Sales Skill: New Opportunities with New Construction

Utility incentives make an impact on a customer’s decision to move forward with a retrofit project. New construction projects offer equally ideal opportunities to influence the purchase and installation of high-efficiency equipment. Often owners of new buildings express surprise that incentive dollars were available for key equipment. Why is that? Likely, the trade ally on the project did not understand the valuable opportunities that new construction incentives can deliver.

Ensuring that you are up to date on new construction incentives can help your business capture opportunities that other contractors may miss. These incentives can help customers upgrade to higher-performing equipment that will better serve them for years to come. In some cases, it may mean a higher profit margin for you or saving equipment from being value-engineered due to unforeseen project costs.  Highlighting energy savings and the return on investment (ROI) can provide a benefit to your customers and increase the marketability of the project.

If you are working on a new construction project, here is what you need to know now to assist your customer:

• Research local utility incentives for building equipment and the minimum efficiency criteria to qualify.
• Learn the application process as it is straightforward and surprisingly easy. Your Trade Ally Network field specialist is always ready to help.
• Understand when to apply for incentives. Typically, you can apply at any stage – design, during construction, and in some cases, even after completion. Of course, applying during the design phase is the best time and allows for the budgeting of qualified equipment. You don’t have to be an expert in all building systems or an installation contractor. You can help apply for the incentives and rely on the program staff to assist and review.
• Know what equipment is going in the building. Drawings (equipment identification), specification sheets, and invoices will also be needed to assist in the application.

Add new construction incentives to your tool belt, and you can deliver more value to customers who want to build energy-efficient facilities. Remember, customers look to you as a resource, so make sure you are ready to assist them on their projects. If you need more information or would like help to apply, reach out to your local Trade Ally Network field specialist to answer your questions.