The UK’s net zero economy is valued at £204 billion and representing over 75,000 green tech businesses. In a competitive and expanding market, standing out from the crowd requires clear strategy and action. Here are 5 steps to grow your green tech and services business.
Many businesses, particularly early startups, have the mentality of constantly trying to grab anything and everything that comes their way. In the process, they miss many opportunities as they are not suitably targeting and converting them.
By taking the time to intelligently tailor your marketing and sales efforts, you can refine the types of opportunities you pursue and drastically increase your chances of turning them into sales and impactful projects. Take the time to identify your targeted market segments, ones which best align with your business’ purpose and goals and focus on these.
For example, there is a trend in the domestic PV market for paying for installs on 0% credit cards, now if you wish to target the ‘typical’ domestic solar customer, accepting card payments is an absolute must.
Furthermore, with the growing trend of domestic clientele looking at a one stop shop for all things retrofit, having key partners to leverage and ultimately offer a solution to a client who wishes to have insulation upgrades, heat pumps and solar completed in one go.
Ask yourself what constitutes a 'hot' lead for your business, then work backwards in understanding the traits of those leads. Once you understand those traits, develop a means of testing them before they consume the focus and efforts of your team.
For instance, in the solar market, if you can have the customer carry out an online feasibility report through your website or an app; this will get rid of unnecessary interactions with prospects that are not qualified, and free up time to focus on those potential customers who do qualify as a potential customer.
Establish a criteria and vet your leads.
There's a lot in business that we cannot control. However, there's room to focus on all that we can. Excelling in the basics will yield remarkable results.
Some basic, and often unglamorous, business basics that you will absolutely benefit from having nailed include…
Always have something you can give or share with somebody you discuss your business with. The old-school approach is a business card, the new-wave approach is your LinkedIn QR code. Share it, and don't be doubtful or hesitant. For every person you share your business with, the likelihood of your business finding a customer increases considerably.
"Do more than what you are paid for and eventually you will be paid more than what you do."
Whether that be simply advising and guiding customers with useful information regardless of if they are paying, or perhaps having a product that you can bolt onto your offering as a free addition. Perceived 'freebies' are a tried and tested method of increasing the likelihood of excellent reviews and future referrals.
‘Freebies’ add a literal value to your client interactions, demonstrate confidence in your product or service, and imply that you are more interested in building customer relations than you are in sales, sales, sales.
Need support to grow your green tech business?
Our consultants provide fully funded support including business development, market research and training. All designed to help you to raise your profile, scale and win new business.
Green Tech & Services Consultant
Liam is a business consultant with experience as the founder of Ecoplugg, one of the first Independent Nationwide Electric Vehicle ChargePoint Installation companies. He founded Ecoplugg following several years working for Tesla, after identifying a gap in the market for a nationwide EV ChargePoint installer.
Liam has a unique insight into successfully scaling businesses; from start-up's, all the way through to blue chip multinationals. His expertise lies in sales, marketing and customer service. He is now approaching 15 years of green technology involvement.
