Mark Jewell's Blog: Selling Energy, page 53

How to be More Productive on Your Commute

Productivity is a lifestyle. While it’s important to be as productive as possible during the workday, you should maintain a productive mindset even when you’re away from your desk. 

Save Yourself Time and Ditch the Big Proposal

How often do weighty “free audits,” detailed technical studies, or long-winded proposals drive customers to embrace efficiency? How many times in your career have you either offered one of these things to a prospect, or received one yourself with horror realizing that now you have to read the thing or at least pretend you did?

How to Dispel the Old Building Myth

Have you ever tried selling an efficiency product or service to a prospect with an older building, only to hear your prospect say something like, “Our building is older, so you’d expect it to be less energy-efficient.”? This is a very common myth and you should be prepared ahead of time to overcome your prospect’s objection. Today, we’ll discuss a couple of responses that you might use to dispel this myth and move the discussion forward.

Replace Myth with Math and Motivation

“Value is created by the compression of time.” 

The quote above comes from Peter Drucker, an acclaimed management consultant who wrote nearly 40 books during his career and who is widely recognized as a sort of “Einstein” of American management theory. In the context of energy efficiency, this quote means that if you know that there is something valuable that you should be doing to enhance energy efficiency, the faster you do it, the more value you will create for your shareholders or other stakeholders.  

How to Craft the Perfect Email

We have done a substantial amount of research on what makes an email compelling. What we have found is that a lot of it has to do with people’s reading patterns. Most of them are time challenged like the rest of us. Think of your own email inbox. Some of us receive a couple hundred a day! A lot of it is junk, phishing scams and malware since the spam filters don’t catch it all, so for the most part many of us are skimming those subject lines, trying to sort out what’s worth reading so we can safely ignore the rest.

Increase Positive Word of Mouth, Build Loyalty, and Maximize Profits

Acquiring a new customer is anywhere from 5 to 25 times more expensive than retaining a new one. Increasing customer retention rates by 5% increases profits by 25% to 95%. – Bain & Company 

Weekly Recap, October 23, 2022

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

4 Skills Comedians Can Teach You About Public Speaking

As efficiency sales professionals, we are frequently required to give presentations and master the art of public speaking. I’ve written blogs about how to prepare for a winning presentation because it’s both challenging and vital to our success as successful sales professionals. Public speaking takes practice and finesse.

Be a Storyteller, Not a Narrator

Many of you have probably heard of the “6 x 6 rule” of PowerPoint presentations. In case this is a new concept to you, the rule states that a PowerPoint slide should have no more than six bullet points, each one containing a maximum of six words.

How to Secure Your Future Success

When business is booming and you don’t have much free time on your hands, it can be difficult to motivate yourself to plan ahead for the future. I can tell you with confidence that the most successful people in this world find a way to dig their well before they’re thirsty, even when they’re very preoccupied with the present.