I was at Elemental London earlier this week. A trade show and conference about the built environment. Plenty of flanges and pumps and gadget goodness to try and make sense of.

At one of the sessions I did go to, someone giving a presentation said that it’s hard to sell heating systems because people only want to talk about them if something goes wrong. A gentle, knowing laugh went around the space.

It feels like there’s plenty of truth in that. Heating systems aren’t the most exciting thing to talk about, there’s lots of technical details which don’t mean much to most people. The language and technical details can be off-putting to most.

So why try and sell a heating system? Why not talk about the things that do interest people instead? Warmth and comfort and relaxation. As Fouquet discusses, people think about energy services – not exactly marketing ready language but that phrasing more readily engages with what people are actually looking for. The outputs and opportunities that flow from the energy, rather than actively being interested in the energy source itself.

We can either keep being frustrated with people or we can go to where they are and really engage with what interests them. There was some sense of an attempt to do that in sessions around the conference, with discussions around co-creation and protecting what’s important to people. More of that is needed to turn fledgling ideas and approaches into things that can more consistently appeal to people.