Getting Started The ENECON Way

Opportunities in the Commercial MarketMid- Atlantic 2007 2009 $2,500.000 + Chillers - $ 450,000 Cooling Towers $ 600,000 Not just sumps/hot decks [CR for supports]Getting StartedThe ENECON Way

This is a Career Not a JobStudy (During NON-Selling Hours)Learn how to use the sales tools that you are givenNewslettersThird Party TestsProduct Tech SheetsProcess InstructionsPower Point PresentationENECON Business CenterBe Professional1) Know the names of each product2) Know your territoryDirect MarketsCommercialIndustrialWater/Waste WaterPowerMarine

Belly to Belly1st day out Cold Call

Office BuildingsHotelsHospitalsMotelsSmall Industrial ParksSmall Waste Water Plants

Places you can do a Walk AboutBe Prepared to Sell the FilmThe films and PPT take the telling out of the sellingThe films and PPT are geared to interest the prospect and to prompt him to ask questionsThe films are always ready to sellSell yourself firstPreparing for MondayPractice your Elevator PitchGoal- Get the decision maker to agree to a presentationHi, Im Matt with Enecon, we fix things that can save you time, aggravation and money.

Get the Prospect to ask a question

Schedule a Sales CallIf calling on a Commercial Account and you can do an introductory Presentation show the Enecon Everywhere

- GOAL- to schedule a FULL Sales Call

If possible schedule for early AM or afternoon, not 11 12 in the morning

Great! You Booked An AppointmentNOWQualify to Confirm:

One last suggestion We have (or ENECON has) developed a facilities maintenance survey and it is four simple questions. It will take you about 2 or 3 minutes to fill out. Your answers will help me be prepared for the key issues that are most important to you. When I receive it back it will confirm our appointment on (Date/Time) at (location).

Email Qualifier/Appt ConfirmationHello (name),

It was a pleasure speaking with you today. If you could take a moment to answer the questions below it will enable me to prepare for our meeting together. To begin simply hit reply to this email within 24 hours. The questionnaire will serve as confirmation of our scheduled appointment on (Date/Time) at (location).

What area(s) of your facility and its maintenance would you like to improve?How do you deal with the effects of erosion, corrosion, chemical attack and wear at your facility?Do you prefer to repair or replace damaged or underperforming equipment?What are your most effective methods to repair and maintain your fluid flow equipment?

Thank you,

Matt GoldbergVice President Eastern RegionCell: 215-280-7510

Stay OrganizedEnter all contact information from cold calling as soon as you are done for the dayStart a customer data base for phone call appointment setting and for email campaigns and customer event marketing.PHONE ProspectingPlan on calling the Commercial and Waste Water Markets in your territory to get appointments.

Plan on structuring your time each day around phone calls to get appointments and cold calls to get appointments and contact information.

Structured Phone ProspectingGoal: Get a LIVE Conversation with a Suspect to get an appointment.

Be Prepared to have a Conversation OR to leave a Voicemail.

This can be a 4 Step Process

Conversation - IntroHi [SUSPECT_FIRST_NAME], My name is [USER_FIRST_NAME] [USER_LAST_NAME] and Im with ENECON Corporation. Is my name familiar to you? (*)

(*) If when you ask Is my name familiar to you? They say No should it be? counter with Not necessarily; however, we are members of a number associations nationally and we work in about 60 counties around the world, so sometimes people are either familiar with the company or the local representative. Conversation Intro Part 2Do you have a minute for me to tell you why I called?

Weve been very successful working with companies in the Commercial Real Estate Industry (Healthcare Industry) to help save money by fixing things rather than replacing them.

Conversation - CredibilityRecently we worked with a client in an Office Building and saved them $2,700.00 by training their staff on how to repair a piece of equipment in-place rather than replacing it. (**)

(**) If they ask what the repair was: It was an Air Handler Shaft Repaired In-Place. The Bearing had spun out on the shaft and we taught them how to rebuild the shaft in the damaged area without having to remove the shaft.

Conversation Benefit to SuspectMore important than the cost savings, they were up and running by the next morning and their tenants were never aware there was even a problem in the building. (***)

(***) If they say they dont have issues with shafts, ask if they ever have issues with leaking pipes or their chillers, cooling towers, concrete potential trip and fall hazards, leaking elevator pits, water leaking through the concrete in their parking garage. ASK FOR APPOINTMENT[SUSPECT_FIRST_NAME], long story short we provide solutions to problems ranging from repairing leaking pipes to extending the life of chillers and cooling towers, concrete repair, etc.

I would like to meet with you to learn about the problems that are a pain for you. Could we possibly carve out 20 or 30 minutes next week to meet or would the following week better suit your schedule?

