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The Magic Text That Made Me an Extra $10k Last Week
61 Plays4 years ago
SOLARCON April 21st - 23rd, 2022
GET YOUR TICKETS HERE: https://attendsolarcon.com/tickets/
DISCOUNT CODE: solarpreneur25
GET FREE SOLCIETY ACCESS!
HOW: Send a screenshot of your receipt to taylor@solarpreneurs.com or support@solarpreneurs.com
Thanks to our sponsor Pi Syndicate for this episode!
Recommended
Transcript
Introduction to Solarpreneur Journey
00:00:03
Speaker
Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level.
00:00:08
Speaker
My name is Taylor Armstrong.
00:00:10
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.
00:00:19
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.
00:00:31
Speaker
What is a Solarpreneur you might ask?
00:00:33
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.
00:00:42
Speaker
What's up, Solarpreneurs?
00:00:43
Speaker
Taylor Armstrong here with another episode.
00:00:45
Speaker
As usual, we are here to help you close more deals, generate more leads and referrals, and hopefully have a much better time in the solar industry.
Podcast Schedule and Audience Engagement
00:00:54
Speaker
Thanks for making the Solarpreneur Podcast the first listen of every Tuesday and Friday.
00:00:59
Speaker
And we're going to keep bringing the heat with great content, great guests.
00:01:04
Speaker
And thanks for all the support.
00:01:05
Speaker
Thanks for the suggestions.
00:01:08
Speaker
We are definitely gearing the show content towards what we're hearing.
00:01:12
Speaker
So appreciate all those that have sent out suggestions and guests and feedback in general on the podcast.
Teaser: $10,000 Text Strategy
00:01:20
Speaker
Today we're going to be talking about something super crazy.
00:01:23
Speaker
Had an extra 10 grand in my pocket last week from one single text that I sent out.
00:01:31
Speaker
So I want you guys to be taking home an extra 10 grand every
Upcoming Solarcon Event and Offers
00:01:34
Speaker
week.
00:01:34
Speaker
yourself so i'm going to share with you what that text was but before we hear about that single text that i sent just wanted to go over a couple quick announcements here if you haven't gotten your ticket already to solar con you are missing out this is going to be the biggest baddest bad to the bone event of the solar industry so do not miss out it's coming up this is pretty much your last chance to get tickets if you haven't already
00:02:02
Speaker
So go get them.
00:02:04
Speaker
At the time of this podcast, it's dropping your early events.
00:02:08
Speaker
It's happening in about a week.
00:02:10
Speaker
So hope to see you all there.
00:02:12
Speaker
If you haven't already got your ticket, go grab it right now.
00:02:15
Speaker
You got no more excuses.
00:02:17
Speaker
Solopreneur25, I believe, is our discount code.
00:02:20
Speaker
It's in the show notes.
00:02:22
Speaker
You can use that.
00:02:24
Speaker
And as I mentioned on previous shows, a lot of people are giving out discount codes.
00:02:28
Speaker
I think there's probably 20 people you can get a 25% discount from.
00:02:33
Speaker
But here's why you should get it with our Solopreneur code.
00:02:37
Speaker
If you do, you're going to get exclusive access to Sol Society, which is our community, our training platform, where you're going to get exclusive access to myself and other coaches to hear your live presentations, give you direct feedback, which I think is the coolest and most useful part of all of it.
00:02:57
Speaker
And you're also going to get, you know, training videos, exclusive content, a community where you can connect with each other.
00:03:06
Speaker
And just speaking of Solcite, if you are on the platform, some of you have been asking, but we recently moved it onto a web-based platform called School.
00:03:18
Speaker
So we are no longer doing an app, unfortunately.
00:03:22
Speaker
We might bring it back.
00:03:24
Speaker
But we just didn't like how there wasn't as much information
00:03:27
Speaker
interaction and frankly it did take a lot of work to keep continuously updating the app.
00:03:33
Speaker
So we have moved it to an online platform and things are going a lot smoother.
