Selling energy efficiency

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Selling 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  Tests 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  Picture of leaky house
  18. 18. The Bottom Line 50% Savings
  19. 19. Safety in the home  Picture of safety equipment
  20. 20. They can trust you
  21. 21. Certifications and Experience  Show them your certifications  Explain why they are important  Show pictures of jobs completed  Show how results were positive
  22. 22. Service and Problems  Picture of things that can go wrong  Something funny like a tree hitting a home
  23. 23. That they are doing a Good Thing  Reducing their Carbon Footprint  Reducing Dependence on Foreign Oil  Keeping our Oceans Clean  Preserving Places like Alaska  Protecting the Ozone  Preventing Wars
  24. 24. Selling Techniques  Customer Focused Selling  Relationship Selling  Three Closing Techniques  #1 Forgotten Sales Secret
  25. 25. 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
  26. 26. 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
  27. 27. 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
  28. 28. #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
  29. 29. 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.
  30. 30. 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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