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The Most Important Metric To Track
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Doors knocked might be the most common metric every system has, but there's another measure that makes customer interactions more motivating and meaningful. This episode is going to show you a very simple change to your team's primary metric.
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Transcript
Introduction to the Solarpreneur Podcast
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.
Taylor's Journey from $50 to Closing 150 Deals
00:00:10
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 fail.
What is a Solopreneur?
00:00:19
Speaker
I teach you 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 solopreneur you might ask? 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.
Key Metrics for Sales Improvement
00:00:41
Speaker
Hey, what's going on, Solorpreneurs? Today, we're gonna be talking about the most important metric you should track for yourself and for your team.
00:00:47
Speaker
And stay tuned till the end. There's going to be something unexpected that you probably didn't think of. So welcome to the show. 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. Hope you're gearing up for the summer. Hope you're taking advantage of the time change.
00:01:04
Speaker
time of this recording we just had daylight savings time a week ago so we have an extra hour of daylight let me tell you it's so nice being able to knock until seven eight o'clock and we still got some daylight outside i get sick of those short days knocking in the dark after 5 30 gets old gets old So I'm definitely jealous of ah Arizona and was Hawaii. I think two states that don't have daylight savings time. But hey, got to deal with the the cards that we're dealt with, right? And so um we'll jump into the topic right away today.
00:01:36
Speaker
Please leave us a review on Apple, iTunes, Spotify if you have not. That's the only thing we ask of the show. So it'd be much appreciated.
From Doors Knocked to Conversations: A New Tracking Approach
00:01:44
Speaker
But this topic came about because recently we had a pretty big change in our company software. Previously just tracked doors knocked as the main metric in our door knocking app. And that was kind of the metric we recognized week after week. oh These were the top door knockers. These are how many doors they knock. And a you know a lot of times it correlate with the most sales on the week, most sets.
00:02:06
Speaker
But recently we changed it to not really recognize door knocked anymore and they revamped our whole door knocking app. And now it just tracks the conversations.
00:02:16
Speaker
And so every time you get a conversation, we ah mark that as a pin and that's the principle a metric that we are tracking. And a lot of you, maybe this is a no brainer, right? But how many companies were focusing more on doors knocked over the conversations? And this is what I would tell all my coaching clients, everyone that I train, we need to be tracking the conversations over everything is how many times has a rep gone out there?
00:02:45
Speaker
knocked maybe pure renters, maybe just not talked to anybody. Maybe they're knocking during dead hours of the day and they feel like they're working a ton, but they're not getting any results. So can happen. And so that's why I think it's so important to track just the ah conversations on the day. And you've heard me say in the podcast, the main way I've done that is using an app called Tally. i think it's called Tally. I really like it. You've seen a lot of A lot of guys that we've had on the show, you know, if you follow my buddy Brandon Forrester, love what he does. He's always posting his tally sheet for accountability, and you know, his metrics, how many doors he knocked, appointments at, conversations, you know, mess that up. He's tracking conversations first and then appointments and sales.
00:03:30
Speaker
So if you don't have a app that tracks that in your company, if you're using a door knocking app that doesn't track that, make sure you're using something like Tally that can really keep track of that and that you can use to hold your guys account accountable. And so especially if you are leading a team or lead you leading yourself, We're going to go through two things, two or three things that you should be talking about and stressing for yourself and
Setting Daily Conversation Goals
00:03:53
Speaker
for your teams. and So the first thing is just set yourself a number to chase as far as conversations on the day, right? So many people, they just go out and they let themselves drift.
00:04:05
Speaker
Hey, one of my favorite books, and the Napoleon Hill book, Here's the book if you're watching the video, Outwitting the Devil, such a great book. And he talks about this whole principle of drifting, right? This is what the devil wants us to do is drift. And drifting is just letting life react to you, not knowing where you're going to go and just letting everything drag you from one end to the other, not having clear goals, not having clear vision.
00:04:29
Speaker
That's what we do if if we don't have a a number that we're trying to shoot for on the day. If our teams don't have a number, if our reps don't have a number, then we're pretty much out there drifting.
00:04:40
Speaker
So make sure when you go out to knock doors or however you're generating your leads, what is your target on the day for the conversations you're going to have? um You want to have your minimum door counts.
00:04:50
Speaker
And I tell my team all the time, even if you're not feeling it at all, maybe door knocking is the last thing you want to do. on the day, have a minimum number you're going to hit. um When I had made this shift in my ah just thinking of the job, it helped me so much to have a number I was trying to hit of ah minimum conversations rather than thinking I'm going to be out on the doors for the next six hours.
00:05:14
Speaker
I shifted it to think oh I'm going to go have 15 conversations today. And I have a minimum conversation count, even on the days where it's the last thing I felt like doing. I would always make sure and I always make sure to go and get like six conversations, ah absolute bare minimum.
