The first step to becoming a better energy broker is to understand your target market and develop a sales plan. The advantage of the deregulated energy industry is that anyone with an electric or natural gas bill can be your customer, providing they are located in a deregulated state. Unfortunately for many salespeople, this can also serve as a distraction.
With so many potential customers it’s quite easy to become scatterbrained and not know where to focus your energy (pun intended). Your first step is to narrow your focus and decide what type of customer book you would like to build. If you have some knowledge about manufacturing and heavy machinery, then targeting industrial customers might be your best bet. On the other hand, if you have many family members in the restaurant business, use those connections to build a career.
Pitfall Alert: One of the biggest mistakes most deregulated energy brokers make is not having a specific focus. Because they don’t have a prospecting plan in place and a target focus, they lose sight of their goals and their activity usually dwindles. Having a specific focus, such as I am going to try and sell electricity to every grocery store in the state of New Jersey, allows you to instantly have a plan. Now you can come up with a list of every grocery store, network and build relationships with those in that industry, and successfully become the grocery store, energy expert.