00:03:40
Speaker
So anyways, go get your ticket now if you haven't for Solarcon.
00:03:44
Speaker
Hope to see you guys there.
Listener Feedback and Podcast Purpose
00:03:46
Speaker
And then just wanted to give a couple quick thank yous before we dive into the show here.
00:03:51
Speaker
We have some recent reviews that I just wanted to give a shout out to a few people here.
00:03:56
Speaker
So we got on March 24th, we got 2019 Dustin.
00:04:00
Speaker
He says, the work consistently Taylor puts into this show is far beyond what he receives in return.
00:04:08
Speaker
Compared to other solar podcasts, this show has the best guests, content, and strategies to win.
00:04:14
Speaker
Since listening, my sales and confidence has increased.
00:04:17
Speaker
I gladly support his sponsors.
00:04:20
Speaker
and anticipate what his next show is great job taylor appreciate that dustin and yeah i will be um that is actually pretty true i am not um some people think this is a big money maker but guys this is not a money maker my money is in solar right just like all of you listening
00:04:42
Speaker
So for those that think this is like my full-time thing or I'm making bank off this, I'm not.
00:04:47
Speaker
My money isn't sore just like you guys.
00:04:49
Speaker
I do this to give back.
00:04:51
Speaker
I do this to, you know, hopefully create value in the industry, hopefully add value to yourselves.
00:04:58
Speaker
And I do get a lot in return.
00:05:00
Speaker
I believe that the more you put out there, the more good things are going to come back.
00:05:04
Speaker
And I have had a lot of great stuff that has happened because of the podcast.
00:05:10
Speaker
But, yeah, I'm not making bank off it.
00:05:12
Speaker
And then we got another one by Colton Miznick.
00:05:15
Speaker
He said, it is rare in this industry for people to put out content for free to help others in the industry grow.
00:05:22
Speaker
I love the abundance mindset.
00:05:23
Speaker
I've been listening for almost two years and I'm always reminded of important principles every time I listen.
00:05:28
Speaker
My whole team talks about new episodes.
00:05:31
Speaker
So Colt, appreciate it.
00:05:33
Speaker
Appreciate all of you.
00:05:34
Speaker
And then we had my friend Denver Aranda.
00:05:37
Speaker
Shout out to Denver.
00:05:38
Speaker
He gave us a review on March 26th.
00:05:41
Speaker
He said, fire podcast, bro.
00:05:43
Speaker
Keep dropping bombs.
00:05:44
Speaker
Appreciate it, Denver.
00:05:46
Speaker
And then our most recent one, we had CFHenry72.
00:05:50
Speaker
He says, don't miss out on this podcast.
00:05:52
Speaker
Great information from someone who's on the doors every day.
00:05:55
Speaker
I'm part of Startup, who owes part of our success to Taylor and the podcast.
00:06:00
Speaker
Thank you, CFHenry.
00:06:01
Speaker
So guys, much love.
00:06:02
Speaker
Appreciate it.
00:06:03
Speaker
Thank you for all the sharers.
00:06:05
Speaker
Thank you for spreading the podcast, for giving us reviews.
00:06:09
Speaker
If you haven't already left a review or shared it with someone, please, please, it would mean the world to me.
00:06:14
Speaker
That is what keeps the show going and that is why it's still going.
00:06:18
Speaker
Trust me, it would have stopped a long time ago if I didn't have people reaching out, I didn't have people leaving reviews, and if I didn't think it was helping people.
00:06:27
Speaker
So thank you, thank you very much.
00:06:30
Speaker
With that, let's jump right into the show here.
Sales Strategies: Closing Deals with Urgency
00:06:33
Speaker
So here's the text that I sent.
00:06:36
Speaker
Just a little background information.
00:06:39
Speaker
About two and a half weeks ago, I went to this appointment
00:06:42
Speaker
Ended up closing it.
00:06:44
Speaker
Pretty big system out here in San Diego.
