The Internal Champion



When you’re approaching a new organization with an efficiency project, you want to make sure you’re putting your project in front of the right people. We’ve talked about research, influencer maps, and other strategies for finding the decision-maker(s). Today, I’d like to share a question that is very effective in finding a valuable internal champion: 

“Are there particular departments or individuals here that focus on energy efficiency?” 

When you ask this question, be poised to write. They’re usually going to give you a rapid-fire list of people and departments (or at least you would hope they do). Once you have this information, go back to the drawing board. Research the people; see if you can find any previous efficiency projects that they’ve been involved with; figure out where they fit on the influencer map; and, consider how you might approach them with a value proposition that resonates at their frequency. 

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By (Mark Jewell, President of Selling Energy | | | prospecting, sales professionalism, sales tips |
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