Qualifying “Sorry to bother you, are you the home owner here?”
Intro/Breaking Pre Occupation
“Perfect, my name is ___________, I’m with Solar Specialist. I don’t know if you’ve seen any of the trucks driving around, or if anybody has talked to you?”
*Doesn’t matter the answer, act confident as if most everyone has likely seen them. If you or Solar Specialist already have customers in the area, name drop them here!
“I’ll be super quick since I KNOW you’ve probably been talked to 50 different times like everyone else.
“Transition to “The Problem” immediately. Do not pause!
The Problem
“The problem was that you had to buy the system for a ton of money or lease it. The majority of your neighbors didn't want either option. Solar energy was too expensive, even if you qualified for rebates.”
*If you can get them to agree with this, they are agreeing with you and now interested in why you are there and what solution you may have to the problem…?
The Solution
“We have been introducing a new county program in the neighborhood that eliminates buying energy off the grid. As the homeowner, you don’t have to put down any money or take out a small loan. It’s called the BILL REDIRECTION PROGRAM, and you simply get your power from solar instead of your utility company for a FRACTION of the price!”
“The neighbors we have helped have all saved at least 50% off of their utility bill with no out of pocket expense!”
Pullback
“Now before I go any further, my only job is just to go to houses I think have roofs that qualify for the new program. I can’t guarantee that you will qualify yet, I simply schedule appointments for one of our experts to come by.”
Establish Appointment Expectations
“They would spend about 15 minutes with you and your spouse. You would be shown how many panels you need to produce all of your power, where they would go, and what they would look like. By the end of the appointment, you would have a detailed report showing you to the penny how much you would save each month for the rest of your life in this house compared to what you have been spending.”
“With some of these newer programs homes are seeing SIGNIFICANTLY savings from day ONE.”
Setting the Appointment (3 Step Process)
1. “Are you and your spouse ever around during the day or does it need to be the evening to reach you together?”
If Daytime works…
2. “Perfect, would the morning be or afternoon work better to reach you both?”
3. “I can do tomorrow at that time, or the next day? Which would be best?”
If Evening works…
2. “Perfect, most of our appointments are in the evening between 5-9pm since most everyone works. Are you both typically home by 5-6ish, or does it need to be later like 7,8, or 9pm?”
3. “Great, I can do tomorrow at that time, or the next day. Which would you prefer?”
*You should already have your phone out looking at your calendar at this point. Gather the following information and enter into your calendar: Enter Customer full name, Address, Phone, Email. All of this info is needed for the designer to create a proposal for them!
Getting the Utility Bill/Usage Info
“Ok cool, now that we have you on the schedule, we just need to gather a little data about your electricity usage. Do you get your utility bill in the mail or online?”
If they say in the mail…
“Cool, if you could go grab your last bill really quick I just need to snap a picture so they can prepare your proposal.”
If they get it online…
“Cool, do you know your login info?”
If they say yes…
“Great, if you can login real quick, it should show your last bill right there. If you can forward it to me, then I can get it over to our team so they can prepare your proposal”
If they say no…
“No big deal, most people either throw theirs away or forget their login info. Just log into your account and have that ready for the appointment.
Solidifying The Appointment
“Ok so just to confirm, I’ve got you scheduled for this day and this time that’s correct right? K awesome your designers name is ___________ (If you don’t know the designer name then leave this out.) He will answer any questions you have and walk you through the details. Please give him about a 20-30 min window cause he’s going to be in and out of appointments all day.”
"Do you have any other questions for me? It was great meeting you, thank you for your time!”
Final Tips
For reference, most appointment sets will take anywhere from 5-15 minutes depending not the customer. If they are in a hurry, get to the point.
It cannot be stressed enough how important it is to collect the utility bill or the usage info over the phone. Roughly 70% of customers keep their appointment when utility info is collected. 30-40% keep their appointments when no utility info is collected. Get the Bill!
If they aren’t in too big of a hurry, take the time to chat or build the relationship in any other way possible. If you can create a little extra trust in the end and become their friend, the appointment is much more likely to stick. Friends don’t cancel on friends.