Selling High-Performance Audits

September/October 2009
A version of this article appears in the September/October 2009 issue of Home Energy Magazine.
Click here to read more articles about Sales and Marketing
September 03, 2009
A panel of successful Home Performance with Energy Star contractors gives candid answers to questions about auditing homes and correcting problems in ways that make customers happy and their businesses thrive.
Many of us who have been in the energy efficiency field, or the high-performance home contracting business for some time think that this should be the time when homeowners would be beating down our doors looking for our professional advice. Indeed, the compelling and encouraging trends toward green products and buildings, the historically high energy bills and historically low interest rates, the stimulus incentives at many levels of government, and the ever more stringent building codes do make this a great time to be an energy advisor/rater/high-performance/Energy Star contractor. However, in spite of all these positive indicators, it is still unlikely that your services and products will sell themselves. Countering these positive indicators are the current economic uncertainty, the fluctuations in energy prices, and the culmination of the normal stresses in our clients’ daily lives. Making decisions about purchasing the services and products our industry offers—services and products that are being sold by you personally as an auditor or contractor—adds to our clients’ stress levels. At this point, consumers are predisposed to react in one of two ways. One, they may choose to do nothing, think about it longer, or put ...

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