shop what was supposed to be an “energy audit”. Alas, it mirrored a lot of what I’ve seen too many times. Here’s quick summary.

The good.  The auditor had ...

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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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Even in the Efficiency World, Quality is NOT Unidimensional

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Quality = Energy Savings. Or, more refined, Quality = Energy Savings v. Savings Prediction. So proclaim the efficiency elite.

Now you won’t find me arguing against either energy savings, or savings delivered v. savings predicted ...

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