Focus on Your Customer's Story

I’ve written about how increased productivity in an office space can more than outweigh the utility cost savings in the wake of an efficiency project. Today, we’ll look at another example of how reframing utility cost savings can boost your value proposition.

A few years ago, I was teaching the weeklong Selling Energy Boot Camp and a gentleman, who we’ll call Jack, came up to me and told me that he was having difficulty getting church leaders to focus on energy efficiency as a key driver of decision-making. One pastor told him he had his hands full trying to keep a congregation attracted to the church and trying to raise enough money to feed and clothe the needy.