Mark Jewell's Blog: Selling Energy, page 68

What Value Can You Bring to the Table?

Most people plan their pricing from the perspective of cost when they should be pricing their offerings based on the value they create. Perhaps you’ve heard the story about a guy who takes his car into the shop, watches the mechanic as he fixes his engine in a jiffy, and says, “Wow, that was easy. How much do I owe you?”  The mechanic says, “That will be $100, thank you.” Shocked, the customer says, “But you just tapped the engine once!”  The mechanic confidently replies, “I charge a dollar for the tap and $99 for knowing where to tap.  So, would you prefer to pay in cash or with your credit card today?”

How to Craft an Email That Captures a Reader's Attention

Email is one of the most powerful marketing tools we have at our disposal. It’s also one of the most difficult to use effectively. Consumers have become increasingly adept at determining when they’re being “sold” to, and according to a study done by ExactTarget, people take an average of only 2.7 seconds to decide whether they’re going to read, forward, or delete an email.

The Power of Passion and Perseverance

If you care about what you’re doing, it’s harder to let your goals fall by the wayside.  If you deeply love how it makes you feel, you’ll find yourself pursuing that feeling over and over again.  Nevertheless, it isn’t just passion and devotion that foster success.  It takes hard work, determination, and a persistent tenacity.  In short: you’ve got to have grit. 

Weekly Recap, May 29, 2022

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

Breaking a Bad Habit

In today’s productivity blog, we’ll delve into the idea of trying something new, with a specific focus on being curious and mindful of our bad habits.

Selling Energy to the Hospitality Industry

As someone who (prior to the pandemic) did dozens and dozens of speaking engagements a year all over North America and beyond, I’ve spent a lot of time on the road. Every time I pass a Motel 6, I am reminded of the tagline they adopted in the mid-Eighties – “We’ll leave the light on for you.” In fact, for the chain’s 50th anniversary, they began using the motto, “50 Years, the Light’s Still On.” For decades now, the hotel industry has been obsessed with perfecting hardware and software that keep the lights (and HVAC) turned off in unoccupied rooms. Nonetheless, those Motel 6 mottos remain indelibly etched in my mind.

How to Sell Effectively to Cities, Counties and School Districts

Cities, counties, and school districts can be difficult when it comes to implementing energy efficiency projects.  The only clear way to success is to win them over with concise, persuasive measures that appeal to their needs.  So, how can you gain their attention? 

Is Knowledge Really Power?

You’ve no doubt heard the old saying, “Knowledge is power.” “Knowledge” may be “power”; however, in many cases, efficiency salespeople (as opposed to efficiency sales professionals) lose the power of persuasion by trying too hard to demonstrate their knowledge. They talk way past the sale.  They overwhelm the prospect with too much information about what they do for a living, what their technology does, how their technology is installed and operated, and so forth. Believe me – most of that “knowledge” will not increase your probability of closing the sale. In fact, it will likely do the opposite.

Selling Energy Efficiency to Homeowners

Your own home can be one of your best investments.  It can provide a better financial return than the stock market, the money market, a certificate of deposit, or a bond.  So, what about investments that improve that already attractive investment’s energy efficiency? 

How to Recruit (Or Become) The Ideal Team Player

You have heard it before: teamwork is essential.  But just how essential?