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00:00:01
How To Get The Yes
1 Playsin 1 hour
In this episode, we'll go through the best way to frame your entire presentation, from the door-knock to the close, to entice the homeowners into saying "yes." While these may seem small, these strategies reinforce your rapport and connection with the homeowners: making them more likely to sign.
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Transcript
Taylor Armstrong's Sales Journey
00:00:03
Speaker
Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level. My name is Taylor Armstrong. 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 fail.
00:00:19
Speaker
I teach you 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 solopreneur, you might ask? 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.
Psychological Techniques in Sales
00:00:41
Speaker
Hey, what's going on, solopreneurs? Today, we're going talking about how to use the Jedi mind tricks on your homeowners and get them to agree to your requests. Just kidding. We're not going to fool them too bad, but there are some ways you can get your homeowners to start agreeing to small things that will build massive momentum in the cell.
00:01:01
Speaker
We're going to talk about it today. So welcome to the podcast. My name is Taylor Armstrong. We're here to help you close more deals, generate more leads and referrals, and have a much better time in the solar industry. I hope you are building lots of momentum as we come on these summer months. You are getting a lot of sales, getting a lot of deals, and progressing in your solar career.
00:01:21
Speaker
And we're coming at you. We had a little mic upgrade. So let me hear. We'd love to hear some feedback. If you can't tell a difference, I'm going to be checking it out. But got a little mic upgrade here. Excited to be back covering from a knee injury over here. So hopefully this is one of the last episodes that I got to do it sitting down
Study on Compliance with Requests
00:01:41
Speaker
here. I like standing up doing the podcast. You know, recovery comes first. So ah that being said, let's jump into the topic. Got to give a shout out to my guys over on the YouTube channel, Real Sales Dynamic, because I like listening to their content. They actually got me thinking about this. They had a recent episode they released on YouTube.
00:02:01
Speaker
where they talked about i think it was called how to get your customers more compliance went through a lot of great things my boy yeah carlos morales so go check them out because he said some great stuff on this topic so a few of the things i'm going to mention that they mentioned in the video give you my take on a few of them and then going get into a few things that maybe you're not doing or you haven't heard of before right. And then we're going to tie it into setting appointments and into closing the deal. Some ways where you can get those yeses, whether it's on the doors or inside the home. But first, wanted to reference a really cool study I found on this. And it was done in, i think, the 60s.
00:02:42
Speaker
but it's called the foot in the door technique and this is by jonathan friedman scott frazier they're the ones that started talking about this and i didn't know about this experiment but the experiment goes like this they had a bunch of homeowners agree to like a study and what they did they got this group display a little be a safe driver sticker in their window while they're driving they had two groups one had one was asked to have that small sticker put on the car while driving Then the other group, they didn't ask them anything. And two weeks later, the people that had the Be a Safe Driver sticker in their car, they asked them to put a big, a huge, like, Drive Carefully billboard in their front lawn.
00:03:25
Speaker
And then they asked the second group that didn't have the sticker in their car the same thing. And pretty interesting results. They had about 76% of the people who made the agreements to put the sticker in their car.
00:03:37
Speaker
They also agreed to put the huge sign in their yard, even though was ugly sign, massive sign, took up a bunch of the yard. with For the people that did not or that weren't asked to put the stick in their car, only 17% of them agreed to put the billboard in their lawn.
00:03:53
Speaker
So pretty, pretty interesting. It's about a 60% difference, right? In the people that agreed to it versus didn't agree. And the only difference here was the first group had a small request of putting a little sticker on their car.
00:04:07
Speaker
Hey, and so we need to apply these same principles in solar. I think sometimes we make really big asks for people before we built the small wins before we've gotten that momentum going in the cell. And so how can we start building that momentum? How can we get people to be more compliant and do the things that we're asking them?
