As a contractor, I always make “green” recommendations to my clients. The first comment I get from EVERYONE is that it’s a great idea, but I find customers aren’t willing to pay for the green up charges, and they say it takes so long to realize the savings that it’s not worth the effort or expense. Help! What can I do?
– Bill M. in Truckee, California
Good for you. We all have to start somewhere. I often think of those brave souls who started with solar energy in the seventies (when we thought they were crazy!). Who is laughing now? They are – all the way to the bank.
As with any sales pitch, Bill, you overcome objections by bringing up potential stumbling blocks BEFORE your clients do. In the case of your comment above, you say that many people think it’s a great idea to go green but question the expense; however, when I show Mr. and Mrs. Client that the overall monthly savings will allow them to make an extra mortgage payment a year and just doing that can cut TEN years off their mortgage, your clients will start to listen. If you supply this information coupled with the reminder about rising energy costs, I believe people will be more receptive.