Selling Energy Efficiency

Fifty members of Connecticut's home building industry attended a pilot event in November to learn how to sell homes with the ENERGY STAR® rating, how to approach customers about building an energy-efficient home and how building energy efficient homes can increase their sales.

Sponsored by United Illuminating Company, a Connecticut utility company, lighting retailers and manufacturers who've earned the ENERGY STAR® rating networked with builders and answered their questions and concerns.

Selling tips presented at the event included:

• Learn what long-term savings are associated with which energy efficient products and pass the information along to your prospects.
• Point out the environmental and health benefits — like reduced greenhouse gas emissions — of using energy efficient products in new homes.
• Place ENERGY STAR® marketing materials that summarize the features and benefits throughout the model home or sales office.
• Develop relationships with ENERGY STAR® manufacturers that can help you tailor a marketing program.

The event will be used as a model for other building markets across the country, according to Renee Cormier, spokesperson for United Illuminating Company.