Você está diante de um cliente cético em relação às metas de redução de energia. Como convencê-los da viabilidade?

Client needs to be shown some simple ways to save for which historical data help a lot. Client needs to be shown how systematic working can help to improve even with limited cost at the same time investment would be needed but with multiple options to choose over a period once systematic working is given due importance. With this it will be easy to demonstrate saving without investment or nominal investment to have consistency in results. This helps to build trust and smaller tasks with larger tasks need priority, which establish credentials. This entire process helped us to get the confidence of the owners and team as well, before major projects were taken up

You need to show them the math. You can't just tell them, hey install this gizmo and you'll save thousands of dollars. you need to take the time to write a well thought out business case using math and logic and a thorough explanations of your means and methods.

Communication is key when facing a skeptical client. One of the first areas to focus on is understand where the concern comes from. Once that concern is understood, you can tailor your response to the source of their skepticism. It's possible that they have been burned by a service provider in the past that made similar claims, but weren't able to provide results. It's also possible that they don't fully understand your plan to bring an energy reduction. Whatever their concern, take it with an open mind and without ego. When you get to the root of the concern, develop a plan to placate those concerns and reapproach the client. I've gotten my best results by consulting to the client's concerns, not selling to them.

Une chose que j'ai trouvé utile pour convaincre le client : Cité des exemples réels qui représentent un source de gaspillage d'énergie Exemple beaucoup des fuites d'air, éclairage Généralement ils y a des anomalies qui nécessitent pas des investissements.

This is a very regular occurrence with clients, especially those within manufacturing or heavy industries with production targets. It is very important to ensure you have data to support any recommendations to be made. Firstly, to help create the plan for saving energy it is important to have energy demand and consumption data as well as production profiles to map against energy use. Once the correlation between energy use and production is established and which equipment is critical to production then it will be easier to propose plans towards energy reduction; while not compromising manufacturing output! Conducting a detailed energy assessment will also help to create a roadmap towards energy reduction.

Resalta la posibilidad de acceder a incentivos fiscales y subvenciones, si es que los hubiese, para proyectos de eficiencia energética. Además, menciona cómo la reducción del consumo energético puede mejorar la competitividad en el mercado al disminuir costos operativos y permitir precios más competitivos.

Leva a mesa evidências claras que demonstram a médio e longo prazo o impacto económico que a efectivação das metas de redução de energia poderá gerar no negócio do cliente.

To convince a skeptical client of the feasibility of energy reduction targets, focus on presenting clear benefits. Highlight cost savings from reduced energy bills, improved operational efficiency, and potential government incentives. Emphasize the competitive advantage gained through sustainability, including enhanced brand reputation and customer loyalty. Use real-world examples and case studies to demonstrate tangible results. Showing the immediate and long-term benefits can effectively address skepticism and illustrate the value of committing to energy reduction targets.

Businesses similar to your client's have achieved energy reduction targets by adopting practical strategies. One approach is upgrading to energy-efficient equipment. Manufacturing plants, for example, have switched to energy-efficient HVAC systems, resulting in significant savings. Retail chains have implemented smart lighting and refrigeration controls, optimizing energy use and reducing costs. Office buildings have replaced incandescent bulbs with LEDs and installed smart thermostats. Discussing these general trends and outcomes can make the case more relatable and convincing, showing how similar businesses have benefited from energy management.

Utiliza estudios de caso breves para ilustrar estrategias exitosas. Comparte datos sobre el porcentaje de ahorro en empresas similares, sin mencionar marcas específicas, para que el cliente vea ejemplos concretos de resultados positivos.

Los llamados quick-wins suelen ser los mejores y más convincentes ejemplos. Son iniciativas que se implementan al interior de la organización, con baja o nula inversión y demuestran la capacidad de análisis del promotor en la reducción del consumo energético y la viabilidad de los proyectos propuestos. Para proyectos de mayor envergadura y que requieran inversión, será necesario un análisis del impacto financiero del proyecto y el ROI.

When dealing with a skeptical client on energy reduction targets, showcasing examples is crucial. Present case studies from similar industries where energy reduction initiatives have been successfully implemented, highlighting measurable outcomes such as cost savings and efficiency improvements. Use visual aids like before-and-after data charts to illustrate the impact. Additionally, share testimonials from other clients who have benefited from such projects. Demonstrating real-world success stories can effectively convey the feasibility and advantages of pursuing energy reduction targets.

