The term “upselling” gets a bad rap sometimes. We usually hear about it in the context of a car salesman trying to tack on expensive extras right at the end of the negotiation, and while that is a form of upselling, it’s not the only example. Good upselling provides a service or product that complements what the customer is already getting. At its most basic level, it’s the guy at the counter asking, “Do you want fries with that?”
But for an energy broker business, the service you’re providing is a little more complex than a burger and fries. You’re helping companies with their energy needs, saving them money and time. So helping them manage the energy that they use is the next logical step. Economic conditions, rising energy bills, and environmental regulations are all good reasons for most businesses to have an energy management plan in place, but many businesses simply don’t know where to start.
When you work with BOX, not only do you get access to the most markets and best prices, but you also have access to our energy management services. With BOX, you can add energy management consultancy to your repertoire, and upsell to your current clients. It’s much easier to sell to someone who’s already your customer than it is to find a new client entirely. You just have to let your client know exactly how they’re going to benefit from adding your energy management services.
And if you’re already using EnergyEngine to find them the best prices on their energy, then it shouldn’t be too hard a sell. EnergyEngine lets you transact with the confidence that you have at your disposal the widest range of products available for your customers, so you know you’re getting them the best deal possible.
And when it’s done right, upselling has a positive effect on your relationship with your clients. You’re providing them with a new service that saves them money on their energy bill, and that’s going to deepen the trust they have in your energy broker business and your services.
Being able to successfully upsell to your clients isn’t about tacking on extra fees and unnecessary services; it’s about identifying their needs and offering to help do something about them. The worst that can happen is your customer decides not to add your energy management services.
At BOX, we know exactly what you need to get your foot in the door, and to be successful down the road once you’ve gained your customer’s confidence. Our business managers are there for you anytime you need us, with the knowledge and experience you need.
Contact Broker Online Exchange today if you’d like to hear more about our services, and how you can take your energy broker business to the next level.
