Presents
How to Sell Energy Efficiency:
What Your Customers Need to
Hear.
John Haithcock, Adros Energy
 Small Business Owner-Operator
 White Pine Builders 18 years
 Adros Energy 2 years
 Massa...
Overview of Presentation
 The Process
 What Do Customers Want to Hear
 Selling Techniques
 Questions
The Process
 Advise customer to follow a process that
starts with analysis, improved efficiency
followed by renewables.
...
Why Energy Audits
 Audit Results show:
 Energy Efficiency of home
 How to improve comfort and quality
 How to lower en...
Why Energy Star Building
 Energy Star building practice results:
 Improved Energy Efficiency of home
 Improved comfort ...
The Energy Audit
The Audit Process
 Safety Audit
 Test combustible appliances for safe
emissions
 Blower Door Testing
 Negative air pre...
Adros Confidential
Thermal Imaging
 Thermal Scans of exterior walls and windows
 Air infiltration shows as blue cold spo...
Audit Report
 Test performed
 Test Results
 Recommended Energy Efficiency
Measures
 Expected Savings from Improvements...
Thermal
Enclosure
System:
•Insulation R-Value
•Air Leakage
•Insulation Installation
•Air Barriers
•Thermal Bridging
•High-...
Example of Payback
 Expected blower door 1500 CFM @50
 Actual is 4500 CFM @50
 Savings could be estimated at 50%
 Air ...
Payment Options
 Offer Payment Terms
 Offer Financing
 Offer discount for payment in full
 Offer some sweat equity
Doing the Right Thing
 Send Them Down the Energy Star Track
 Conservation First
 Envelope Performance
 Ventilation Req...
Partnerships
 Partnerships are a great way to generate
leads and share customer base
 Partnerships can fill in holes in ...
What do Customers Want to Hear
 Some do not Know  Education
 The Bottom Line
 Safety in the Home
 They can Trust You
...
Education
 Home owners want to understand how
their home works
 They want to know how to fix the leaks
 It is up to us ...
The Bottom Line
50% Savings
Know the incentives
 Learn what incentives are available
 Federal
 State
 Local
 Utilities
Safety in the home
They can trust you
 Give them good up to date references
 Have a book of jobs completed with
pictures and happy customer...
Certifications and Experience
 Show them your certifications
 Explain why they are important
 Show pictures of jobs com...
You will be there when
things go wrong
 Is the vehicle lettered or does it have a
slap on magnetic sign
 Your track reco...
That they are doing a Good Thing
and making the correct choice
 Reducing their Carbon Footprint
 Reducing Dependence on ...
Selling Techniques
 Customer Focused Selling
 Relationship Selling
 Three Closing Techniques
 #1 Forgotten Sales Secret
Customer Focused Selling
 Sell Solutions, Not Products
 Focus on the Customer’s Needs
 Every Customer is Different
 Ha...
Relationship Selling
 People don’t buy from Companies, they
buy from People they trust.
 They have to know you
 They ha...
Closing Techniques
 Understand Your Prospect
 Help the person fix their problem
Be Confident
Tell them you can fix the p...
#1 Forgotten Sales Secret
 Use the Right Choices
Would you like wine with your meal
Or Would you care to order White or R...
Adros Energy
 Located in Amherst, NH
 We are a professional organization
dedicated to reducing energy usage and
finding ...
Thank You
John Haithcock
Adros Energy
Owner
5 Northern Blvd, Suite 10
Amherst, NH 03031
603-880-6007
John.haithcock@adrose...
How To Sell Energy Efficiency
How To Sell Energy Efficiency
How To Sell Energy Efficiency
How To Sell Energy Efficiency
How To Sell Energy Efficiency
How To Sell Energy Efficiency
How To Sell Energy Efficiency
How To Sell Energy Efficiency
How To Sell Energy Efficiency
How To Sell Energy Efficiency
How To Sell Energy Efficiency
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How To Sell Energy Efficiency

  1. 1. Presents How to Sell Energy Efficiency: What Your Customers Need to Hear.
  2. 2. John Haithcock, Adros Energy  Small Business Owner-Operator  White Pine Builders 18 years  Adros Energy 2 years  Massachusetts Construction Supervisor  International Ground Source Heat Pump Association(IGSHPA) Certification  North American Board of Certified Energ Practitioners(NABCEP) Certification  Building Performance Institute Analyst  Residential Energy HERS Rater  EPA Certified Renovator
  3. 3. Overview of Presentation  The Process  What Do Customers Want to Hear  Selling Techniques  Questions
  4. 4. The Process  Advise customer to follow a process that starts with analysis, improved efficiency followed by renewables.  Steps in the Process  Energy Audit or HERS Rating  Efficiency measure or Energy Star build  High Performance HVAC  Renewable/Alternative Energy
  5. 5. Why Energy Audits  Audit Results show:  Energy Efficiency of home  How to improve comfort and quality  How to lower energy/operating costs  How to improve property value  How to make home attractive to buyers who seek energy efficient homes
  6. 6. Why Energy Star Building  Energy Star building practice results:  Improved Energy Efficiency of home  Improved comfort and quality  Lower energy/operating costs  Higher property value  Attract buyers who seek energy efficient homes  Homes Sell faster and at higher price!
