6 Tips on selling energy efficient solutions to your customers
October 13, 2022
Whether you’re on a mission to save the planet or a few bucks, the benefits of going green are well-established. We all have opportunities to reduce our carbon footprint in our daily lives, and as a home improvement professional, you’re in a unique position to help homeowners live more sustainably.
Many energy-efficient home upgrades are not only good for the environment but can also save homeowners more money over time, increase the resale value of their homes and often come with extra perks like greater convenience. It’s your job to ensure your customers know about the many advantages of energy-efficient solutions. Follow these tips to help owners see why energy-saving upgrades are a smart choice.
Show the long-term savings
While a lot of energy-efficient upgrades, like new insulation or smart thermostats, may require a larger investment upfront, cost savings over the long term often make up for that initial expense.
Transparency in pricing is always a best practice, so be clear with your customers about the costs of any proposed energy-efficient projects. Be sure to demonstrate how increased savings add up over time. For example, each double-pane, energy-efficient window costs $50 to $225 more than a conventional, single-pane window. But customers can expect to save an average of 12% on utilities with energy-efficient windows. Over the years, the savings on energy costs will more than make up for that small increase in upfront costs.
Emphasize the ROI
When it comes time for renovations, many homeowners have one question in mind: How will this affect the value of my home? Some upgrades provide a better return on investment than others, but overall, energy-efficient features often increase a home’s resale value.
In fact, a survey from the National Association of Home Builders found that on average homebuyers are willing to pay an additional $8,728 in order to save $1,000 per year on energy costs.
Need more proof? Energy-efficient single-family homes sell for an average of 2.7% more. If your customers are interested in increasing their home’s market value, green upgrades are one way to ensure they get top dollar if and when they decide to sell.
Appeal to their environmental side
Beyond dollars and cents, energy-efficient upgrades are good for the planet. While many people may be aware of the eco-friendly implications of switching from a gas-powered car to an electric vehicle or the importance of recycling, they might not realize just how much their homes contribute to their carbon footprint.
Educating your customers about how these projects will positively affect the environment can be another selling point. In the United States, buildings account for 39% of total energy use as well as 12% of total water consumption, 68% of total water consumption, and 38% of carbon dioxide emissions. So, while some of these features may feel relatively small, their combined impact could be significant.
When selling energy-efficient solutions for the home, come prepared with facts and figures to help customers see how much of a difference green choices can make. Take full advantage of the free tools available too. For instance, the U.S. Department of Energy has developed the Home Energy Score, a national rating system for residential energy use. In addition to showing homeowners how much energy they’re consuming, the score also provides insights on what improvements could boost the score. Utilize the rating to help customers identify areas in which their home could be more energy efficient — from windows and HVAC systems to roofing, insulation, water heating, appliances and home electronics.
Don’t forget the extra perks
When marketing green upgrades, don’t forget to highlight all their benefits — even those beyond the bottom line and saving the planet.
For instance, geothermal heating and cooling, are 300% to 600% more efficient than traditional HVAC systems. But that’s not all. As an added benefit, these systems are quieter, too. Whenever possible, ensure homeowners know about other advantages of the energy-efficient solution you’re selling, whether it’s convenience, ease of use or a sleeker design. If a customer is on the fence about an energy-efficient upgrade, these bonus qualities may be the factor that tips them in favor of a green solution.
Offer financing solutions
Once a customer is sold on an energy-efficient upgrade, they may be wondering how they’re going to afford it. Understand your customer’s budget and provide clear pricing upfront. From the initial estimate to closing the sale, be open and honest about the project’s costs, and be prepared to answer any questions.
Break down the cost of equipment and labor too, so customers can feel more confident about their investment. By working with a provider likeAlly Lending, which offers multiple financing options, you’ll be able to give your customers more control over how they pay for your services.
Market energy efficiency with confidence
It’s clear that green home improvements are a win-win. They’re good for the environment and can save your customers money. To effectively market energy-efficient upgrades, ensure you fully understand all their benefits and clearly explain them to your customers. Go green for happy customers and a happy planet.
Empower homeowners to make energy-efficient upgrades.
This decade is shaping up to be a transformational one for heating, ventilation, and air conditioning (HVAC). The industry is expected to skyrocket over the next several years, with some projecting it to reach more than $350 billion by 2030.
From small weekend projects to complete makeovers, extra time at home has inspired countless renovations and continues to boost the home improvement market. Although comfort, functionality and style may be driving this surge, adding value to their homes is always top of mind for homeowners.
Metal. Wood. Plaster. As a home improvement contractor, you certainly know your way around these hands-on materials. But in today’s world, gaining new customers is a primarily virtual process. The search for a home improvement or remodeling contractor now starts online.