Selling deregulated energy isn’t a walk through the park. For salespeople, deregulated energy comes with its own unique set of challenges.
The biggest challenge is that the deregulated energy market is still relatively new. That means many people are unfamiliar with the benefits of energy choice and remain skeptical of people who sell it.
So it’s usually not enough to just offer good deregulated energy rates: you need to sell the concept of energy choice and gain a tremendous amount of trust. This can be much more difficult than it sounds.
That’s why we’re going to look at 3 tips to turn skeptical and unfamiliar prospects into your latest deregulated energy sale.
1. Show Them More Deregulated Energy Options and What It Means for Them
The best way to educate prospects on the value of energy choice is to provide them with a clear cost comparison from several suppliers.
But don’t just compare costs among suppliers – compare your prospect’s current costs to the suppliers’ rates.
Not only will this provide them with a clear visual of your price benefits, it will usually also boost their confidence in both you and energy choice. When they see a variety of beneficial options, it provides validation to your claims. If you only show a couple suppliers’ rates, your prospect might think you’re trying to pull a fast one on them. But if a dozen suppliers offer competitive rates, then there must be something to it.
That’s not to say you should just give your prospects a massive list of rates. While more options tend to give consumers more confidence, they’ll quickly become overwhelmed by them without context and guidance.
Once you’ve show them that you have several beneficial options, guide them to the best choice for their energy needs.
2. Leverage Your Deregulated Energy Suppliers to Gain Trust
Having several rate options isn’t the only benefit of having several suppliers. You can also leverage the branding from big-name suppliers.
Let’s say a major supplier regularly advertises on television, radio, in the newspapers—wherever. Even if the ads didn’t pique your prospect’s interests at the time, the brand familiarity can instill more confidence in you and give you more authority in the market.
Keep in mind that you don’t need to sell them the biggest suppliers—just because they’re big doesn’t mean they have the most beneficial deal—but having them around can help you gain more trust from prospects.
3. Make the Process Easy and Straightforward
Let’s say you finally convince a prospect about the benefits of deregulated energy. And you’ve found a great rate that your prospect certainly cannot refuse.
Can you close the deal quickly and easily enough that they won’t just say, “forget it”?
One of the final hurdles when selling deregulated energy is closing the deal. If the process is too complex or if it takes too long, your prospect might just change his or her mind.
For example, many salespeople still manually write contracts. This takes a long time and has a lot of room for errors. Some prospects aren’t willing to wait. Many prospects don’t want to negotiate or correct the contracts.
That’s why you need to streamline the closing process. Get the contract quickly. Make signing it easy. That way you won’t lose out on a hot lead.
How to Streamline Your Sales and Get More Suppliers Fast
Not everyone selling deregulated energy has the resources to build several supplier relationships, especially with all the big-name suppliers. And many don’t have the resources to streamline their contract creation process.
That’s where Broker Online Exchange fits in.
We’re a business partner for those who sell deregulated energy. When you join with us, you get instant access to 75+ suppliers across all North American markets. And with our software, you can create instant rate comparisons so your prospects can see a full list of options, including the big-name suppliers in your area.
We also provide an instant contract creation process so you can close your deals easier and quicker than ever before. Your prospect can just sign digitally, and the deal is done.
