Be the Guide

Efficiency projects can be very complex. As an efficiency sales professional, it’s your job to guide your prospect through the project from start to finish. In many cases, your prospects will have plenty of other things on their plate. Leaving it to them to figure out how your offering will best fit their needs greatly decreases your chances of winning approvals.

So what does this mean in practice? It means that you need to present your value proposition as simply and clearly as possible. Moreover, you need to ensure that their understanding and enthusiasm persist for the entire duration of their approval process.

By the way, busy people need to be reminded – they actually like to be reminded – of what they need to do next. You should think of it as helping them, not bugging them. You present yourself and your project simply and clearly with an elevator pitch, a one-page proposal, and a concise financial summary. You then follow-up with intelligently timed phone calls, emails, etc. Don’t feel as if you’re being a pest – truly busy people actually appreciate having a “virtual executive assistant” to remind them of their most important and impactful tasks.
  

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