  7. 7. The Energy Audit
  8. 8. The Audit Process  Safety Audit  Test combustible appliances for safe emissions  Blower Door Testing  Negative air pressure in the home  Find the air leaks  Find insulation failures  Inefficient appliances
  9. 9. Adros Confidential Thermal Imaging  Thermal Scans of exterior walls and windows  Air infiltration shows as blue cold spots  Heat loss shows as orange hot spots
  10. 10. Audit Report  Test performed  Test Results  Recommended Energy Efficiency Measures  Expected Savings from Improvements  Energy plan in order of proirty
  11. 11. Thermal Enclosure System: •Insulation R-Value •Air Leakage •Insulation Installation •Air Barriers •Thermal Bridging •High-Perf. Windows •High-Perf. Doors Energy Efficiency Measures UPGRADES: HVAC and Appliances
  12. 12. Example of Payback  Expected blower door 1500 CFM @50  Actual is 4500 CFM @50  Savings could be estimated at 50%  Air sealing cost is approximately $2,000.00  Yearly savings is approximately $2,000.00  Payback is one year  Savings is $2,000.00 each year forward
  13. 13. Payment Options  Offer Payment Terms  Offer Financing  Offer discount for payment in full  Offer some sweat equity
  14. 14. Doing the Right Thing  Send Them Down the Energy Star Track  Conservation First  Envelope Performance  Ventilation Requirements  Advanced Lighting  Domestic Hot Water  Geothermal  Solar  Wind
  15. 15. Partnerships  Partnerships are a great way to generate leads and share customer base  Partnerships can fill in holes in the process  Partner with an Audit Company  Partner with a Trade you do not do
  16. 16. What do Customers Want to Hear  Some do not Know  Education  The Bottom Line  Safety in the Home  They can Trust You  You have the Correct Training & Certifications  How long will you be around  That they are making a good choice
  17. 17. Education  Home owners want to understand how their home works  They want to know how to fix the leaks  It is up to us to provide them the information they need  Use hand outs provided by the EPA and Energy Star
  18. 18. The Bottom Line 50% Savings
  19. 19. Know the incentives  Learn what incentives are available  Federal  State  Local  Utilities
  20. 20. Safety in the home
  21. 21. They can trust you  Give them good up to date references  Have a book of jobs completed with pictures and happy customers  Find out the problem and let them know you can fix it.
  22. 22. Certifications and Experience  Show them your certifications  Explain why they are important  Show pictures of jobs completed  Show how results were positive
  23. 23. You will be there when things go wrong  Is the vehicle lettered or does it have a slap on magnetic sign  Your track record  Problems you solved for other customers
  24. 24. That they are doing a Good Thing and making the correct choice  Reducing their Carbon Footprint  Reducing Dependence on Foreign Oil  Keeping our Oceans Clean  Preserving Places like Alaska  Protecting the Ozone  Preventing Wars for Oil
  25. 25. Selling Techniques  Customer Focused Selling  Relationship Selling  Three Closing Techniques  #1 Forgotten Sales Secret
  26. 26. Customer Focused Selling  Sell Solutions, Not Products  Focus on the Customer’s Needs  Every Customer is Different  Have a Dialogue, Not a Presentation  Put on Your Customer’s Shoes
  27. 27. Relationship Selling  People don’t buy from Companies, they buy from People they trust.  They have to know you  They have to like you  It happens in 10 Seconds It’s a Long Term Investment in the Company’s Future. Maintain contact and follow-up
  28. 28. Closing Techniques  Understand Your Prospect  Help the person fix their problem Be Confident Tell them you can fix the problem and will guarantee your work Follow-Up Is Key Put a plan together so follow-up is automatic for sales that didn’t close
  29. 29. #1 Forgotten Sales Secret  Use the Right Choices Would you like wine with your meal Or Would you care to order White or Red The Question should not be able to be answered with a “NO” Give your customers a Choice
  30. 30. Adros Energy  Located in Amherst, NH  We are a professional organization dedicated to reducing energy usage and finding solutions to future energy needs.  Our mission is capital savings through energy conservation, envelope performance, and the use of solar, geothermal, and wind alternatives.
  31. 31. Thank You John Haithcock Adros Energy Owner 5 Northern Blvd, Suite 10 Amherst, NH 03031 603-880-6007 John.haithcock@adrosenergy.com www.adrosenergy.com

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