00:06:48
Speaker
You can sell your systems pretty high just because it saves them so much money.
00:06:54
Speaker
One of my pet peeves is out here in San Diego, or I guess California in general.
00:07:00
Speaker
Some people price the systems so low, they make pennies on the system.
00:07:07
Speaker
And I don't know why they do it.
00:07:09
Speaker
Like, come on, guys, sell for what you're worth.
00:07:11
Speaker
I don't know why people go sell solar at learn, want to make 500 bucks on a cell just to win the deal.
00:07:18
Speaker
Like, come on, price it for what you're worth.
00:07:21
Speaker
But anyways, so what happened with this deal?
00:07:24
Speaker
I went there, signed him up, and he ends up calling me two days after, says, Taylor, my fiance is not on board.
00:07:32
Speaker
We need to put this on hold.
00:07:33
Speaker
Just cancel for right now.
00:07:35
Speaker
I'm like, all right.
00:07:37
Speaker
And I fully expected it to not go anywhere.
00:07:40
Speaker
I'm like, all right, his fiance is cock blocking this.
00:07:43
Speaker
She's not going to let me sign him up.
00:07:45
Speaker
It's done.
00:07:47
Speaker
And I had kind of a bad attitude, bad mindset with it.
00:07:51
Speaker
But to my surprise, I get a text the next week from when he says, hey, Taylor, we're thinking about this again.
00:08:01
Speaker
Can you send out, I think he asked me for more information about the panels or
00:08:07
Speaker
just about the program, the financing.
00:08:10
Speaker
And I'm like, okay, I sent him a little bit more information.
00:08:14
Speaker
And then he texts me again the next day, says, Taylor, is the deal still on hold?
00:08:20
Speaker
We're still thinking about it.
00:08:21
Speaker
And I'm like, yeah, it's on hold.
00:08:24
Speaker
What do we got to do to keep it going?
00:08:27
Speaker
And then I didn't hear back from him, but this was a sign to me that he was still interested.
00:08:32
Speaker
He still was thinking about this, even though I thought it was a done deal or I thought he was,
00:08:37
Speaker
you know, wasn't considering it anymore.
00:08:40
Speaker
So the text I sent was this.
00:08:43
Speaker
After I saw that he was still a little bit interested, I said, hey, Kane, his name is Kane, we're actually trying to wrap up the site surveys in the area.
00:08:53
Speaker
They did some preliminary work on your home.
00:08:56
Speaker
Already checked it a little bit.
00:08:59
Speaker
They hadn't site surveyed it yet.
00:09:01
Speaker
But I told him, hey, look,
00:09:03
Speaker
We're trying to just schedule the site surveys.
00:09:05
Speaker
We're wrapping up work in the area, which isn't a lie, right?
00:09:08
Speaker
I was kind of finishing up this specific area.
00:09:12
Speaker
And I said, hey, if you'll help us out so we can get you scheduled with the rest of the area, then what they're going to do is just go ahead and give you a $500 cash bonus on your deal.
00:09:26
Speaker
We just need to have everything scheduled, everything good by tomorrow.
00:09:31
Speaker
And he hadn't...
00:09:33
Speaker
He hadn't sent in like a written cancellation.
00:09:35
Speaker
He had just told me to, you know, cancel it over the phone.
00:09:39
Speaker
So, of course, I told our team.
00:09:41
Speaker
We put it on hold.
00:09:42
Speaker
But we never officially canceled the financing.
00:09:44
Speaker
None of that.
00:09:45
Speaker
He'd already signed up.
00:09:47
Speaker
So, I didn't hear back from him again.
00:09:49
Speaker
But then, the next day, as the deadline was approaching, I get a text from him and said, Taylor, you know what?
00:09:56
Speaker
Yeah, if you can get me that $500 bonus, let's just go ahead and get this scheduled.
00:10:01
Speaker
And I was like, let's go, let's do it.
00:10:05
Speaker
So we get him scheduled, get a site survey in.
