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

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

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.

Steps in the Process Energy Audit or HERS Rating Efficiency measure or Energy Star build High Performance HVAC Renewable/Alternative Energy

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

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!

The Energy Audit

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

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

Audit Report Test performed Test Results Recommended Energy Efficiency

Measures Expected Savings from Improvements Energy plan in order of proirty

Thermal EnclosureSystem:

• Insulation R-Value• Air Leakage• Insulation

Installation• Air Barriers• Thermal Bridging• High-Perf.

Windows• High-Perf. Doors

Energy Efficiency Measures

UPGRADES: HVAC and Appliances

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

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 Requirements Advanced Lighting Domestic Hot Water Geothermal Solar Wind

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

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

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

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 customers Find out the problem and let them know

you can fix it.

Certifications and Experience Show them your certifications Explain why they are important Show pictures of jobs completed Show how results were positive

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

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

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

Have a Dialogue, Not a Presentation

Put on Your Customer’s Shoes

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

Closing Techniques Understand Your Prospect

Help the person fix their problem

Be ConfidentTell them you can fix the problem and

will guarantee your work

Follow-Up Is KeyPut a plan together so follow-up is

automatic for sales that didn’t close

#1 Forgotten Sales Secret Use the Right Choices

Would you like wine with your mealOr 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

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.

Thank YouJohn Haithcock

Adros EnergyOwner5 Northern Blvd, Suite 10Amherst, NH 03031603-880-6007John.haithcock@adrosenergy.comwww.adrosenergy.com