Case Study - EnergyMyWay
Description of the Business
EnergyMyWay is a Renewable Energy company set up in 2008 in Oxfordshire advising homeowners and business on alternatives to expensive fossil fuels and then helping them to make the necessary conversion.
- New Franchisees selling confidently and winning business
- Great customer feedback
- A values-based approach that makes EnergyMyWay stand out from the crowd
The business model relies on training like-minded individuals who know their market, are able to provide honest advice, and can oversee the installation of a range of renewable energy technologies.
A programme of classroom, field, and telephone training was set up to give each franchisee the skills and confidence required in order to effectively communicate the benefits of renewable energy and to sell in a consultative, educational manner.
The key to the success of the franchise model is the consistency of customer experience, whether they meet an EnergyMyWay consultant in Edinburgh or Truro.
In their own words….
“EnergyMyWay franchisees come from a variety of backgrounds with a range of previous sales experience. Jackie’s sales coaching programme has helped all of them to develop the sales skills necessary to gain customer confidence.
All of our franchisees are growing in confidence and building strong sales track records, which in turn is giving their businesses momentum. The ongoing monthly telephone coaching calls are vital to keeping them on track and continuing their development.
Our industry is fairly young and the early subsidies were set at very high levels to encourage initial take-up in the market. This attracted a number of pushy sales companies, which made it even more important for EnergyMyWay to stand out from the crowd as honest and independent advisors.
Jackie’s work with the franchisees has helped them to develop a consultative sales approach providing them with the confidence to carry out sales conversations with integrity, and to win business by meeting the values and requirements of their customers.
Customer feedback is extremely positive and, with Jackie’s help, franchisees are consistently closing sales and enjoying the rewards.”
- Created an easy-to-follow Sales System for all franchisees
- Designed consultative questions, which could be adapted for each niche product and market
- Developed values-based benefit messages and professional sales support materials
- Initial group training was followed up with live field coaching and on-going telephone support.
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