Convincing Your Customer to Upgrade Now Rather Than Waiting™

Properly quantifying and communicating the cost of waiting is key to motivating customers to upgrade sooner. This session will explore several approaches to presenting concise and compelling reasons to replace equipment long before it stops running. Highlighting non-utility cost financial and non-financial benefits can encourage early replacement. Moreover, presenting a financial comparison of upgrading now versus when the equipment fails and needs to be replaced under duress at some point in the next ten years often reveals a considerable net present value advantage of proactive replacement. Reminding the customer that their existing equipment is not immortal and will likely need to be replaced in the not-too-distant future anyway — and highlighting rebates, incentives, and financing that make immediate replacement more affordable — can help accomplish upgrades much sooner.