It is important to translate technical results of your upgrades into specifications that could potentially convince your client, simply by demonstrating it through a case study, for example energy savings before and after installing polyurethane foam to the subject, discuss how much it would cost to install such technology, and how much energy is your client going to save, and never forget to provide an ROI and a payback period.

Detalla ejemplos de tecnologías específicas, como iluminación LED y sistemas de gestión de energía, que son fáciles de implementar. Proporciona un plan de implementación por fases que reduce la complejidad y muestra un camino claro hacia los objetivos.

Simplifying concepts is crucial for ensuring effective communication and alignment across teams and stakeholders. By breaking down complex ideas into more easily understandable terms, businesses can facilitate better understanding and collaboration. This involves identifying the key components of a concept and presenting them in a clear and concise manner, using visual aids and real-world examples to illustrate the concept. Simplifying concepts also involves considering the audience and tailoring the language and presentation to their level of expertise and familiarity with the topic.

In such type of efforts positive results, through a specific methodology, can become obvious right from the first hour. This will definitely be very helpful. Concluding: Present "FIRST HOUR" results!!!

Carry-out scenario analysis of energy reduction target using couple of approaches such as CAPEX, OPEX, EOL, NC, Incentive availability. Etc. When CAPEX budget limited, others to be adjusted to ensure realistic of the approaches.

The best approach is to submitting ROI analysis study based on client daily operation , showing every application value add for ROI and the time duration needs to return back the initial investment and after that starting to gain profits

In my experience, investing in energy-saving measures might seem costly at first, but the long-term benefits far outweigh the initial expenses. For instance, many clients who have implemented LED lighting and smart thermostats have seen significant reductions in their utility bills. One client saved up to 30% on their annual energy costs just by upgrading their HVAC system. Simulation-based operational studies and ASHRAE Level 3 audits can clearly illustrate potential savings, reducing skepticism. These steps provide financial savings and give businesses a competitive edge by reducing their environmental footprint and enhancing their reputation among eco-conscious consumers.

Proporciona un análisis detallado del retorno de la inversión, utilizando ejemplos de plazos en los que se pueden recuperar las inversiones iniciales. Incluye un desglose de los ahorros anuales estimados y cómo se comparan con los costos actuales.

When dealing with budget constraints for energy efficiency projects, prioritizing effectively is crucial. Start by estimating the potential energy savings for each project. Consider factors like energy consumption reduction, maintenance costs, and operational efficiency improvements. Calculate the Return on Investment (ROI) for each project. Determine the appropriate time horizon for evaluating ROI. Some projects may have shorter payback periods, while others provide long-term benefits. Consider risks associated with each project. High-risk projects may have a higher ROI but could also fail. Balance risk and reward. Rank projects based on their ROI. Focus on those with the highest ROI first, especially if they align with strategic goals.

Asegúrate de ofrecer recursos educativos y formaciones continuas. Proporciona acceso a informes periódicos de progreso y asesoramiento continuo para mantener el interés y la motivación del cliente en su camino hacia la reducción energética.

You need to understand what drives or motivates the person you are dealing with. Are they the CEO and interested in the big picture, but have staff to handle the details? Are they operational with an "if it ain't broke, don't fix it" attitude? Are they the CFO who wants to understand your NPV equation assumptions? Why do they want to invest money in upgrading this asset? Do they really want to upgrade this asset? You need to get to their "why", and sometimes their "why" might actually be their bosses "why" or the board's "why" with new sustainability targets.

En effet je suis d'accord avec tous ces points Je peux ajouter 3 points qui semblent intéressants : 1-Utilisation des technologies efficaces : Proposez des technologies éprouvées (éclairage LED, systèmes de gestion de l’énergie, isolation améliorée, etc.) et expliquez comment elles peuvent être intégrées dans leurs installations. 2-Innovations et personnalisation : Soulignez les innovations spécifiques que vous pouvez offrir et personnalisez vos propositions en fonction des besoins uniques du client. 3- L'importance de contrôle journalier des installations en se basant a des check-lists du contrôle.