To sell energy efficiency effectively, you need to become an expert in your prospect’s industry. This means doing some research:
- Read their industry publications
- Attend their conferences
- Understand the metrics that matter to them (hint: it’s not kWh or BTU…)
- Take the time to understand how your product or service fits their business
- Find out what matters most to your prospect (e.g., cutting costs, avoiding accidents)
As you gain more of an understanding of your prospect’s needs, you’ll be able to step back and look at the full picture. Instead of focusing solely on your piece of the puzzle, you’ll be able to show your prospect exactly how your puzzle piece will positively affect their business as a whole.
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