00:04:26
Speaker
Because going to make our job easier if we can start to build that sales momentum. All right, so we're gonna go through a few things you can do. And we'll start with setting the appointments. So my favorite ways as you're setting the appointments to get the homeowner in the habit of saying yes are number one, just as you're getting the information for it, you start with the small things first. right So you're confirming their address, you're confirming their phone number, you're confirming the appointment time. right And so you don't start, you don't jump straight into saying, hey, we're coming back at this time, but you build the small momentum, right? You start with, hey, just making sure I'm at the right place. It's just this still the Joneses get him in the habit of saying yes. And then the other big thing, you start to get him to move.
00:05:10
Speaker
Carlos, he talked about this in his YouTube video. That's that ah motion creates emotion. It's one of the biggest strategies people use it in pest control. You know, I came from pest control. You see the pest control guys out there. They're getting the homeowner to look at the cobwebs. They're looking at bringing the homeowner out on the sidewalk.
00:05:27
Speaker
to look at the ants. and We had a pest control guy. he pulled me out, had me look at look at ah ants from our backyard deck. It's because all those things, these guys are smart. They know that if they can get movement from the homeowner, it's building that momentum.
00:05:41
Speaker
It's getting them more comfortable. And it's getting them in the habit of being compliant and doing what you're asking them to do. We're not trying to trick them here, but that's just how the study goes. if you can get them to take those small actions, much more likely that they're going to do the bigger things, much more likely that they're going to say yes to signing up for solar and get this thing installed. So some of you already know that I run my own door to door sales team here in San Diego.
00:06:06
Speaker
And as we are gearing up for the summer, I realized if we do the same thing we always did, we're going to get the same results. But if I want to increase my deal flow, I need to do something different to get an advantage.
Introducing Solar Scout
00:06:17
Speaker
Then we discovered an app called Solar Scout.
00:06:20
Speaker
But it's not a door knocking app. It's a data platform that shows us who is likely to go solar in our market. It shows us who has previously applied for solar but later canceled the deal, who has moved in recently, and even how much electricity the homes are using in a given neighborhood.
00:06:36
Speaker
It's been working for a lot of teams across the country, and now I'm on board too. I'm going to be one of the first to use Solar Scout in San Diego, so I decided to partner up. But I told them, hey, I'm going to talk about Solar Scout on my show. you need to give my listeners a great deal, and they did.
00:06:51
Speaker
So go to solarscout.app forward slash Taylor and book a demo with them, and you'll get 10% off your first month when you sign up. That's solarscout.app forward slash Taylor.
00:07:04
Speaker
Okay, back to
Strategies for Securing Appointments
00:07:05
Speaker
the show. All right. So those are some small things you can do when you're setting the appointments. And then biggest thing I would say is getting inside the home. If you can get inside the home, promise you everything's going to be so much easier. Those are the biggest things.
00:07:18
Speaker
Asking for the small pieces of information, creating movements, taking them out to the electric panel, taking them out to look at maybe the power lines. The transformers that are being upgraded in the neighborhood, do you name it, whatever reason you can think of to bring them out, it's going to be very helpful. And then getting inside the home. Those are the top three ways when you're out setting appointments. And then as far as when you are in the home closing the deal, what can you do? The classic one is asking for the glass of water, right? and Everyone should grab a water. So the first if the homeowners are offering you water, should be one of the first things you ask. Hey, Mr. Homeowner, they got me working all day and sorry, my throat starts going dry. Is that okay if I grabbed a glass of water from you?
Building Momentum Inside the Home
00:08:00
Speaker
It's not because you're thirsty. it's because you want to build the sales momentum. Start asking for the glass of water in the home. And then this one I really loved, and Carlos actually reminded me of this in his video, and that is asking for their Wi-Fi. You know, I've talked to so many people. new reps, they see a guy on my iPad. I've never bought like the data plan for the iPad.
