The document outlines how to sell energy efficiency services to customers. It recommends starting with an energy audit to identify savings opportunities, then discussing efficiency upgrades and renewable energy options. Key messages for customers include emphasizing lower costs, comfort, and environmental benefits. Selling techniques stress focusing on customers' needs, building trust through expertise and references, and giving choices rather than yes/no questions.
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
5. 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
6.
7. 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
8. 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!
10. 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
11. 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
12. Audit Report
Test performed
Test Results
Recommended Energy Efficiency
Measures
Expected Savings from Improvements
Energy plan in order of proirty
14. 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
15. Payment Options
Offer Payment Terms
Offer Financing
Offer discount for payment in full
Offer some sweat equity
16.
17. 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
18. 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
19. 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
20. 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
29. 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.
30.
31. Certifications and Experience
Show them your certifications
Explain why they are important
Show pictures of jobs completed
Show how results were positive
32. 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
33.
34. 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
37. 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
38. 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
39. 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
40. #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
41. 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.
42. 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
