Transcript
Speaker: Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level.
Speaker: My name is Taylor Armstrong.
Speaker: I went from $50 in my bank account and struggling for groceries to closing 150 deals in a year and cracking the code on why sales reps fell.
Speaker: I teach you how to avoid the mistakes I made and bring in the top solar dogs of the industry to let you in on the secrets of generating more leads, falling up like a pro, and closing more deals.
Speaker: What is a solarpreneur you might ask?
Speaker: A solarpreneur is a new breed of solar pro that is willing to do whatever it takes to achieve mastery and you are about to become one.
Speaker: Boom!
Speaker: What's going on solarpreneurs?
Speaker: Taylor Armstrong back with another episode here to make your life easier, to sell more solar, to enjoy yourself, and to most of all make more income and close more deals.
Speaker: As usual.
Speaker: So we're back with another episode.
Speaker: Here in San Diego, California, it is a little bit chilly.
Speaker: So those of you knocking in cold weather, you got to give me some tips.
Speaker: I don't know how you guys do it.
Speaker: It's 45 degrees here and I'm freezing my boots off.
Speaker: So definitely have to get used to wearing a jacket and wearing pants.
Speaker: If you see me out here, I hardly ever wear pants.
Speaker: I'm always rocking the shorts, which is why I love my San Diego weather.
Speaker: But getting used to a little bit chillier weather, it has been raining a lot, but no excuses.
Speaker: Got to keep yourself prepared, ready to be out on the doors at all times.
Speaker: So that's something I'm learning in teaching our newer reps, be prepared out there.
Speaker: Bring your snacks.
Speaker: Bring your preferred drinks.
Speaker: Feel a cooler full of ice or hot chocolate, I guess, if you're in the cold weather.
Speaker: And be prepared out there because once you get out on the doors, it's all in.
Speaker: It's balls to the walls.
Speaker: You shouldn't be taking breaks.
Speaker: You shouldn't be answering texts from your friends and family.
Speaker: You should be completely focused on what you're doing.
Speaker: But speaking of focused, today we are going to focus on
Speaker: a topic that has some pretty cool connotations, some pretty cool things we're gonna talk about today.
Speaker: And that is how do you create more interaction on the doors?
Speaker: Okay, those of you, especially if you are in a saturated market,
Speaker: and are not getting a lot of interaction, are getting a lot of no's out there, are getting a lot of, you're the 10th guy that has come by.
Speaker: It's all about the interaction.
Speaker: How can you create more interaction with your homeowners, with the people you're talking to?
Speaker: And if you are not in a saturated market, then maybe I should come out and sell with you because San Diego is a very saturated market.
Speaker: People have been hit up here like crazy and people have very short fuses out here.
Speaker: So consider yourself lucky if you're in a newer area for solar.
Speaker: Pros and cons, definitely.
Speaker: San Diego does have almost the highest rate, I think, for electricity.
Speaker: So pros are we can definitely sell higher and still get people some savings.
Speaker: Whereas other markets, I know you got to sell a little bit lower.
Speaker: Your systems got to cut your commissions a little bit, sell a bit lower.
Speaker: But I digress.
Speaker: So today, how do you create the interaction?
Speaker: First of all, tip number one, and before I get into a few of these tips, I want to preface that I got a few of them from my boys over at Knox Star University.
Speaker: Danny Pesci, Taylor McCarthy, which I'm going through their program with them.
Speaker: Cool program, so taking a few things out of their pocket that we're learning.
Speaker: So if they listen to this, then I'm giving them credit right now.
Speaker: But here's the tips that we're going to go over today.
Speaker: So tip number one is if you're not already used door to door slicks, so use some type of handout, have something in your hand that you can carry around showing homeowners.
Speaker: Okay, because here's the thing, in order to get a sell, you need buyers or you need homeowners.
Speaker: interacting basically with every sense possible.
Speaker: You want them seeing, you want them hearing, you want them tasting if you're selling food, you want them touching, you want them repeating, you want them speaking, writing, just all the senses.
Speaker: You want to engage as many senses as possible.
Speaker: So on the door it's going to be tricky to do that.
Speaker: I mean, we're not...
Speaker: usually carrying around samples of solar panels or whatever we're doing.
Speaker: We're not used to, we're not like the people in Costco is handing out samples of smoothies, right?
Speaker: So we can't get them tasting our product.
Speaker: So what do we need to do?
Speaker: We need to get them to interact in different ways.
Speaker: So that's why we carry around these slicks, okay?
Speaker: So for me, what I'm telling people out here is California has a mandate.
Speaker: They need to reach 50% of the energy,
Speaker: coming from renewable resources by 2030.
Speaker: In California, that's known as Senate Bill 100.
Speaker: So what am I doing?
Speaker: I'm carrying around a little slick, a page of paper I can show them that as I'm saying these things, I can hand this out and they can see for themselves.
Speaker: Seeing is believing.
Speaker: So what can you carry around and show them so they can see what you're talking about?
