Pricing & Contracts
Sales Best Practices
1. How do I cultivate leads? Start by tapping into your network. Anyone you know that makes commercial energy decisions or that can connect you with the proper decision maker is a great place to start. A warm introduction will make it easier to practice your presentation on an engaged, interested audience. When you close deals with those clients, turn them into referral partners to tap into their network. Once you have exhausted your personal network, you will need to form a plan of action to cold approach new potential clients. Remember, everyone pays a gas & electric bill, and everyone wishes they paid less. That’s where you come in! Begin by mapping your ideal target area then thoroughly visit every business. Don’t forget the side streets (often, the mantra is hard to find = easy to sign!). Keep a tracking sheet of every interaction. Utilize the national pitch and get to as many decision makers and utility bills as you can. Target 50 new businesses per day, 15 decision makers, and 10 bills pulled.
2. With the added services we offer through Verde Solutions, is it best to lead with Navigate Power and procurement opportunities first, or evaluate the client on the renewable/efficiency aspect? Discussing gas and electric procurement with your clients is the best place to start. Every client is familiar with this purchasing process and the sales cycle is shortest. Energy efficiency and renewable energy options are unique to each facility and client’s needs. Developing a strong relationship with a client through procurement then introducing other technologies like LED lighting, solar and cogeneration via Verde Solutions will position you as a true energy partner. Learn more about Verde Solutions and how to qualify a client from your Channel Manager.
3. Who is an ideal client for both Navigate Power and Verde Solutions? What industries are best to work in? Is there a size of company that is best? What’s best is what you are comfortable/familiar with. Approaching your network first, regardless of size, is the smartest first step in building a client base. If you are now reaching outside your network and cold calling, every company has a need for Navigate Power's services if they pay their utilities. Every company will have its own unique challenges, decision making process, and sales cycle. While larger users equate to more commission potential, they often take more time and a higher level of expertise to close. It is important to hit both 'singles' such as small retail shops, 'doubles and triples' like restaurants and 'home runs' such as large manufacturers and property management companies. Just like in baseball, you will hit more singles than any other type of hit. This is how you build a comprehensive book of business.
4. What makes it worth it for a client to cancel their contract and come with us? It is almost never worth it for a client to cancel mid contract. Switching during a contract results in termination fees because the supplier bought all the energy for the contract ahead of time and must sell it back into the market at a loss. Instead, look at forward pricing (up to 2 years out from today) to do a future start to take advantage of market buying opportunities.
6. What is the most common objection from the client? A. I am already with a supplier and am fine. B. I’m too busy to deal with this C. I’m not interested D. I’ve already spoken with someone else about this. E. I'm not the decision maker. Note: Closing objections related to energy come once we have the energy bill and start pricing.
Commissions & Suppliers