00:10:08
Speaker
I immediately send him that 500 bucks.
00:10:10
Speaker
I'm not waiting.
00:10:11
Speaker
I want that 500 bucks in his pocket.
00:10:14
Speaker
Because if you wait, I don't want something else to come up.
00:10:17
Speaker
You want to get that money in our pocket and make him feel like it's a done deal.
00:10:22
Speaker
No more canceling, no more beating around the bush.
00:10:25
Speaker
And ended up getting the deal back on board just from this simple text.
00:10:32
Speaker
So a few lessons here.
00:10:35
Speaker
First of all, first lesson with this is make sure you follow up.
00:10:43
Speaker
If you do not follow up, then you're not going to have stuff like this happen.
00:10:48
Speaker
And I learned the lesson myself.
00:10:49
Speaker
I was ready to not follow up.
00:10:50
Speaker
I was ready to just leave that deal, never talk to him again.
00:10:54
Speaker
It's a mistake I've made many times in the past.
00:10:58
Speaker
I just, you know, on to the next one, go knock another door.
00:11:02
Speaker
And that's sometimes with the whole door knocking, that's why it's good to have the combination between the sales and the marketing, right?
00:11:13
Speaker
So often in door-to-door sales, we do not talk about following up.
00:11:17
Speaker
We just say, on to the next door, on to the next door.
00:11:20
Speaker
But we're not actually following up with our deals, with our appointments.
00:11:24
Speaker
And especially if they're ones like this, where you're making a high commission off of it, these bad boys are worth following up to.
00:11:34
Speaker
So if you have zero follow up systems put into place, if you have not done it before, set up something.
00:11:41
Speaker
The most easiest way you can start this is use Repcard.
00:11:45
Speaker
If you've never followed up with people, if you haven't used online CRMs or unfamiliar with that or have not ever set up automations, Repcard is the easiest way to get started.
00:11:59
Speaker
I know Brad and his guys personally, super cool.
00:12:02
Speaker
Let me know if you want to get set up with the VIP treatment with them.
00:12:07
Speaker
I can get you and your team or just you personally set up.
00:12:12
Speaker
But it's so easy because you can send people rep card.
00:12:15
Speaker
I guess if you haven't heard of that, it's a digital business card software.
00:12:19
Speaker
You can just download it directly from the app store.
00:12:22
Speaker
It's free.
00:12:23
Speaker
It costs $0 to start with it.
00:12:25
Speaker
There are some premium features that make it even more useful.
00:12:29
Speaker
That is paid but even that if you're just an individual user it's like I think it's like 15 bucks a month literally things for what you can get out of it Because all you need to do is get one cell and that's gonna pay for itself 10 times over right at least
00:12:46
Speaker
So rep card is the easiest way to start.
00:12:49
Speaker
You put your leads in there, you can send them automatic follow up.
00:12:53
Speaker
You can schedule group text to go out and you can, it has a whole bunch of templates, which really cool.
00:12:59
Speaker
We are constantly improving it.
00:13:01
Speaker
So I noticed now you can go on there, there's videos, there's templates, there's things that are working for other reps, other companies.
00:13:08
Speaker
So it's not just your standard, hey, are you ready to go solar?
00:13:11
Speaker
Hey, are you ready to do this?
00:13:13
Speaker
you're switching it up, right?
00:13:14
Speaker
Maybe you send them a video one day, educational video.
00:13:18
Speaker
Maybe you send them a article the next day.
00:13:21
Speaker
Maybe you send them a personalized text, whatever.
00:13:25
Speaker
So those are all things you can do with RepCard.
00:13:27
Speaker
And then what's really cool is they just added a feature where you can integrate with other CRMs.
00:13:32
Speaker
So if you do have a little bit more of a marketing background, Go High Level is my go-to marketing.
00:13:39
Speaker
you know, fancy CRM where you can do a billion things and texts and email, integrate with literally anything you can think of.