Speaker: Especially any claims you're making, anything that you think would be good to have something backing it up, consider making some type of slick.
Speaker: And if you're a manager, go create these for your teams.
Speaker: It's going to boost your engagement on the doors.
Speaker: Okay, so just depending on whatever your presentation is out there on the doors, have some type of slick to back it up.
Speaker: Okay, I know some guys are saying like, hey, we're licensed with the state of California, with the state of Florida, whatever market you're in.
Speaker: This is something I took from Taylor McCarthy.
Speaker: He prints out just like a state license in whatever state he's selling in.
Speaker: He says, hey, I'm not going to go
Speaker: The reason I'm stopping by, it's a little bit different.
Speaker: By the way, we're licensed with the state of Florida, with the state of California.
Speaker: He's pulling out his little slick that shows the state license.
Speaker: He's showing them that.
Speaker: It creates instant credibility.
Speaker: things like that so carry on that and then as you are progressing through the points of your presentation have these these you know slicks you can pass out to the homeowners they can see what's going on okay don't make it awkward don't fumble around with them but just make it a natural thing that happens you can say a line like it'd be easier to actually just show you what I'm talking about then rather than me just saying it and that's when you pull them out you can hand them your first little slick
Speaker: For me, where you're taking more of the news-based approach, I'm saying, did you guys actually see this in the news or did you see anything in the mail about it?
Speaker: I'm literally handing in the slick at that point.
Speaker: That's tip number one.
Speaker: Utilize the slicks to back up anything you're telling the homeowners on the door.
Speaker: Another example could be maybe a screenshot of the electric rates.
Speaker: of the surcharges in the bill of things that people don't notice.
Speaker: It's another example.
Speaker: You'd say, have you guys actually noticed these things in your bill happening?
Speaker: You create that problem solution-based selling.
Speaker: Really, you can pound that problem in their heads if you're showing them these surcharges, if you're showing them rate hikes, anything like that is very, very effective as well.
Speaker: Okay, so that's the first tip.
Speaker: And then the second tip is actually a really rocking sweet app that, again, Taylor McCarthy suggested to me.
Speaker: And this app, I've actually been using it just the past week or two and have already had some good results with it.
Speaker: So this app, write this down if you're driving.
Speaker: Go download this app as soon as possible.
Speaker: You're never going to want to knock a door again without it.
Speaker: you know, do an in-home presentation for that matter.
Speaker: The app is called Sunseeker.
Speaker: Okay, I think it's for Android too, but if not, just go buy an iPhone because that's, you know, all the top dogs are using the iPhone.
Speaker: I'm just kidding.
Speaker: There's probably some top dogs using the Androids, but just switch to iPhone.
Speaker: It's the better technology.
Speaker: It's more sleek.
Speaker: It's more straightforward.
Speaker: That's, I guess, an argument for a different day.
Speaker: but stunseeker is the app all right so go search it on the store it costs about 10 bucks i think so pretty cheap but 10 bucks will probably turn into 10 grand if you utilize the secrets of this app
Speaker: So obviously we're in an audio format here.
Speaker: We download this app and what you'll see is basically a compass of where the sun is passing.
Speaker: You can point your phone, it's going to show you the directions and it's going to show you the hours that the sun is passing that direction.
Speaker: The other sweet feature it has, and this is where you're really going to utilize on the doors, it has a map button.
Speaker: So you're going to click this map and you can actually go and select any home on this map, just basically a Google map type thing on there.
Speaker: You can go put this target on any home and it's going to show you where the sun is hitting that roof exactly for every hour of the day.
Speaker: So here's where this gets really powerful.
Speaker: You can use this in your door-to-door presentation.
Speaker: You can say, so yeah, so they're actually checking out your home right now.
Speaker: They actually did the preliminary analysis of the home, and this is what they're seeing.
Speaker: This is your roof, right?
Speaker: You're pulling out this app, and you're showing them right there in front of them.
Speaker: that this is where the sun is passing over, that they're getting prime sun over this roof plane.
Speaker: And it's, it's interactive.
Speaker: Again, it's something that's going to make the homeowner interact.
Speaker: They're going to think it's cool, but most importantly, they're going to think it's legit.
Speaker: The experience I've had with this is people are thinking, wow, they're actually already doing some work on my home.
Speaker: They've put some good work into checking out my home.
Speaker: And it goes back to being assumptive.
Speaker: If you assume that they're going to book an appointment with you to get more information,
Speaker: Hey, what you're doing with this is you're creating the effect that we've already had our people look at this.
Speaker: Our engineers are already looking at this.
Speaker: They've already done the preliminary survey on your home and they're getting results back.
Speaker: So here's what they already discovered about their home.
Speaker: And they're like, dang, these people already checked out my home.
Speaker: They're already putting in this work.
Speaker: This thing looks legit.
Speaker: And people don't know this is an app you just downloaded from the App Store.
Speaker: They're thinking this is some legit software that these engineers, scientists are using back in the lab, and they just sent you these results.
