1. What Clients Want:
How to Find it, How
to Get Paid for it
Brett Dillon
RESNET Conference 2011, Orlando FL
Tuesday, March 1, 2011
2. What Clients Want:
How to Find it, How
to Get Paid for it
Brett Dillon
RESNET Conference 2011, Orlando FL
Quality Passion Knowledge
Tuesday, March 1, 2011
3. Have Pain
Diagnose the Pain
Treat the Pain
Tuesday, March 1, 2011
4. Have Pain
• New Construction
• Existing Homes
Tuesday, March 1, 2011
5. New Construction
• 2009 IRC • Poorly trained staff
• Sales slump • Poorly trained subs
• Materials cost ↑ • Customer satisfaction
• Construction schedule • Call-backs
• Purchasing vs • Product salespeople
Marketing
Tuesday, March 1, 2011
6. Existing Homes
• High utility bills
• Comfort
• “I think there’s something wrong with
my house”
Tuesday, March 1, 2011
7. Diagnose the Pain
• Active Listening
• “In addition to that...”
Tuesday, March 1, 2011
8. Treat the Pain
• Help solve their problems
Tuesday, March 1, 2011
9. Do You Have What
They Want?
Tuesday, March 1, 2011
10. What is Your
Product?
• HERS Ratings?
Tuesday, March 1, 2011
11. What is Your
Product?
• ENERGY STAR® labels & certificates?
Tuesday, March 1, 2011
12. What is Your
Product?
• Energy Audits?
Tuesday, March 1, 2011
13. What is Your
Product?
• Your Test Results?
Tuesday, March 1, 2011
14. What is Your
Product?
• Your Knowledge?
Tuesday, March 1, 2011
15. What is Your
Product?
• Us or Them?
Tuesday, March 1, 2011