00:13:48
Speaker
So if you want to get fancy with it, there is an integration where you can put your leads into RepCard and then they will automatically go to your other CRMs.
00:13:57
Speaker
And it's a little more tricky, right?
00:14:00
Speaker
But if you want help getting that set up, let me know.
00:14:03
Speaker
I can direct you in the way to do it, but if you have no experience with this, just use Revcard.
00:14:08
Speaker
It's the best, the easiest, the fastest way to get started with your follow up.
00:14:13
Speaker
So that's the first lesson, follow
Building Urgency in Solar Sales
00:14:15
Speaker
up.
00:14:15
Speaker
Don't be like me.
00:14:16
Speaker
Don't just give up on your customers.
00:14:17
Speaker
If they cancel, they don't sign up because it might be like this guy.
00:14:22
Speaker
It might be that they're on the edge, but they just need a little bit more push, a little something to put them over the edge, right?
00:14:29
Speaker
And then the second lesson from this is figure out creative ways to build urgency.
00:14:35
Speaker
That's all I did, right?
00:14:37
Speaker
I said, hey, we're wrapping up the area by tomorrow.
00:14:40
Speaker
We'll give you the 500 bucks if you can get it in with everyone else.
00:14:46
Speaker
That one thing was enough to put them over the edge.
00:14:48
Speaker
Now it's not going to work with everybody, right?
00:14:52
Speaker
So don't expect your cash bonuses to always get you the deal.
00:14:57
Speaker
And by the way, I don't always throw out cash.
00:15:00
Speaker
If you're going to throw out like cash bonuses like this, gift cards, whatever, try to get something in exchange from the customer, right?
00:15:08
Speaker
I think Sam Taggart talks about this in his book.
00:15:12
Speaker
EDC's a closing, a couple of closes in there like that, but always do it, do an exchange, right?
00:15:19
Speaker
Especially with solar, people already think this is too good to be true, what we're doing.
00:15:24
Speaker
So always make it an exchange, right?
00:15:27
Speaker
You give them a cash bonus.
00:15:29
Speaker
You add some type of urgency.
00:15:30
Speaker
What can they give you in return?
00:15:32
Speaker
Can they give you referrals?
00:15:35
Speaker
Can they buy you dinner?
00:15:36
Speaker
I'm just kidding.
00:15:38
Speaker
Usually it's referrals, right?
00:15:39
Speaker
But think of something that they can do in exchange for you helping them out.
00:15:43
Speaker
Make it a win-win for both of you.
00:15:46
Speaker
But start paying attention to ads, you see.
00:15:48
Speaker
How are they creating urgency?
00:15:51
Speaker
You think of any ad, any...
00:15:55
Speaker
I subscribe to a lot of like restaurant apps.
00:15:58
Speaker
I'm a sucker for those deals that come in and You see a lot of those like today only You got McDonald's What are they McFlurry right?
00:16:10
Speaker
I love me some ice cream So I'm a sucker when I see an ad today only ice cream one dollar When it's usually three dollars, I'm going I'm picking up my ice cream and
00:16:21
Speaker
How can you apply that same type of urgency in solar?
00:16:24
Speaker
So get creative with it.
00:16:26
Speaker
Start thinking how you can build urgency.
00:16:27
Speaker
I love that way.
00:16:29
Speaker
Just saying, hey, we're trying to wrap up the site surveys in the area.
00:16:33
Speaker
Help us out.
00:16:33
Speaker
We'll help you out.
00:16:34
Speaker
Right.
00:16:36
Speaker
And then in general, you know, you got the standard thing in solar.
00:16:39
Speaker
Make sure you're always talking about tax credits disappearing.
00:16:44
Speaker
Make sure you're talking about net metering laws changing.
00:16:47
Speaker
We do that specifically here in California.
00:16:50
Speaker
A lot of you heard they were considering changing the net rating 3.0, which would have been a huge fee added on for customers.
00:17:01
Speaker
That's something we bring up.
00:17:02
Speaker
And you're not lying to people.
