If your business sells green products (such as solar panel) in a business to business setting there are some components you need to include in your sales presentation to be successful. Remember that each business has a different motivate for buying an energy efficient product. Some do so because they understand and value the need to be responsible community members. Others do so because they are looking for ways to save energy and cut costs. Finally, some businesses may want to install your items for marketing purposes. Each of the previous reasons all provide chances for your organization to make the sale.
If you feel the business your are presenting to wants to buy your products because they want to be more responsible, less selling needs to be done on the value of your products. Rather, you should focus on what separates your product/business from other suppliers in your area. Perhaps you have better customer service than others or maybe you offer a better price. Discover what makes your business unique and sell that.
For those businesses looking into buying your product for financial savings, come prepared with some hard facts and numbers on the cost benefits of your product. Having case studies from previous clients with detailed information on their savings would be helpful. Also come into this meeting with further information on rebates and other perks given to businesses that install energy efficient systems. Finally, for those businesses interested in your products for the marketing value, be prepared to show them the publicity past clients have received from using your business. Press releases and news stories are examples of some items to bring with you.
Of course, any sales presentation you give should cover all the topics mentioned above. However, it is important to identify which of the three reasons for going green is the motivate of the potential client. This will ensure you cater the presentation to meet their needs.
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