PUSHBACK? PUSHBACK!If you get pushback Im too busy, I dont have time, etc. counter with

I understand, we are all crunched for time these days; but, typically with clients in the Commercial Real Estate and Health Care Industry we can help them:

Save moneyDecrease downtime Increase energy efficiency

If we can set aside 20 to 30 minutes sometime in the next two weeks for me to learn more about types of problems that typically cost you time and money, we might have some solutions to issues you are currently facing now or problems that may come up in the future. Is there a 20 to 30 minute block of time we can set aside this week or next?

Great! You Booked An Appointment..NOWQualify to Confirm:

One last suggestion We have (or ENECON has) developed a facilities maintenance survey and it is four simple questions. It will take you about 2 or 3 minutes to fill out. Your answers will help me be prepared for the key issues that are most important to you. When I receive it back it will confirm our appointment on (Date/Time) at (location).

Email Qualifier/Appt ConfirmationHello (name),

It was a pleasure speaking with you today. If you could take a moment to answer the questions below it will enable me to prepare for our meeting together. To begin simply hit reply to this email within 24 hours. The questionnaire will serve as confirmation of our scheduled appointment on (Date/Time) at (location).

What area(s) of your facility and its maintenance would you like to improve?How do you deal with the effects of erosion, corrosion, chemical attack and wear at your facility?Do you prefer to repair or replace damaged or underperforming equipment?What are your most effective methods to repair and maintain your fluid flow equipment?

Thank you,

Matt GoldbergVice President Eastern RegionCell: 215-280-7510

VoicemailFour Step Process to determine if the Suspect is going to be turned into a Prospect with in the next 4 weeks or be reshuffled for 6 months

Suspects if interested, will most often call back on the fourth and final message.1st VoicemailHello [SUSPECT_FIRST_NAME], My name is [USER_FIRST_NAME] [USER_LAST_NAME] Im with ENECON Corporation. My telephone number is [USER_PHONE]. We work with companies in the Commercial Real Estate and Health Care Industry to help them explore ways to repair existingequipment in lieu of replacing it.

We recently worked with a client in an Office Building and saved them over $3,000.00 by training their staff in how to make an in-place repair.

More important than the cost savings, they were up and running by the next morning and their tenets were never aware there was an issue in the building.

[SUSPECT_FIRST_NAME], we provide solutions to problems ranging from repairing leaking pipes to extending the life of chillers and cooling towers.

I would like to meet with you to learn about the problems that tend to be a pain for you.

Please call me.

Again, my name is [USER_FIRST_NAME] [USER_LAST_NAME] Im with ENECON Corporation. My number is [USER_PHONE] 1st EmailHi [SUSPECT_FIRST_NAME],

ENECON focuses on saving facilities in the commercial property management industry time, money and manpower by employing high performance rebuilding and coating systems to repair and preserve machinery, equipment and structures.

Whether the problem is with a chiller water box and tube sheets, deteriorating cooling tower basins, leaking pipes & roof penetrations or spalling concrete, etc we make a wide range of products and provide turnkey installation services that frequently present a very cost effective solution when compared to a conventional repair.

I would propose we have a quick telephone conversation to discuss the potential value of a thirty minute meeting in the near future. If we decide there is a mutual benefit to getting together we can schedule a time so we can learn more about your organization, your challenges and see if we might be able to offer any solutions.

Please call me to discuss. [USER_SIGNATURE]

2nd VoicemailHello [SUSPECT_FIRST_NAME], My name is [USER_FIRST_NAME] [USER_LAST_NAME] Im with ENECON Corporation. My telephone number is [USER_PHONE]. We work with companies in the Commercial Real Estate and Health Care Industry to help them reduce liability by addressing safety issues. We work in 60 counties around the world to provide unique solutions to problems ranging from deteriorated concrete to leaking pipes. We recently worked with a client in the commercial real estate industry to rebuild and coat a stairway that had become both unsafe and unsightly. I would like to meet with you to learn more about your organization, the types of issues that typically cost you time, money and / or pose a safety issue Please call me.

My number is [USER_PHONE]. Again, my name again is [USER_FIRST_NAME] [USER_LAST_NAME] Im with ENECON Corporation. My telephone number is [USER_PHONE].

2nd EmailSUSPECT_FIRST_NAME],

Repairs in the commercial property management industry present a unique set of challenges because ideally they need to be fast, efficient, cost-effective and have as little impact (noise, odor, etc) on your personnel as possible.

The materials we manufacture often provide a faster turnaround time than a conventional repair; they cost less and have very little impact on the occupants of the facility.

We are unique, in that we have the ability to offer hands-on field training to your staff in the application of our products or provide you with a complete turnkey solution to your problem.

Every facility has its own distinctive set of issues; therefore, I would like to schedule a meeting to learn more about the challenges you historically face and see if there might be areas where we can offer solutions as future needs arise.

