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 the 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 solopreneur, you might ask?
Speaker: A solopreneur is a new breed of solopro that is willing to do whatever it takes to achieve mastery, and you are about to become one.
Speaker: What's up, solopreneurs?
Speaker: My name is Taylor Armstrong.
Speaker: Welcome back to the Solopreneur podcast, or if you're joining us for the first time, welcome.
Speaker: This podcast is here to help you close more deals, generate more leads and referrals, and have a much better time in the solar industry.
Speaker: Hope you're doing great.
Speaker: Thanks for making the podcast the first listen of every Tuesday and Friday.
Speaker: And I wanted to address a couple of things before we jump into today's topic, which is when should you ask for a referral before or after install?
Speaker: Very intriguing, very interesting topic we're going to jump into.
Speaker: Before that, though, I got an interesting question on Instagram the other day, or should I say just a bit of feedback I wanted to address.
Speaker: So I'm not going to call any names, obviously, but this comment, someone sent me a message.
Speaker: They said, hey, man, love the podcast, but there's just way too many ads in it.
Speaker: So if you can't cool on the ads, then you're going to lose a listener right here.
Speaker: So I appreciated the comment, appreciated the feedback.
Speaker: And with that, yes, you may have noticed I have been doing a few more just calls to action, a few more invitations in the podcast.
Speaker: The most recent one being that we are doing free sales audits.
Speaker: But so first of all, yeah, I said thanks for the feedback.
Speaker: And to be fair, I did put a few too many in some of the recent episodes.
Speaker: So some of the shorter episodes, I get it.
Speaker: If you're hearing a, you know, ad or little shout out every five minutes, I get it.
Speaker: I get it.
Speaker: That can be annoying.
Speaker: You know, I'm not Joe Rogan or anything.
Speaker: I'm not, I'm not someone who's doing 10 minutes of ads to start a podcast, but, um, yeah, I will quote on those.
Speaker: Okay.
Speaker: So we've made the adjustment.
Speaker: We're not going to bombard you with ads, especially in the shorter ones.
Speaker: Okay.
Speaker: But at the same time, I also wanted to just, um, you know, defend my side.
Speaker: We have been doing this podcast for about, I think over three years now.
Speaker: And about the first 200 episodes, there were very few ads, if any.
Speaker: We had a long stretch where I don't think there was a single ad run.
Speaker: So for that person, I mean, you can go back, go listen the first couple hundred.
Speaker: We didn't really have ads for most of them, some exceptions.
Speaker: But now what we're doing, I have, yes, we have started including some of these sales audits because we are starting to work with people on a more one-on-one basis.
Speaker: And in order to justify doing this podcast going on almost 300 episodes now, I think that it is, I think it's fair to start working with people and, you know, ask for, I'm not charging for the podcast.
Speaker: You can listen to it all you want.
Speaker: But during these free sell audits, if it makes sense, then yeah, there is an invitation to work more together.
Speaker: Okay.
Speaker: I feel like these audits do have a ton of value in them just doing that.
Speaker: So even if, even if you don't want to work more and, you know, get one-on-one coaching help, then by all means, still book an audit.
Speaker: I think we can dive into your numbers and I've gotten feedback that's even just going through the audit is something that's been super powerful, been helping people identify just holes in their process.
Speaker: So even if you don't want that, book a call.
Speaker: But anyways, that is the explanation.
Speaker: Yes, we are doing some of those audits.
Speaker: And yes, I will try to call on them.
Speaker: But that is my answer to this comment I received.
Speaker: So if you are one of those people that's bugged with how many times we've been repeating that little advertisement, I apologize.
Speaker: But guess what?
Speaker: We're here to change the world.
Speaker: And I think the best way to do that...
Speaker: on top of listening to podcasts, is hopefully working with some people on a more personal basis in helping you develop your processes.
Speaker: So I'm going to call it out right here.
Speaker: If you want to do that free sales audit and you have not yet, shoot me an email, taylor at solarpreneurs.com or DM me, whatever's easiest on Facebook or Instagram.
Speaker: Okay.
Speaker: And we won't do an ad in this podcast.
Speaker: You don't have to hear me say that.
Speaker: So anyways, let's jump into the topic and that is referrals.
Speaker: Okay.
Speaker: Something I've been talking about a little bit more lately and that is because I'm working with a coach that's helping me just really dial in my referral process.
Speaker: And the other reason is I had a familiar guest on the podcast that's going to be coming on the next episode.
Speaker: I promise there is no recording issue this time.
Speaker: So his is going to be next episode.
Speaker: His name is Matt Crowther.
Speaker: You've heard him here before, but this guy is crushing it with referrals.
Speaker: He is a manager over at Sunrun here in Southern California.
