Mark Jewell's Blog: Selling Energy, page 12

How to Capture Your Prospects' Attention in Three Sentences

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You have about 15 seconds to capture your prospects’ attention, whether they are listening to your “elevator pitch” or reading your short letter or email. The following three-sentence formula is both time-efficient and effective in making the most of that first, precious quarter-minute.

Safe Estimates

Let’s say you’re preparing a cost/benefit analysis for a proposed efficiency upgrade. The worksheet incorporates your best estimates for energy savings, maintenance savings, rebate eligibility, and inflation as well as your prospect’s assumptions for discount rate, finance rate, and reinvestment rate. When selecting which rates to use, you’ll want to be conservative.

Don't Fear the C-Suite

If you don’t have much experience selling to the C-Suite (CEO, CFO, COO, etc.), it can seem like a daunting task. In reality, it’s only daunting if you’re not prepared – both in terms of what you plan to say and what you expect your audience to care about.

Principles of Sales Greatness

One of the many books I recommend to my students is Little Red Book of Selling: 12.5 Principles of Sales Greatness by Jeffrey Gitomer. There’s a wealth of sales wisdom in it that I think we can all benefit from. This short book offers advice on how to overcome your fear of rejection, how to avoid arguing about price, how to use your passion to your advantage, and much more. I highly recommend picking up a copy of his bestselling book.

Weekly Recap, December 10, 2023

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

Don't Knock the Old School

Sometimes the old school way is the most foolproof way to do things, and I’m not the only one who adheres to those habits. Some of the most successful CEOs prefer to stick with what has worked long before the Internet and smartphones!

3 Tips for Conquering Fear

Fear of failure can prevent us from pursuing what we really want in life. It can prevent us from starting our own business, making those cold calls to hot prospects, or asking for referrals even though we know in our hearts that we really deserve them.

Leveraging Efficiency to Avoid Tenant Churn

There’s a strong correlation between energy efficiency and tenant retention. If you think about the benefits of energy efficiency from a non-financial perspective, it makes perfect sense that an efficient building would yield happy tenants – and ones that would be more eager to renew their leases.

CapEx Reserves

Yesterday, we talked about the types of Profit & Loss benefits you might choose to discuss with your prospects. Today, we’ll delve into the concept of Cap Ex Reserves, a topic you should really understand when approaching an income-producing property with an efficiency project… especially one where the tenants presently pay the utility bills and would benefit from efficiency maneuvers.

P&L Benefits to Discuss with Prospects

Energy efficiency can affect many line items on a company’s Income Statement (also known as the “Profit and Loss Statement” or “P&L”). If you look at the full picture through the lens of business acumen, you’ll see how effective it can be to discuss the potential P&L benefits of your energy solution with your prospects. The following list gives you an idea of the types of line items that you may choose to discuss: