Selling the value: Delivering success in a challenging market
In today’s economy, inflation has touched nearly every aspect of life—from everyday items to specialized equipment. As prices rise, convincing customers to invest in energy-efficient upgrades can be increasingly difficult. Projects can no longer rely solely on energy savings or payback periods to make the sale. It is essential to also focus on
communicating the overall value proposition of their offerings.
To do this effectively, it’s crucial to
highlight the reduced operational costs that come with energy savings, the potential for
utility incentives, and the
return on investment. However, perhaps the most compelling points to emphasize are the
non-energy benefits. These include:
- Positive effects on a building’s value
- Occupant safety
- Occupant comfort
Each project comes with unique benefits that go beyond energy savings, and understanding these customer-specific advantages and communicating their value will help offset concerns about rising project costs and market uncertainties.
Remember to position yourself as a
knowledgeable partner who delivers
solutions that address both the immediate needs and
long-term goals of your customers. These strategies can help you overcome current market challenges and build stronger relationships while growing your business.