Speaker: He gets almost half his business from referrals.
Speaker: So I don't know anyone that's getting half or probably I don't I don't think anyone's getting even close to that.
Speaker: So I was really intrigued how Matt's doing it.
Speaker: Asked him a ton of questions.
Speaker: You're not going to want to miss out on that episode if you do want to master your referral process.
Speaker: But something we talked about a little bit is just when he gets his referrals.
Speaker: And so I'll spoil a little bit here.
Speaker: I'm not going to give away all his secrets yet.
Speaker: You're going to have to tune in next episode.
Speaker: But he told me that he never gets...
Speaker: Hey, solarpreneurs, are you sick and tired of spinning your wheels every month and not seeing your cells increase?
Speaker: Well, so was I, and the truth is I was never able to improve it until I figured out what was going wrong.
Speaker: So that's why I'm excited to announce for a limited time, we are doing a free cells diagnostic.
Speaker: We'll break down your cells process
Speaker: Figure out the holes in your business and see how we can help you improve.
Speaker: So at now, we have six bucks for this month.
Speaker: So book a call now.
Speaker: Don't miss out.
Speaker: What you're going to do is send an email to taylor at solarpreneurs.com.
Speaker: That's taylor at solarpreneurs with an s dot com.
Speaker: I'll send you out a calendar link and we will figure out the time that works best.
Speaker: So shoot that email and let's increase your sales.
Speaker: He never actually contacts referrals until after a customer is installed.
Speaker: And his thinking on that is, okay, if I do that, no one's, they can't cancel.
Speaker: They're not going to talk to a friend that got solar from somewhere else.
Speaker: They're not going to talk to a family member that tells them solar is a terrible thing.
Speaker: And it's not going to mess up the cell, which totally see his point with that.
Speaker: Okay.
Speaker: And my process was my, my school thought was okay.
Speaker: People that do that, they're just having more of a scarcity mindset.
Speaker: Come on, you get the referral.
Speaker: Now you contact them now, and that's how you should do things.
Speaker: You should never be afraid to get a referral.
Speaker: Not that Matt is, but so what's the right answer here?
Speaker: Should you get it before install or should you get it at the time of sale?
Speaker: So here's what I think.
Speaker: If you do have, maybe you're working with a company that does not have the best reviews.
Speaker: Maybe you're working with a company that is figuring out their process.
Speaker: If that's the case, yeah, you might want to consider doing what Matt does, especially if that's the case.
Speaker: Or another thing, maybe if you're pricing quite a bit higher than competitors, if you're selling, you know, loans.
Speaker: I know Matt primarily does power purchase agreements over its Sunrun, which if you're not in California, you might not have heard of that, but that's just where you sell them.
Speaker: The electricity that is produced by the panels at a lower rate than what they pay to the utility, which usually there's less, you know, shopping around involved with that.
Speaker: But those two things, if you are pricing higher or if you are...
Speaker: Maybe your company doesn't have the greatest reviews.
Speaker: Okay, it's not that you're having a scarcity mindset.
Speaker: 100%, you need to be a rock solid with your company.
Speaker: You need to have extreme confidence.
Speaker: But I have had, to be fair, I have had deals cancel because I asked for a referral.
Speaker: And who knows?
Speaker: Maybe it wasn't that I asked for a referral.
Speaker: They probably would have talked to these people anyways.
Speaker: But I remember one girl in specific, she referred me to her parents.
Speaker: And then next thing I know, she talks to her parents.
Speaker: And they say they already have solar through a different company.
Speaker: And she cancels with me.
Speaker: Okay, so probably would have been something that happens either way, but I have noticed that with different cultures, they are way more likely to listen to other people.
Speaker: Indians love hearing referrals from other Indians.
Speaker: Hispanics love hearing testimonials and examples from other Hispanics.
Speaker: But
Speaker: I would say probably, you know, people from the US here, like Americans, they probably don't, you know, they're not going to do it as much just based off of like that their friend that's also in the same community did it.
Speaker: So keep that in mind.
Speaker: Okay, but here's my thoughts on it.
Speaker: Number one, you should be asking for referrals always before and after.
Speaker: And this is something that we talk about with Matt in the next podcast.
Speaker: is yeah, he doesn't like contact their referrals until after they install.
Speaker: In fact, I don't even think he gets phone numbers usually.
Speaker: But what he does, he starts planting the seed before they install.
Speaker: At the time of the sale, really in his entire sales process, he's planting seeds.
Speaker: His whole goal is to get them to start thinking about people that they can introduce and also help save money, also help save the planet.
Speaker: And as he does this, this is how he contacts the referrals way more effectively at install.
Speaker: So he'll write down his whole process is you'll hear, you know, way more details, obviously, in the next episode here.
