Ask the Expert – “Green”, Overcoming Objections

Hi Christine, 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 […]

Hi Christine,

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

Hi Bill,

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.

Good luck, Bill. You sound like a great candidate for our online green certification; be sure to find out more from the person who gave you this magazine or visit www.stagingtraining.com.

– Christine

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About Christine Rae

Christine Rae blends her passion for the staging and decorating industries, her desire for helping people develop their potential, the thrill of training to the presentation of the CSPâ„¢ workshop. She has honed her skills and built her knowledge through extensive training in a variety of disciplines. During the last five years Christine has trained over 1600 people and in 2004 was recipient of an International Staging Award. Christine believes a crucial part of success as a trainer is to keep your hand in the industry you speak and teach about. This is why she continues to work (outside of training sessions) at building her own staging business, and works with a select group of Realtors® . The best business anyone can have is from a referral - it is an honor and privilege to work with you and your sphere of influence. Wellness with Essential Oils: http://www.christineraelivingoils.com/weblog