Selling Indoor Air Quality: Visualizing the Problem.
A couple weeks ago we hosted a webinar on the topic of selling indoor air quality. Joining us in the presentation was Troy Tanner (aka the Home Energy Detective), a Virginia energy auditor who had some pretty powerful insights about how to get homeowners thinking more about indoor air quality. We thought it would be worth sharing some of Troy's insights for any of you who were unable to attend:
Talk about air quality during energy audits.
It can be difficult to convey the importance of air quality in written media. Of course, you should have web content about air quality issues, and you should do your best to explain how the whole-house home performance approach remedies bad air quality every chance you get, but given the complexity of the topic it can be a challenge.
During an energy audit, on the other hand, you're already in the house and you already have the ears and the eyes of the homeowner. It's a perfect time to point out visual evidence of poor indoor air quality and explain how each of these symptoms is related to the whole-house concept.
Use visual examples.
One of the reasons indoor air quality improvements can be so hard to sell is that bad indoor air quality is, to some degree, invisible. But most homes are nonetheless full of visual evidence of poor indoor air quality. Typically, homeowners simply aren't aware that what they're looking at is a symptom of a whole-house problem.
These examples might include:
- Dirty carpets
- Dusty fans
- Dusty pictures
- Dirty HVAC registers
- Wet basements
- Miscolored or dirty insulation
If you see any of these problems in the house, explain to the customer what's happening, how it affects the health of their family, and how a comprehensive home performance upgrade can fix it once and for all.
Thanks again to Troy for the helpful info, and be sure to check out our recent article about other effective ways of selling indoor air quality.