How can I improve my program’s assessment-to-upgrade conversion rate?
While many energy efficiency programs offer subsidized or even free home energy assessments as a first step toward enticing people to undertake home energy upgrade projects, assessments do not necessarily lead to completed projects. Success hinges on converting assessments into home energy upgrades. High conversion rates (i.e., the percent of projects that progress from energy assessments to energy upgrades) are achieved through skilled salesmanship by contractors, a positive and timely customer experience, and and effective use of incentives or financing to close the sale. Many programs struggle to reach their upgrade goals because they allow excited customers to lose interest. By incentivizing specific actions for homeowners to take by offering rebates or low-interest financing, for example, program administrators can motivate customers to undertake upgrades. Deadlines create a sense of urgency and have been used effectively to motivate homeowners to action. In addition, some programs use an energy advisor or coach to guide homeowners through the upgrade process and ensure a positive customer experience.
Learn more with the following Solution Center resources: