As an Energy Broker, you are giving consumers the right to choose. Before energy deregulation, consumers had no cheaper alternative to purchase energy supply resulting in a lower quality of service and higher utility bills. Explaining this concept to potential customers isn’t always simple. For this reason, we have come up with 5 tips that will help you grow your business.1. Know what you are selling
This may seem simple enough, but consider this example: Have you ever walked into a shoe store and asked what the best type of shoe is for running? If you haven’t, try it out; You will likely receive a partial response. The salesperson may know which shoes are designed for running, but probably won’t know what the benefits of each running shoe really are. The same goes for energy brokers. Although you may be confident that you know your business inside and out, it is important to remember that there is always more to learn. When you are knowledgeable in your field, it shows! Likewise, if you are not, your potential customers will pick up on it, creating roadblocks when it comes time to close.
2. Avoid repetition
If you are cold calling or going door-to-door trying to sign new clients it is easy to become repetitive. Although the next customer may not have heard your pitch before, it is fairly obvious if you have been repeating the same thing over and over. People tend to get bored hearing a “pitch”. Instead, try changing things up. Don’t always start with the same 5-minute pitch – try saying something a little different. This will also help you test various methods of selling the same services.
3. Find something in common with your customer
This doesn’t just go for energy brokers, this goes for all salespeople. When speaking to a potential customer, small talk can be the key to securing a deal. If your product adequately fulfills the wants and needs of the customer, then the only difference between you and your direct competitor is YOU. In order to ensure that customers will choose you over your competitor, spark up a conversation! Finding an engaging topic of conversation may help you secure them as a new customer.
4. Be ready to close the deal:
There is nothing worse than getting the okay from a customer, but not having everything you need to secure the transaction. In order to avoid running into this issue, you may want to consider an automation software to help you close deals. Remember, no one likes to wait. For this reason, obtaining new clients without first having the necessary tools to secure the transaction is not the best idea. Doing so may turn a sure thing into a sure loss!
5. Be confident
Always remember that customers in deregulated states have the right to choose their energy provider. You are helping them take advantage of that right, so make sure they know it!