Are you available for a thirty minute meeting next week or the week following? Please call me to discuss.[USER_SIGNATURE]

3rd VoicemailHello [SUSPECT_FIRST_NAME], My name is [USER_FIRST_NAME] [USER_LAST_NAME] Im with ENECON Corporation. My telephone number is [USER_PHONE]. We have a very successful track record helping companies in the Commercial Real Estate and Health Care Industry save time and avoid potentially unhappy tenets. We recently worked with a client in an office building to stop hydrostatic water pressure from entering one of their elevator pits. As a result we kept the City Elevator Inspector from shutting down the elevator. This project was completed working at night over the course of several evenings so as not to impact the tenets. I would like to share with you how we have been able to save other companies in the Commercial Real Estate and Health Care Industry time, money, reduce their risk and keep their tenets happy. Please call me. Again, my name is [USER_FIRST_NAME] [USER_LAST_NAME] Im with ENECON Corporation. My telephone number is [USER_PHONE].

3rd Email[SUSPECT_FIRST_NAME],

Historically we work with Facilities Maintenance Managers and Building Engineers to:

1.Explore ways to avoid costly equipment replacement. 2. Shorten the turnaround time needed for repairs to machinery, equipment and structures. 3. Reduce the need to undertake expensive rehabilitation projects.

We have worked with clients such as: CB Richard Ellis and Hines Property Management to provide solutions for repairing equipment and structures as opposed to replacing them.

Our solutions are often less expensive, require less downtime and provide a more efficient finished product than a conventional repair or even replacement.

I would propose we have a quick telephone conversation to discuss the potential value of a thirty minute meeting in the near future. If we decide there is a mutual benefit to getting together we can schedule a time so we can learn more about your organization, your challenges and see if we might be able to offer any solutions.

Please call me to discuss. [USER_SIGNATURE]

4th and Final VoicemailHello [SUSPECT_FIRST_NAME], My name is [USER_FIRST_NAME] [USER_LAST_NAME] Im with ENECON Corporation. My telephone number is [USER_PHONE]. We work with companies in the Commercial Real Estate and Health Care Industry to help them save time, money and reduce potential liability.Ive called you on several occasions to schedule a time to introduce myself and my company in person. I know you are quite busy and because I havent heard back from you I am assuming this is not a good time for us to have a conversation.

I dont want to make a pest of myself, so I will not be calling again. However, if time allows I might try to touch base with you in about six months.

If youve been meaning to call back and simply havent had the chance, I would welcome the opportunity to share with you how weve helped other Commercial Property Management Firms.Please call me if you would like to discuss. Again, my name is [USER_FIRST_NAME] [USER_LAST_NAME] Im with ENECON Corporation. My telephone number is [USER_PHONE].

4th and Final Email[SUSPECT_FIRST_NAME], we have a very successful track record of helping companies in the Commercial Real Estate Industry save significant amounts of time, money and address critical safety issues. Our company is quite unique, in that we have the ability to offer hands-on field training to your staff in the application of our products or provide you with a complete turnkey solution to your problem. I've called and e-mailed you a few times to schedule a time to introduce myself and my company in person. I know you are quite busy and because I haven't heard back from you I am assuming this is not a good time for us to have a conversation. I don't want to make a pest of myself, so I will not be calling or e-mailing again. However, if time allows I will try to touch base with you in about six months. If you have been meaning to call back and simply haven't had the chance, please give me a call or send me an e-mail and we can discuss some of the issues that historically cause you problems. [USER_SIGNATURE]

Be Prepared for the Sales CallGOOGLE THE SUSPECT

Presentation FoldersProduct BrochuresSpecific NewslettersPresentation CardsOrder Form (filled out in advance)Do you have a laptop/DVD player, extension cord, business cards, sales order form?

Practice Your Meeting Set Up Customize the Power PointMeeting Set Up/Film IntroThanks for taking the time to invite me in today. I also want to thank you for responding to our pre-meeting email. (Pause) I have a video I would like you to see- it shows how we offer industrial strength solutions for repair and maintenance needs all around the world.(Pause)

Chance are you just may see some solutions that can be applied to issues you are dealing with now. After the video- we can talk about the responses in your email and any applications that might have caught your attention- sound fair? (Pause) START THE FILM

Know where you are goingSchedule your cold calling in close proximity to your full presentation

Know where you can sit in your car during the day and make the phone calls necessary to make appointments and follow up calls

Know where you can get Internet AccessIts Show TimeArrive Early

Set up the Conference Room the way you need to be successful (Establish Control)Position yourself in the room where..You can watch the people during the film SO..You can see who is taking notes, etc.