Speaker: That's the experience I'm having with it.
Speaker: It's creating the interactivity, but it's making you look super credible.
Speaker: It's making you look like you are an expert, have this, you know, bad A software that's letting you basically spy on the sun over their roof.
Speaker: Okay, so that's the first piece of it.
Speaker: And then the second way I've been utilizing this is actually if you are creating a text conversation with your homeowners, with the people that you book appointments with,
Speaker: which is suggested, especially if you're, you know, confirming appointments, which that's a topic for another day.
Speaker: I think we've done some episodes on it.
Speaker: But here's where you can use it in that, okay, especially if you didn't already show them this at their doorstep, then what you can do is, hey, Mr. Homeowner, our engineers are looking at your roof as we speak.
Speaker: This is what they found.
Speaker: Boom, take a screenshot of the Sunseeker page.
Speaker: It's going to show the sun where it passed over their roof.
Speaker: They're going to be able to see, you know, the direction and what hour the sun is hitting the different planes of their roof.
Speaker: And so you can say, this is what our engineers found in their preliminary evaluation.
Speaker: The home looks like you guys get some pretty good sun, especially on the, you know, south roof plane, whatever.
Speaker: Okay, whatever their home looks like.
Speaker: So you're sending them this screenshot, and what it's doing is just teasing them for the appointments.
Speaker: Again, they see that you put in some work.
Speaker: They see that you guys already did an evaluation, and it gets them just, you know, it's like bringing in that fresh turkey for Thanksgiving dinner.
Speaker: It gets their mouth watering to taste the results of the solar, right?
Speaker: It's creating that social pressure because they see that you're already putting in time.
Speaker: You're already having people do work to put together this information.
Speaker: That should be the other thing you want to create.
Speaker: Homeowners are going to be less likely to cancel.
Speaker: If you can create that social pressure that you guys put in some good time to prepare their proposal, their results, and that you're excited to come back and see if it's an option for the home,
Speaker: Okay, so that's another powerful way to use it.
Speaker: When you're confirming your appointments, send a screenshot of this so they can see, again, how the sun is passing over their roof, and then it's going to create that same effect.
Speaker: Okay, so the two tips, start using slicks every time if you're not already.
Speaker: Print them out, okay, and don't be lazy with it.
Speaker: I'll be honest, I've been lazy in the past.
Speaker: I've printed out plenty of slicks, but sometimes I lose them, sometimes they get...
Speaker: hammered out there, bitten by a dog, whatever stuff can happen.
Speaker: But go to a print shop.
Speaker: Super easy.
Speaker: You can have them printed out, laminate it.
Speaker: You can email it to them and they can have this done, you know, probably within a couple hours.
Speaker: Go pick it up.
Speaker: super cheap to do, but it's gonna make you tons of money.
Speaker: So these are the two things, print out your slicks, and then number two, download the Sunseeker app, start using it to create that interactivity on the doors, and then start using it as you're creating the texting relationship with your customers.
Speaker: Okay, so that's two things that have been helping me and my team and then a lot of other people.
Speaker: Again, I heard this from, yeah, I heard a few of these things from the Noxstar guys, so I know they're helping not just me, but dozens of other top reps in the industry.
Speaker: So use these, share it with your teams, and let me know if they worked for you.
Speaker: And I love the feedback.
Speaker: Let me know if there's things that you guys are doing that are helping you guys dominate, that are helping you get extra sales, and that are helping you get more referrals or kill results.
Speaker: Love to hear it.
Speaker: Love the interactivity.
Speaker: And that's the thing.
Speaker: I want to interact with all of you, the listeners, because that's what this show is about.
Speaker: So let me know what you thought of this.
Speaker: Share it with someone if it helped you.
Speaker: And we'll see you on the next one.
Speaker: Hey Solar Printers, quick question.
Speaker: What if you could surround yourself with the industry's top performing sales pros, marketers, and CEOs and learn from their experience and wisdom in less than 20 minutes a day?
Speaker: For the last three years I've been placed in the fortunate position to interview dozens of elite solar professionals
Speaker: and learn exactly what they do behind closed doors to build their solar careers to an all-star level.
Speaker: That's why I want to make a truly special announcement about the new solar learning community exclusively for solar professionals to learn, compete, and win with the top performers in the industry.
Speaker: And it's called Sol Society.
Speaker: This learning community was designed from the ground up to level the playing field and give Solar Pros access to proven mentors who want to give back to this community and help you or your team to be held accountable by the industry's brightest minds for, are you ready for it?
Speaker: Less than $3.45 a day.
Speaker: Currently Soul Society is closed to the public and membership is by invitation only.
Speaker: But solopreneurs can go to soulciety.co to learn more and have the option to join a waitlist when a membership becomes available in your area.
Speaker: Again, this is exclusively for Solopreneur listeners, so be sure to go to www.solciety.co to join the waitlist and learn more now.
Speaker: Thanks again for listening.
Speaker: We'll catch you again in the next episode.
