Current customer base and online project databases offer green project possibilities
Distributors wanting to enter or expand their current sales in the energy management market can use several sites on the Internet to find project leads, but your current customer base is the first place to look for growing sales. Consider revisiting all of the energy management proposals you might have made since 2007 and updating them to reflect current electricity prices; local, state and federal incentive programs, and new regulatory requirements. If the payback becomes shorter and more convincing, resubmit the proposals to the customer and highlight the changes. The Database of State Incentives for Renewables & Efficiency is the most comprehensive source of information on federal, state, local, and utility incentives and policies that promote renewable energy and energy efficiency.
Energy efficiency is a core component of the LEED rating system, so any project that registers for LEED certification is likely to require energy products and services. The USGBC provides a searchable database of LEED registered projects. Looking for projects in your area can generate sales leads, especially since new construction projects and major renovations tend to have long gestation times.
The American College & University Presidents Climate Commitment (ACUPCC) and the U.S. Conference of Mayors Climate Protection Agreement are both seeking to reduce greenhouse gas emissions through energy management projects. Signatories have committed to improve the energy efficiency of the built environment within their jurisdictions. More than 1500 cities and higher education institutions, large and small, have committed to these changes; that’s a large number of potentially significant leads.
Knowing where to look for potential sales, how to pitch projects to customers, and how to present energy and environmental services and products can help proactive distributors stay ahead of the competition. For more tips on selling energy management projects, please refer to NAED’s Selling Toolkit.