Maryland: Building Profits with Home Performance: HP Sales & Marketing Boot Camp
Expand your knowledge. Grow your business.
October 5, 2017
BGE’s Spring Gardens Facility
1699 Leadenhall St
Baltimore, MD 21230
Thank you for joining two of the industry’s leading thinkers for an intimate one-day intensive workshop. Together we focused on sales, marketing and business administration. The workship was presented by Home Performance with ENERGY STAR® and the Home Performance Coalition (HPC). Peter Troast, CEO and Founder of Energy Circle, LLC, and Ed Matos, President and Founder of Competitive Advantage Consulting, shared their insights and experiences in order to help you gain business success.
We are thrilled that you took advantage of this unique, in-depth, coordinated training developed exclusively for Home Performance with ENERGY STAR contracting companies and programs. You received training and coaching in an integrated, custom-designed series of sessions, where you learned proven techniques for growing your home performance business. With a combination of presentations, interaction and take away materials, this Workshop provided outstanding insights into proven management methods and tools to implement them. Two leading business minds in home performance, Peter Troast and Ed Matos, worked with you to take your ideas from conception to implementation to measurable growth. Thank you for attending. As promosed, below you will find some handouts from Peter and Ed to help you further your educational experience.
Material from Presenters:
From Peter Troast
Marketing Plan Template
Marketing Tactics Spreadsheet Template
Conversion Rate Spreadsheet
From Ed Matos
Session 1
Session 2
Session 3
Hear what others said about this training from the Boot Camp in Ohio
"Both Peter and Ed are wonderful presenters. Their style kept the day feeling fresh and not
tiresome. BRAVO!"
"Both presenters displayed excitement while talking about sales and marketing. Both presenters
answered questions and were helpful. Of all the presenters I have seen this was by far the best
I've attended in years. Thank you!"
"The Speakers Paul and Ed were amazing. Very good at facilitating and making complicated things
easier to understand."
"Thank you for your time and training!"
"both speakers had excellent communication skills. information was on target and specific to our
hvac business. very sorry i missed the pm session, unfortunately i had prior plans."
"Ed was engaging and funny and held my attention. Peter was also good."
"Both presenters did an excellent job considering that they were covering a lot of material in a short
period of time. They provided content and action items that participants could implement in their
organizations."
"They were both very educational speakers. Very friendly and kept the attention of their audience."
"Ed Matos was very enthusiastic and upbeat."
Boot Camp Registration:$150
Register here.
Fun Stuff Around Town
Whether you’re new to town, a long-time resident, or just looking for a new way to entertain visitors, this list was designed to help you find something fun to do. Check out the top 10 things to do in Baltimore by Trip Advisor.
BPI CEUs Available
You have the opportunities to earn two CEUs by attending this sales and marketing boot camp! HPC is a continuing education service provider, and many sessions offer credits for advancing attendees’ professional careers through educational opportunities from allied organizations.
Frequently Asked Questions (FAQs)
- A continental breakfast and lunch will be provided for attendees
- Registrations may not be shared or swapped
- If the registrant is no longer able to attend, the registration may be transferred to another person for no additional charge
- BPI CEUs will be available
Boot Camp Presenters
Peter Troast and Ed Matos have a wealth of experience in the disciplines of sales and marketing; a deep, real world understanding of the challenges of selling energy efficiency services; but more importantly the tools and knowledge to put in place to perform at a high level.
Ed Matos, Competitive Advantage Consulting
President and Founder of Competitive Advantage Consulting, Ed Matos brings to the table over fifteen years of sales and sales management experience. Competitive Advantage Consulting is a sales consulting firm specializing in executive management strategy, training platform implementation, and salesperson development. We focus on working with businesses in or related to the Home Performance, HVAC, and residential energy efficiency sector. Before starting Competitive Advantage, Ed served as vice president of sales for Powersmith Home Energy Solutions, winner of DOE’s Housing Innovation Award for Home Performance with Energy Star Participating Contractors for Market Leadership, Energy Savings, and Sales and Marketing in 2013. Ed was responsible for hiring, training and managing a team that grew sales revenue from $2.7 million to $8.6 million in three years. Prior to managing and leading his team, Ed achieved over four million dollars in personal home performance and HVAC sales, as well as devoted his time to compiling and finding the resources to effectively train and educate others
Peter Troast, Energy Circle
Peter is recognized as one of the country's foremost authorities on marketing for home performance, HVAC and other efficiency related contracting companies. He authors the widely-read Energy Circle blog and is a passionate advocate for the power of the whole house home performance business model. He and his team work with over 350 companies in 49 states to grow their businesses through services like website design and development, search engine optimization, lead generation, and strategic content production. He is a popular and high ranking speaker about marketing for contractors at ACI, RESNET, ACCA, BPI, and EGIA conferences and events. For 2015, he received the Tony Woods Award for excellence in advancing the home performance industry.
General Schedule
9:00-9:30
Continental Breakfast
9:30-9:45
Welcome and Intro: HPC & HPwES
9:45-10:45
Peter Troast
Start Here: Evaluating the Current State of Your Marketing--Learn how to objectively evaluate the current state of your marketing effort. What’s working, what’s not, and what approaches you can use to measure marketing performance. Understand the process of marketing planning and, with a provided template, learn the steps to building a solid, actionable, measurable marketing program. Understand the difference between Cost per Lead (CPL) and Cost per Acquisition (CPA) and how to evaluate strategies on the basis of ROI.
10:45-11:00
Break #1
11:00-noon
Ed Matos
Connecting Your Marketing to Sales: It all starts with the phone. The importance of customer intake and pre-qualification as the beginning of your sales process. Controlling your messaging, language, and setting your salespeople up for success. How to get the most out of your Customer Service Specialists handling intake and acquisition by increasing their volume, skill level, competency, and efficiency. How to create and utilize employee scripts to support this process.
noon-12:45
LUNCH
12:45-1:45
Peter Troast
Foundations of Your Marketing Program: including your presence on the web with your primary website, and how to optimize for both search engines and people, SEO to improve organic traffic; authority and rankings; local and mobile search. We’ll also discuss your company’s presence throughout the internet in social media, citations, and reviews.
1:45- 2:00
BREAK
2:00-3:00
Ed Matos
Defining Your Sales Process: Consultative Education Based Selling. Best practices in creating and sticking to a repeatable and successful Home Performance sales process -- from onboarding and training salespeople to ensuring performance in the field. Plus tactics to properly leverage the power of the Home Performance with Energy Star (HPwES) brand to positively impact your sales and marketing process.
3:00-3:15
Break
3:15- 4:15
Peter Troast
Proven Marketing and Advertising Tactics that Generate Cost Effective Leads. From Energy Circle’s deep data set on home performance & HVAC marketing, learn about cutting edge lead generation opportunities such as Pay Per Click Advertising, retargeting, paid social media channels; email subscriber growth, third party review management, and many traditional approaches that continue to perform.
4:15-5:15
Ed Matos
Closing the Business, Driving Referrals and Pipeline Management: 1) Signing at the Kitchen Table. Focusing in on the art of sales psychology as it relates to the linguistics of selling, building relationships and thus closing. 2) How to capitalize on your biggest fans and connect that back to your marketing efforts. 3) Using your CRM to effectively manage your sales team, get the most out of your pipeline and properly forecast / plan ahead for future growth and sales hires.
5:15- 5:30
All: Q&A, Commitments, & Closing
5:30-7
Networking at the Conference Reception: A Chance for Participants to Chat Informally w/ Experts
