As I am always telling my clients, educating your potential clients is the first step to having a long lasting relationship. Simply replacing windows, installing a new furnace, or even adding on a new room, energy efficiency should be important. Important enough that contractors need to emphasize this in their marketing materials.
Each marketing piece that you create, should promote the actual dollars they will be saving by using your specific services and products. For example, if you are a full design remodeling contractor who occasionally does replacement windows, creating a marketing campaign for windows, with the message that with the installation of energy efficient windows, will lower the homeowners utility bills, allowing homeowners in the long run to expand their home, request more of your services or simply have lower monthly costs with an energy efficient house.
A vital part of this energy efficient marketing is to educate not only your marketing department, but also your sales staff. If your sales force “buys in” to the benefits of “energy efficiency” then it will take your marketing and closing ratio a little bit higher.
If you do not want to create your own marketing materials, then simply get some public brochures and information in regards to energy efficiency. You can make these requests at http://www.energystar.gov/, or find articles in your trade magazines. Much like the way many contractors use Remodeling Magazine’s “Cost vs. Value” Report, there is tons of information on energy efficient savings. I know that Energy Star, actually has a monthly cost calculation software that can help you demonstrate the savings of a specific product or service on a monthly basis.
Besides marketing materials, one of the best tools “right now”, is press releases. Energy crisis and high utility bills are all over the newspapers and media shows. If you write a press release, explaining how your services and products cut back on utility bills, then you will have a higher chance of getting it printed, or even snag yourself some free air time on your local news.