Many clients put a lot of thought into who to hire as their home energy rater, and with good reason. Clients are looking for a rater who is knowledgeable, thorough and fits their budget, as well as someone who communicates well, so that they can make the best decision after receiving their report.

Yet clients don’t always know the best way to go about choosing a home energy rater. Conflicting advice can lead some to prioritize the lowest price or rely on a recommendation from someone who isn’t an expert. When you get a referral or call from a new client, knowing what clients look for and how to meet their needs can help you win their business.

Here are four points to focus on upfront to attract serious prospects and the most important questions to address.

Tell Your Story

Prospective clients start their search by trying to get a sense of who you are and whether you can help them. In particular, clients are interested in:

  • Who you are
  • What services you offer
  • How long you’ve been in business
  • Where you’re located
  • What areas you service
  • What sets you apart from the competition

Be ready to briefly tell your story to these prospective clients. You can dedicate a section of your website or Facebook page to your introduction and craft a pitch to deliver over the phone when you receive calls. If you have a specialty, your introduction is a good place to advertise it.

Share Client Testimonials

Reviews and testimonials have a big impact on today’s consumers. Nearly 95% of people look for reviews online before making a purchase decision. Even though your prospective clients won’t know the people leaving you testimonials, many people still take recommendations from peers seriously. You can collect and monitor reviews on popular sites, such as:

  • Angie’s List
  • Yelp
  • Google
  • Facebook

You may also include testimonials from clients on your own website.

Present Your Qualifications

Your clients know that the right qualifications, certifications and experience are important to getting someone to do the job right. Communicate your expertise up front to help attract prospective clients. Clients will want to know specifics, so be sure to list your:

  • Training, certifications and licensing
  • Years of experience
  • Professional home energy rater association memberships
  • Bonded and insured status

Be specific about the wording, for your own protection and for easy communication to people who may not know the industry’s abbreviations and terminology.

Offer a Sample Report

A lot of clients are hoping you will have a sample report available for them to view. The report is one of the most important aspects, so it’s important that reporting styles make sense. Clients will want to see:

  • Detailed observations
  • Examples of typical photo documentation
  • Descriptions of findings and recommendations

Having a great sample report can often win new business, so it’s worth showcasing your report on your website and making it easy for prospective clients to find and download.

Get Ready to Answer Their Questions

Meeting the needs of prospective clients often involves educating them about the process of having a home energy rating. Clients may have lots of questions about everything that’s involved. Answer all the important questions, even if your client forgets to ask, including:

  • What to expect
  • What will happen the day of the rating
  • What systems and features the standard rating will cover
  • What is not included in the standard rating
  • What add-ons items are available
  • When to expect the report and how to read it
  • What to do if they still have questions after the report

Practicing good communication can help you put your prospective clients on the right track as they narrow down their search for a home energy rater. It’s useful to know what clients today are looking for as well as what you can do as a rater to help meet their needs.

Raters can also use good communication skills early on in their interactions with clients to minimize the risk of problems later. Misunderstandings can lead to a client being confused or upset about things they feel a rater has done in error, and this can result in a costly and stressful claim against your business.

You can protect your business by practicing good communication and having the right insurance protection in place. Contact Lockton Affinity to learn more about coverage designed especially for home energy raters like you.