There are two important things to consider when presenting a possible solution, and that is how it benefits their business model, and how easy it is to implement or cancel.
As we have covered in the previous lessons, the products you offer will already reflect the needs of your ideal customer, but the benefits will need to be clear and relevant to them and flexibility reduces doubt. If these two factors are clear to the client, they are in the best position to make the right decision.
By combining your Buyer Personas with a systematic approach to profiling customers in detail, you can start to map out all the potential product/service offerings that might interest each client type as they progress through their energy transformation journey.
You can also identify specific ‘trigger points’ that indicate a change in need and an opportunity for additional services. These might include changes in energy consumption (or generation), a change of premises or expansion, a threshold commodity price, or specific communications with them.
Having a clear picture of each individual will make the client feel that they are important to you, and that you’re on their side. It will make you seem more competent and knowledgeable when you speak to them because you won’t always ask the same basic questions, but instead display an informed interest in their business.