Is Your Sales Pitch Green?

By Thad Plumley

An acquaintance told me of a recent vacation he had taken to visit family in Europe. The trip took him out of his busy New York City setting and into the quaint countryside of Germany where relatives own a farm.

As he approached the farm he was struck by what he saw—solar panels. Lots and lots of them.

One side of the roof on the more-than-a-century-old farmhouse was filled with panels. There were also some on the ground as well, running pump systems that irrigated nearby crops.

It certainly was a juxtaposition, a case of new crashing firmly into the old tried and true. The acquaintance brought this up with his relatives. Did they debate about going solar? Were they worried about the look of the farm? Were they concerned about new-age technology dotting their landscape?

You have to have answers because the green questions are on the way.

The questions seemed to surprise the hosts. “Not at all” was their answer. The only debate was which equipment was the most efficient and best fit the needs of the farm.

I bring this up because your customers may think the same way. More and more people are looking at the energy efficiency and environmental impact of the products they purchase and use. They’re wondering what will work best and impact the environment least. They’re wanting to be able to say they’re “going green.”

And you have to be able to help them. You have to have answers because the green questions are on the way.

Have details ready that explain the energy efficiency of the variable frequency drive you install for their water systems. Better yet, don’t wait for the question. Mention it in your talk when you’re selling your services.

In fact, find out from your suppliers about the energy savings or the environmental impacts of all the products you use regularly on the job. Being able to work these efficiencies and safety details into your pitch will go a long way with your customers. It will make an impact.

You may not think so now. You may not think all of the green talk is a big deal. But, trust me, it is to some people.

I’m sure my acquaintance was not expecting to come upon an environmental award-worthy farm when he visited his family. This is why it’s critical these details are in your regular presentation for all your customers. You can’t pick out who to give the “good for the environment” talk to anymore.

Your sales pitch needs to always feature the color green. Chances are you’ll become busier when it does.


Thad PlumleyThad Plumley is the editor of WWJ and director of information products at the National Ground Water Association. He can be reached at tplumley@ngwa.org and on Twitter @WaterWellJournl.

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