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For building performance professionals, successfully marketing to homeowners involves more than just highlighting technical details. It's about translating these details into tangible benefits that resonate with potential buyers. To effectively reach and engage homeowners, your messaging needs to be clear, accessible, and focused on the values that matter most to them: quality, cost, and affordability. Here's how you can craft effective marketing messages that connect with homeowners and showcase the true value of high-performing features.

Speak in Simple, Accessible Language

When marketing to homeowners, it's crucial to use language that is easily understood by everyone, regardless of their technical knowledge. Your topline messaging and headings should be straightforward and user-friendly. For example, instead of saying, "Our advanced insulation uses state-of-the-art materials," you might say, "Keep your home warm in winter and cool in summer with our top-quality insulation."

By using simple language, you ensure that your message is clear and accessible to all potential buyers, from those with minimal knowledge about home performance to those who are more technically savvy.

Highlight the Benefits, Not Just the Features

While it’s important to describe what high-performing features do, it’s even more crucial to explain how they benefit the homeowner. Connect these features to values such as quality, cost, and affordability. For instance, instead of merely stating that your insulation "reduces drafts and prevents moisture," you could highlight the benefits: "Our insulation helps maintain a consistent indoor temperature, reduces drafts, and keeps pests and moisture out, leading to lower utility bills and less maintenance."

This approach helps homeowners see the real-life advantages of these features, making them more likely to appreciate and invest in them.

Discuss the Total Cost of Homeownership

One of the most effective ways to market high-performing features is by discussing the total cost of homeownership. Homeowners are not only interested in the upfront costs of buying a home but also in the ongoing expenses related to utilities, maintenance, and repairs. By showing how energy efficiency and other high-performing features can reduce these costs, you can make a compelling case for their value.

For example, you might say, "Our energy-efficient windows can significantly lower your heating and cooling bills, saving you money each month. Plus, with fewer drafts, your home will be more comfortable year-round, reducing the need for constant adjustments to your thermostat.

Provide Detailed Information for Those Who Want More

While your topline messaging should be simple and accessible, it’s also important to provide detailed, technical information for those who want to dive deeper. This could be in the form of supplemental content such as detailed blog posts, downloadable guides, or in-depth videos.

By offering both simple explanations and detailed information, you cater to a broader audience and ensure that all potential buyers can find the information they need to make informed decisions.

To learn more about effective strategies for marketing to homeowners, download the free ebook "Marketing to Homeowners: Lessons from the Field." This comprehensive guide provides a wealth of information and practical advice to help you connect with homeowners and showcase the true value of high-performing features.

Download the Ebook
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