00:17:04
Speaker
Don't create false urgency, but talk about things that are going to happen.
00:17:11
Speaker
So, for example, in California, when we talk about net rating 3.0, it did get postponed.
00:17:16
Speaker
We don't know if it's going to pass in the future.
00:17:19
Speaker
But what I tell customers, I say, hey, luckily it got postponed.
00:17:23
Speaker
You guys lucked out.
00:17:25
Speaker
But it could change next month.
00:17:27
Speaker
It could change tomorrow.
00:17:30
Speaker
They're voting on it.
00:17:31
Speaker
So the reason why so many people are looking into this is because they just want it grandfathered in.
00:17:37
Speaker
They want their net median rates grandfathered in before things change.
00:17:41
Speaker
Then you bring up other states where it did change, like Hawaii or Utah.
00:17:45
Speaker
I'm from Utah, so I use that one all the time.
00:17:48
Speaker
So two lessons from that, make sure you are following up.
00:17:52
Speaker
And then number two, make sure you're creating urgency.
00:17:57
Speaker
So try that text out.
00:17:59
Speaker
Today you can go do that.
00:18:01
Speaker
Anyone that canceled on you, anyone that was on the fence, go send them that text.
00:18:06
Speaker
Say, hey, we're wrapping up in the area, $500 credit, whatever.
00:18:11
Speaker
So figure out a text you can send, try that, see if you get any deals from it.
00:18:15
Speaker
I would love to hear that someone made 10 grand off this podcast.
00:18:19
Speaker
Okay, that would be freaking awesome.
00:18:22
Speaker
So let me know.
00:18:23
Speaker
And then for next Friday, for the Friday podcast, make sure you do not miss out on it.
Interview Preview with Tyron McAllister
00:18:29
Speaker
We have the one, the only Tyron McAllister.
00:18:31
Speaker
He's going to be coming on.
00:18:33
Speaker
We did a podcast and he has so many cool things.
00:18:36
Speaker
He's the owner of Fusion Power in Arizona.
00:18:40
Speaker
Super successful company out there.
00:18:43
Speaker
He is super active in the Facebook communities, adding a ton of value.
00:18:49
Speaker
So you don't want to miss out on what he's sharing because he's also speaking at Solarcon.
00:18:54
Speaker
He's one of the featured speakers at Solarcon.
00:18:58
Speaker
So don't miss out.
00:18:59
Speaker
He has a lot of things that he's doing to build this company, to make his reps more money.
00:19:05
Speaker
And then what I like, the guy has a fog machine in his office.
00:19:10
Speaker
So he uses a fog machine at his meetings for his recognition.
00:19:15
Speaker
So you're going to hear all about why he does that, the theory behind it, and how he's blown his company up.
00:19:22
Speaker
So don't miss out.
00:19:23
Speaker
That's coming out on Friday.
00:19:24
Speaker
Let me know what you thought of this.
00:19:26
Speaker
Send this to someone who needs help with their follow-up.
00:19:29
Speaker
And we will see you guys on the next episode.
00:19:32
Speaker
Peace.
Introduction to Solciety Community
00:19:33
Speaker
Hey, solopreneurs, quick question.
00:19:35
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?
00:19:45
Speaker
For the last three years, I've been placed in the fortunate position to interview dozens of elite level solar professionals and learn exactly what they do behind closed doors to build their solar careers to an all-star level.
00:19:57
Speaker
That's why I want to make a truly special announcement about the new learning community exclusively for solar professionals to learn, compete, and win with top performers in the industry.
00:20:08
Speaker
And it's called Solciety.
00:20:10
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, less than $3.45 a day.
00:20:29
Speaker
currently Solcite is open, launched, and ready to be enrolled.
00:20:35
Speaker
So go to solcite.co to learn more and join the learning experience now.
00:20:43
Speaker
This is exclusively for solopreneur listeners, so be sure to go to solcite.co and join.
00:20:50
Speaker
We'll see you on the inside.