Mark Jewell's Blog: Selling Energy, page 103

12 Lead Generation Tips to Fill Your Pipeline

Finding high-quality leads for your product or service is vital for successful business development. Here are some practical lead generation tips to keep in mind:

Rethinking Your Meetings

In our Selling in 6 Platinum series there are several lessons on how to conduct a successful meeting. One of them features 24 steps in order to make them effective! To say the least that’s a tall order, but many of us have sat through meetings where we would rather be anywhere else; feeling bored and frustrated or wondering why they were scheduled in the first place. These are the meetings in desperate need of an overhaul.

Weekly Recap, June 13, 2021

Here are our favorite sales-enhancing tips from this week's Selling Energy Blogs...

In Order to Succeed, Improve Your Health!

Sometimes we already know the solution to our problems. It’s obvious but we still put it off or resist it. When it comes to our business roles, many of us are accidental salespeople, so if we find ourselves in a sales position we need to embrace our inner sales professional – and get the proper training if necessary – and just start selling more. But not all of us do. Many accidential salespeople are still in denial that they’re even in a sales role!

What Motivates a Property Manager?

A property manager’s main role is as a tenant concierge.  Their job is multi-faceted but breaks down to the following: 

How to Ask for Testimonials

Our prospect’s workdays remain fast-paced, so asking for a testimonial can come across as adding another item to their to-do list. Here are some ways you can lessen the pressure and make the process less of a chore:

What Motivates Your Prospects?

In energy efficiency sales, prospects are motivated by more than just increased energy efficiency and decreased long-term cost. Determining what motivates your prospect can help determine your best approach to persuading them to adopt your offering:

Be the Problem Solver

As an efficiency sales professional, you have an immense amount of knowledge about your offerings. You know what the benefits are, and you know how they can bring value to your customers. You know the costs, the savings, the project timeline, and so forth. It can be very tempting to jump right in and tell your prospects about the benefits of your project, how much money you could save them, and how little time it will take them to recoup the cost of the project through energy savings. Don’t succumb to that temptation. Before you present any information to them – regardless of how compelling it is – find out about their goals, objectives, needs, biases, and what I call “scar tissue.”

Empathy is Key

Ideally your prospects and customers should want to work with you. Likewise, it’s in your best interest to understand their situation and anticipate their concerns. For the most part salespeople practice “sympathy,” which is evaluating their prospect through what they are told or what is immediately at hand. Empathy goes deeper and regards the “why” behind a prospect’s particular situation, needs and actions. This is what sales professionals use on the job, and there’s a major difference.

Weekly Recap, June 6, 2021

Here are our favorite sales-enhancing tips from this week's Selling Energy Blogs...