Speaker: But he tells him about his little trip incentive that he does.
Speaker: Anyone that refers them 10 people and that go to install, they get an all expense paid vacation, I think up to like three or four grand.
Speaker: So he gets some thinking about, hey, what's your dream vacation?
Speaker: Where have you always wanted to go, but you've never been able to make it out to?
Speaker: Awesome.
Speaker: Grease?
Speaker: Sweet.
Speaker: That'd be awesome.
Speaker: What do you think you'd do there?
Speaker: Oh, go see the Coliseum?
Speaker: Yeah, that'd be sweet.
Speaker: Heck yeah.
Speaker: Cool.
Speaker: Well, so what we're doing, we've actually helped several people win their dream vacations from this.
Speaker: Is it okay if I tell you guys how they did it?
Speaker: Awesome.
Speaker: Then he tells them, and then he says, so I want you guys to have...
Speaker: a great experience so obviously you know let's let's show you how good we are first but right now just just thinking in general who do you who do you guys know that owns a home or that's um friend or family that could benefit from this just to start thinking of a few and then we can get in touch with them later oh great martha she's your cousin oh sweet cool greg he's your uncle all right cool
Speaker: So great thing to do there.
Speaker: Great little exercise.
Speaker: Great thing to role play and start putting into practice.
Speaker: Whether you ask for referrals then or after the cell, whether you contact them, you should 100% always be planting that seed and at least getting names at the cell.
Speaker: Come on, at least get some names.
Speaker: Then you can always follow up and contact them later.
Speaker: So this is Matt's process.
Speaker: I thought it was a really great idea.
Speaker: And what I was doing, what I've been doing is getting names and numbers and then just trying to kind of bombard the people.
Speaker: But Matt's school of thought is more like, hey, let your homeowners talk to the people first, get them excited about it, and then contact them later.
Speaker: Okay, so interesting topic.
Speaker: So that's my answer.
Speaker: If you do want to answer that question, when should you get a referral before or after install?
Speaker: Get it before.
Speaker: You don't have to contact them.
Speaker: Get the names before.
Speaker: Plant the seed.
Speaker: In fact, when you first step into fact-finding your appointments, plant the seed then.
Speaker: Hey, so Mr. Customer, what we're doing today is
Speaker: Obviously, we're going to talk about solar savings, if it makes sense.
Speaker: We'll help you see if your home's qualified and can participate in the program.
Speaker: But really, our main goal more than anything is just to spread the word, spread the awareness, because most people want to do this.
Speaker: They just haven't heard about it.
Speaker: So we work through word of mouth marketing.
Speaker: You familiar with that?
Speaker: Cool.
Speaker: Are you the type of person that likes to share your experiences, if they're good ones, with services and stuff you purchase?
Speaker: Great.
Speaker: So are you open to doing that if this program did work out?
Speaker: Awesome.
Speaker: Okay, number one, if they're referring people, guess what, they're probably sold on what you they're not, they're not going to give out names if they're not sold.
Speaker: So really, at the end, by asking for referrals and getting names, you're solidifying your customer.
Speaker: But number two, you're planting the seed, you're getting them set up to hopefully become a referral partner and give you way more referrals in the future.
Speaker: Okay, so I'm going to be talking more and more about referrals.
Speaker: Let me know if you like this type of content.
Speaker: If you like getting referrals, I think they're awesome.
Speaker: Warm leads, right?
Speaker: Let me know.
Speaker: Shoot me a DM.
Speaker: Reviews would be much appreciated.
Speaker: If you have not left us a review on Apple, iTunes, or Spotify, or shared the podcast, please, would greatly appreciate it.
Speaker: Love you guys.
Speaker: And don't forget, tune in next episode.
Speaker: We're going to hear Matt Crowther, who has mastered this process.
Speaker: You're going to want to take notes.
Speaker: Trust me, it's a fabulous episode.
Speaker: So we'll see you next time.
Speaker: Hey, solarpreneurs, are you sick and tired of spinning your wheels every month and not seeing your sales increase?
Speaker: Well, so was I, and the truth is I was never able to improve it until I figured out what was going wrong.
Speaker: So that's why I'm excited to announce for a limited time, we are doing a free sales diagnostic.
Speaker: We'll break down your sales process, figure out the holes in your business and see how we can help you improve.
Speaker: So at now, we have six bucks for this month.
Speaker: So book a call now.
Speaker: Don't miss out.
Speaker: What you're going to do is send an email to taylor at solarpreneurs.com.
Speaker: That's taylor at solarpreneurs with an S dot com.
Speaker: I'll send you out a calendar link and we will figure out the time that works best.
Speaker: So shoot that email and let's increase your sales.