00:05:30
Speaker
And it's the whole principle of mini habits. If you follow guys like Michael O'Donnell, he talks about this, just going and having a minimum number you're going to hit. And then chances are, if you go hit the minimum, you're probably going to do more than you set out to because first comes the action and then comes the motivation, right? If you go to the gym, maybe you go out, you set out, you you say, I'm going to go to the gym and i'm go do one pushup and I give myself permission to go home. But there's a very high likelihood that if you make put in the effort to go to the gym,
00:05:58
Speaker
and do that one push-up, you'll probably be like, ah, you know what, I'm already here. Let's just do a few more slats. Let's do a whole workout. right It's the same thing when you're knocking, when you're getting yourself out on the doors, when you're getting yourself cold calling, you need to have that minimum interaction that you're going to hit no matter what.
Tools for Tracking and Accountability
00:06:16
Speaker
yeah And then the second thing, is have a conversation scoreboard. And so this just goes back to holding yourself, holding your reps accountable. I promise you, if you yourself post the accountability sheet, maybe you're using Tally, you're posting that at the end of the day, you're going to feel more accountable. And that's going to give you that extra juice where maybe you're thinking about quitting. Hey, maybe you're thinking about only hitting a few doors, whatever that day. If you know you have to post a little scorecard, you know you have to post a screenshot of your numbers for the day, you're probably to have a little more motivation to not go out and only knock a few doors, right? People are going to be like, what's this guy doing? And a lot of people try to hide behind, you know, not posting. We can always tell who is not getting out there, who's not working because their interaction in our team chats goes way down. That's a good indicator. If people aren't interacting in team chats, then it's very unlikely that they're actually working. You know, occasionally there's a few exceptions to this rule, but for the most part, the people that interact the most in the chats are the ones having the most success, are the ones working the most, and they're holding themselves and other people accountable.
00:07:23
Speaker
Okay, so you can use something like Tally. We recently had a few people on our um in our division here that do a thing that I really liked. They have end-of-day report and it's just a copy and paste message.
00:07:36
Speaker
It shows how many conversations Appointment sets, sales, successes, they just fill that in. And then they also fill in their clock in and their clock out times. And then they fill in their successes and lessons on the day. It's just a little template. People copy and paste it, fill in their answers. A great way to hold people accountable. So I love this idea that we got from a team in our division here in Southern California.
Improving Coaching with Appointment Differentiation
00:07:59
Speaker
And then this is the other thing to wrap this up. This is the last part of the metric that you may not have been tracking. And something that we started um differentiating is appointment conversations and then appointments set with a bill or without a bill.
00:08:16
Speaker
yeah And I thought this was um a cool little differenti differentiating factor that I hadn't really thought of. Appointments set with a bill, without a bill. You know, we generally just track the appointments. Cool little twist on this is if you track the appointments from your team that have the bill or do not have the bill, you can then give your reps better coaching. Hey, this appointment had a bill, this one didn't. and Maybe you had this many appointments on the week, but they all fell through. Well, let's go and see how many appointments actually had a bill. So this is a a little ah twist you can add to the metric that I think if you track for yourself and for your team members, it can help you dig in a little bit to figure out
00:08:54
Speaker
what's causing appointments to fall through? is it because they didn't have a bill? See if that makes a difference. You know, there's a lot of top setters that book a massive amount of appointments without bills. So I know that's not necessarily like the determining factor. But um I don't think I think anyone will agree that if you have a bill with an appointment, it's generally going to be at least a little more sticky, at least a little more solid.
00:09:16
Speaker
So might be something you want to start tracking with your team and start tracking yourself for your own personal numbers. So I hope that helps today. Start tracking this metric if you have if you're not. And hopefully this gives you some things to think about, even if you are were already tracking this metric really good. Give yourself a daily number to chase. Give yourself that daily minimum minimum that you're going to hit no matter what.
00:09:38
Speaker
Have a conversation scoreboard. Make sure you're holding yourself accountable and your the people on your team accountable. post the screenshot, post a little accountability post daily. And then last thing, track bills versus no bills that'll help you figure out what's um causing the appointments to maybe not be as sticky as they should be. So I hope this helps. Let me know any other ideas you have in the comments or in the notes.
00:10:02
Speaker
um If you're watching this on YouTube, whoever you're watching it, would love to hear your feedback. And please send us your guests. We are in a little bit of a guest shortage. So would love to be presented to anyone you know that's crushing it in solar or in life. They can add some value to the podcast. So thanks for tuning in today. Go crush this week, grab some deals, and we will see you on the next one.
00:10:25
Speaker
So some of you already know that I run my own door door sales team here in
Introducing the Solar Scout App
00:10:29
Speaker
San Diego. 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. Then we discovered an app called Solar Scout, 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.
00:11:00
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 SolarScout in San Diego so I decided to partner up. But I told them, hey, I'm going to talk about SolarScout on my show, you need to give my listeners a great deal. And they did.
00:11:15
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.
00:11:28
Speaker
Okay, back to the show.
Top 10 Podcast Episodes Cheat Sheet
00:11:30
Speaker
What's up, solopreneurs? 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.
00:11:43
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.
00:11:58
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 Solrepreneur.
00:12:11
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.
00:12:33
Speaker
We will have that in the show notes. Go download it right now. And especially if you have not listened to them, 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.