You conduct pre-call research. You listen more than you talk. You always make a point to ask for the sale.
These tactics work beautifully, but a majority of your prospects, particularly those who own Class B or Class C buildings, are concerned about preserving capital for their core business operations. (According to the Building Owners and Managers Association International, Class B buildings compete for a wide range of users and have average rents, and Class C buildings compete for tenants requiring functional space at rents below average.) One way to alleviate this concern for your customers is to offer them C-PACE.
What is C-PACE?
Commercial property assessed clean energy (C-PACE) is a tool that can finance energy efficiency and renewable energy improvements on commercial property, according to www.energy.gov. It is an innovative, new financing program designed to help make energy-efficiency upgrades affordable (even cashflow positive) for commercial property owners.