Moments of Truth

Posted by:

Share Button

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

Continue Reading →
0

Build Value (from both sides) to Drive Sales

Posted by:

Share Button

value benefit cost

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

Continue Reading →
0

Going for cheap

Posted by:

Share Button

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 ...

Continue Reading →
0

Customer Service Matters

Posted by:

Share Button

No Booties - mud copyYes, you can air seal around a flue pipe with world-class quality. But ...

Continue Reading →
0

You Got the Phone Call. Now What?

Posted by:

Share Button

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

Leads are the starting point. Now ...

Continue Reading →
0

Observations from an Energy Audit Mystery Shopper

Posted by:

Share Button

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 ...

Continue Reading →
0

Home Performance Sales Approaches

Posted by:

Share Button

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 ...
Continue Reading →
1

Even in the Efficiency World, Quality is NOT Unidimensional

Posted by:

Share Button

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 ...

Continue Reading →
0

Handling Objections: A One-Scene Example

Posted by:

Share Button

Over the last year during sales training with contractors, the “objection handling” discussion is always lively. Last week at ACI, we had fun, we skirmed, and hopefully participants learned that to get better, ...

Continue Reading →
0

3 Common Home Performance Contracting Mistakes

Posted by:

Share Button

Home Performance is a tough business. It can also be very rewarding—on many levels—when done right. Done right. There is a tendency in our industry to focus on the technical side. This ...

Continue Reading →
0
Page 1 of 2 12