The secret to upselling this summer
The cost of powering the home has always been a cost of living concern for many Australians. Today, however, consumers are increasingly interested in reducing their environmental footprint. The good news is that these go hand in hand – with the right infrastructure in place, homeowners can minimise their impact on the environment and cut their power bills at the same time. As integrators, this desire presents a valuable opportunity to upsell our technology, services and expertise.
Thanks to TV programs like The Block, more Aussies are starting to realise the benefits of having a smart home, beyond the cool gadgets and automated sound systems. And, while the capabilities of the technology are very impressive, it’s the useful insight these systems provide that has the greatest impact on a customer’s wallet. For example, Clipsal’s Wiser Link Energy Management Assistant enables users to identify how much energy they’re using and where. With this information, consumers are empowered to make proactive changes in their day-to-day life – like making a conscious effort to switch the lights!
Indeed, a smart home is like giving your home a brain – a complete central nervous system that can be optimised for energy efficiency. Simple things like automated blinds which close in the morning to keep the heat out while no one is home can save homeowners money by reducing (or even eliminating) the need to use air conditioning in the afternoon.
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As the days continue to heat up, reminding homeowners of the many advantages smart technology can bring should be front and centre of any consultation. Further to this, we know our technology really works: the tech can walk the walk, but can we talk the talk? In our profession, being able to explain these selling points in an effective way is half the deal. Reading up on your offers and services with an environmental lens can help. Integrators can also look to equip themselves with new skills and certifications, like joining Schneider Electric’s EcoXpert programme. With certification in Light & Room Control, for example, integrators can access a range of materials and resources on best practice. By investing in yourself and your own expertise in this way, you can better position your business and meet the needs and aspirations of your customers, whilst also differentiating your services from other competitors in the market.
Clearly there’s a trend towards environmental awareness and sustainability amongst consumers and therefore it is important that your business addresses this. As they say, knowledge is power and the more you know, the more you can sell. There are endless ways we can help Australians save on their energy consumption – not just in summer but all year round! Why not act now before the summer heat catches you?
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