00:08:19
Speaker
People ask me how come. That's the reason why is because I don't want data on my iPad. I want to get inside the home and I want to use that as a reason to get on their Wi-Fi. Okay. And occasionally running to people that, oh, and I don't want to give it or super concerned with security a lot of times those people will give you like a hotspot instead which works or you can always get on your your phone's hotspot but if you can get the wi-fi even if i can even i have my hotspot connected it's like hey mr homeowner you know what i don't know why the service isn't great here this friend's a little slow is that up okay that okay if i hopped on your wi-fi just speed things up a little bit here
00:08:55
Speaker
great nine times out of ten they're going to give it to you same principle as before same principles getting the water it's creating that momentum then the last thing inside the home i love the idea of getting out to the electric panel you can do this when you're setting the appointment as well but especially if you're doing set or close our model maybe you weren't the same person that set the appointment you didn't look their electric panel with them it's great to go out maybe it's right before you're getting into the numbers and just have them look at the electric panel with you take some of the pressure off of the of the cell you can do it as you're getting towards the close and ah can just be a thing where maybe they have some objections if you get them out change the environment with them you'll see that sometimes whatever objections they have
00:09:40
Speaker
it becomes easier to explain it as you got that movement going and as you change the environment with them that's an underrated one and one other one that's uh just thought of shout out to my buddy ryan allen one of the best sales people i know um he he gave me this trick is uh when he is about ready to close the deal ask for the cell getting into the clothes he always asked to go to the bathroom before And ah he would find that it would cool off the pressure a little bit, you know, give him a chance to like talk about things.
Reducing Sales Pressure with Breaks
00:10:12
Speaker
Maybe they're sitting there with their wife. Maybe they talk about it a little bit. You come back, maybe they bring up another objection that they hadn't thought of. I like the idea of that. and Maybe it's asking to use the bathroom. I don't do this all the time, but... um
00:10:25
Speaker
Yeah, cool thing. Ryan, he's made millions and millions in solar. So shout out to Ryan if you're listening to this But I love that too. Just taking some of that pressure off, giving them a little chance. Not so much moving the homeowner. You're not going take the homeowner in the bathroom with you. Okay, might be a little weird, but you're going to the bathroom and then giving them the chance to cool things down.
00:10:46
Speaker
see if any other objections come up when you're giving them that little break. So those are a few ideas, few things that have worked for me. Hopefully that gives you something to chew on. Would love to hear how do you get your homeowners into that state where they're compliant, where they're agreeing with you.
00:11:03
Speaker
Always try to get those smaller agreements that leads to the bigger agreements. promise you it will make your life so much easier and make the job so much easier you will have more fun out out there you will stay hydrated because you're getting water and add drinks you're gonna crush it so hope that gave you some things to think about today send this to someone that is struggling to get homeowners towards the yes and keep crushing it this summer we got some exciting content exciting episodes coming up so stay tuned and we'll see you on the next one What's up, Solopreneurs?
Top Solarpreneur Episodes Cheat Sheet
00:11:35
Speaker
Hope you enjoyed the episode. Before you run out and start selling more solar yourself, wanted to let you know about an exciting new cheat sheet we created it specifically for you in mind.
00:11:47
Speaker
One of the top questions I get asked on Instagram, on Facebook, by our listeners is, Taylor, where should I start? What episodes should I listen to in the podcast? You got too many podcasts, man, because now we have over 200 episodes.
00:12:02
Speaker
So what we've done, we created the top 10 most downloaded, most listened to, and i would say widely accepted, most useful podcasts that we've done here on Solarpreneur.
00:12:15
Speaker
We put them together all in one sheet so you can go, you can hit the ground running, especially if you're new, you do not want to not have this sheet. So go download it right now. It's going to be at top10.solarpreneurs.com. Again, that's top10, the number 10,.solarpreneurs.com. Don't forget the S on solarpreneurs.
00:12:37
Speaker
We will have that in the show notes. Go download it right now. And especially if you have not listened to him go listen to them and you can re-listen to them. That's going to show you how. So go download it and we'll see you on the other side.