Test Laptop Have Film/PPTs both Open and ready

Have sales tools displayedProduct SamplesBrochures/Pens/padsNote padWhich Film?Commercial Accounts

Enecon Everywhere

Industrial/Power/Marine/Water-Wastewater

ENECON WorldwideMeeting Set Up/Film IntroThanks for taking the time to invite me in today. I also want to thank you for responding to our pre-meeting email. (Pause) I have a video I would like you to see- it shows how we offer industrial strength solutions for repair and maintenance needs all around the world.(Pause)

Chance are you just may see some solutions that can be applied to issues you are dealing with now. After the video- we can talk about the responses in your email and any applications that might have caught your attention- sound fair? (Pause) START THE FILM

REMEMBERThe Film maintains the credibility that YOU established by getting the sales call.HOWEVERThe Film does NOT sell for youSo after the Film is overYOU MUSTSTART A CONVERSATIONIf the Suspect does not bring up an issue you can start with.

In your email you mentioned that __________ was something you wanted to address could you describe how __________ is affecting your facility? What in the video caught your attention?

I was curious, what area(s) of your facility and its maintenance would you like to improve?

How do you currently deal with the effects of (lets say) erosion, corrosion or chemical attack?

How have you addressed the repair of ___ so far? You may have seen some damaged concrete on the way into the appointment.

How do you typically like to work with vendors when it comes to your maintenance needs?

Tool Box Items

SpeedAlloy - Leak ExtinguisherDurAlloy+ SpeedAlloy -Mechanics Repair KitsEneseal ProductsDuraQuartz

These are 1st Time Close ProductsPAIN = SALESProspects must hear themselves talk about their problemsDecisions to buy are made emotionallyProspects must be connected to their problems emotionallyProspects fix problems for their reasons, NOT Yours!!Example of PainSuspect says Tell me about that DuraQuartz product from the videoYou Say, Are you currently having any concrete issues?Suspect Yes, our loading dock has areas that are damagedYou Say How does that loading dock damage affect you?

Need or WantOnce the Suspect describes his pain ask one more question.

Is this something you need to fix now or something that you want to fix down the line sometime?

URGENCY IS KEYShow Them NewslettersOnce a prospect emotionally connects with their problems and shows a sense of urgenecy.NEWSLETTERS help the prospect intellectually justify buyingWHYWe have solved similar problems for similar companies

WRITE it downHave your filled out sales form out and readyWrite the product that they have shown interest down They will see you do itEstablish where the product will be usedAsk to see the area after the conversation is completedMove on to next issue in conversationAfter you look at the problem

ASK for the Order

They expect you to

That is why you are there

Do it!

Bone YardIf no sale has been made ask to see the plant/facilityShows your interest in THEMChance for establishing rapportChance to meet others in facilityYOU WILL SEE AREAS TO SELL SOLUTIONS

Its not over!Who Else?Ask for a referral to someone they knowAsk who handles the water treatment Ask who handles the HVACAsk what associations he/she belongs toWho is their Safety Engineer

Schedule to work with his guys to provide hands on application training before you leaveSend Follow Up Thank You EMAILInclude NewslettersInclude a review of what they bought or what they were interested in buyingEstablish when you will be back in front of themReplicate YourselfIndirect Markets- Those companies and/or individuals that are already doing business with the Direct End UsersMechanical ContractorsWater Treatment CompaniesPump Repair ShopsA + E FirmsThink outside the boxFEET on the StreetHow many sales people does the In-Direct Suspect have?What are the responsibilities of the sales people?Cultivate the sales peopleYOU are helping each other

6-7 Sales Calls per weekOur best Sales People spend 14 hours of Belly to Belly face time with customers each weekMarketing The You Brand-1) INCREASE YOUR EXPOSURE

Associations:Hospitals: www.ashe.orgCommercial: www.boma.orgwww.ifma.orgEducation: www.appa.orgMechanicals:www.mcaa.org Facility Engineering:www.afe.orgHVAC:www.ashre.orgPower:www.nape.orgWater/Waste Water:www.utilityconnection.com

2) Create SUSPECT LISTSIts Free Use It

LinkedIn- Join it, ask your prospects to join it, find groups with in it, Pumps, Facilities Maintenance, Power Plants, etc.

Article Publishing- Trade Magazines

Email Marketing1 time a week send a new and interesting Newsletter to your customer/suspect base.Mechanical ContractorsPower PlantsCommercial, etc.

This keeps YOU in the Customer/Suspects mind, even if you are not visiting in person more than 2-3 times per year.Customer EventsAfter 6 months (Be Organized)Pick a hotel convenient to where you have made sales and have prospectsSend email invites 6 WEEKS (Save the date)1 MONTH2 WEEKS2 DAYS BEFORE LAST MINUTE DIRECTIONS, ETC