Part 4 of 16 Things for a Green Sales Edge.
- Can you send your client to the public posting of your product’s Life Cycle Assessment?
- Do you know which LCA you used as the base format?
- Do you know which LCA facts to use when talking to different sell team members – in the most transparent way?
LCA’s are the backbone of everything you claim in your collateral or apply in a standard’s certification. LCAs are somewhat like accounting of money except your accounting for your environmental and social impacts. In LCA land what facts you gather and how you weigh the facts later is determined by which LCA you use. And just like accounting for money, a good “CPA” of LCAs will be needed to get you through the extensive list of questions. LCA specialists are ready to help you.
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The ISO LCA is garnering global endorsements to become THE matrix to use, but conduct a due diligence of latest softwares and solutions before you venture in. This is important to know as different LCA structures provide different results. Don’t be blindsided by a question that deserves a two word answer that can distract you from closing.
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What the high C’s team wants to know:
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For CEOs / Cover their assets proof. Your LCA provides proof for the facts seen on the collateral that nothing will come back to bite the CEO’s company. For example, your paint has no VOCs that could bother their clients or was made by children in Brazil.
For CMOs / Mission matches. Find the facts that line up the most with the company’s mission and use them to anchor your conversations. If they strive to save energy, show how your processes save energy at your manufacturing facilities and (if applicable) will save them energy in using or disposing of the product.
For CSO (Sustainability Officers) / Be fluent in Eco-language. You wouldn’t leave your tech person behind if you were presenting software, don’t leave your SO behind even if they are so-so. At least you have one and that’s a step ahead of others.
For CFOs / Save money and reduce risk. LCA’s generally flag where you an cut back and save money by doing things differently or avoiding long-term risk. Talk to the CFO about how this product will also help them avoid long-term risk and liability and therefore lower insurance rates or clean up issues.
We’ve gone from green to sustainable to “prove it” in just a few years. Now the final question is “whose proof are you going to use”? Today, while you’re waiting for a dominate standard to take the lead, get your LCA done and be ready to answer all questions your prospect team will have. (free LCA software here)
