Selling Conservation
Convincing customers about the merits of energy efficiency can be a tough sell, even with the market’s current emphasis on sustainability. To help members more effectively manoeuvre this challenge, the Alliance regularly organizes learning opportunities that focus on how to sell conservation more effectively.
This past spring, more than 80 Alliance members attended the workshop “Selling Energy Conservation,” a one-day program aimed at improving skills for selling energy-efficient products and services. Designed for distributors and contractors, the workshop focused on conservation sales techniques and how to handle common buyers’ objections. It also provided tips on how to create proposals that will help vendors “win” the sale, as well as how to ask for business in a way that builds healthy buyer relationships.
The workshop was held in Victoria, Kamloops and the Lower Mainland, with participants providing positive feedback about its effectiveness. Plans are already underway to offer the workshop again for Alliance members in the Lower Mainland and other BC communities, such as Nanaimo and Prince George.
This workshop is but one part of the Alliance’s enhanced focus on members’ learning opportunities. As part of the new Alliance, members are now required to earn a pre-determined number of Learning Credits, depending on their industry sector and level of Alliance engagement. The goal is to provide members with further expertise to help grow their business and to assist customers in energizing their bottom line.
In the coming months, members can look forward to a wide range of workshops and seminars on industry-related topics, from improving selling techniques and energy management, to green buildings and new construction. Upon successful completion of an approved course or seminar by a registered member staff, member firms may be reimbursed for a portion of the cost and can earn required credits towards their membership.
For more information about the conservation workshop and other current learning opportunities, have a look at the conferences and courses section on the website.