Acquiring 38 new clients in a quarter for Eko-Ciepło
We changed the method of offer presentation and introduced a simple referral system. Heat pump sales increased by 31%.
Cooperation with the Eko-Ciepło company from Piotrków Trybunalski showed that a small installation team can grow quickly without spending a fortune on advertising. We focused on hard data and improving what the company already had in hand.
The challenge
The company had 5 installers, but their calendar for September was empty. In July 2024, they collected only 7 inquiries from the internet, and the cost of acquiring one contact was as high as 214 PLN. Most callers were looking for the cheapest service and resigned after hearing the price. The owner, Mr. Dariusz, wasted 3 hours a day preparing valuations that ended up in the trash.
Our approach
We assigned 2 of our advisors to the project. We analyzed 43 recent offers sent to clients. We noticed that the documents were too difficult – 12 pages of technical gibberish about acoustic power and refrigerant that no one understood. We introduced a simple benefits sheet and trained the team to request a referral immediately after completing the installation.
The solution
Instead of long offers, we created a one-page document 'How much will you save?'. We shortened the sales talk from 2 hours to 45 minutes, focusing on the specific grant amounts from 'Clean Air'. We implemented a simple Excel table to track 83 old contacts the company had forgotten about, and a bonus system for customers who refer the company to a neighbor.
Results
In 92 days, Eko-Ciepło signed contracts with 38 new homeowners. We managed to recover 14 customers who had previously delayed their decision, thanks to a simple telephone reminder.
Timeline
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August 2024Audit of 43 offers and simplification of sales documentation
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September 2024Launch of the referral program and training in closing sales
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October 2024Handling 38 new orders and final analysis of results
"I was afraid that consulting was just theory. It turned out that changing a table in the valuation and two specific questions for the client was enough to fill our installation calendar until the end of the year."