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3 New Ways to Solidify Solar Appointments
86 Plays11 hours ago
Setting appointments is half the effort, the rest goes to homeowners actually following through. This episode gives you some strategies to try to build a relationship with the customer and creating a sense of shared commitment.
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Transcript
Introduction to 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. 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.
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? 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.
Challenges of Solar Appointments During Holidays
00:00:41
Speaker
What's up, Solarpreneurs? Today, we're going to over three ways to make your solar appointments super sticky, icky, rock solid, however you want to call it. So if you are struggling with appointments falling through, people ghosting you, or just having a low book to sit ratio, then this episode is for you.
00:00:58
Speaker
Welcome to the show. My name Taylor Armstrong. We're here to help you close more deals, generate more leads and referrals, and have a much better and easier time in the solar industry. The time of this recording, we're coming up right away on the holidays.
00:01:10
Speaker
Can't believe it. We're a week away from Thanksgiving. And with that holiday time comes typically more ghosted appointments and more people just putting things off because they don't want to look into it now.
00:01:23
Speaker
So thought, you know, let's do an appointment on how to reduce those.
Generating Appointments: Current Blitz and Future Plans
00:01:27
Speaker
So we before we get into the episode, we are starting a blitz. You heard me talk about a blitz. We're actually in the middle of blitz right now, taking a little break to record some content for you guys. I wanted to mention if you were interested in future blitzes,
00:01:42
Speaker
We have the link still open. So put your name on the waiting list for the next one and we will come at you first come first serve when we have the next blitz rolling out. But we are having a great time here, snagging tons of appointments.
00:01:56
Speaker
So go add your name to the waiting list. right, but let's talk about how this thing works of setting solid
Strategies for Solidifying Appointments
00:02:03
Speaker
appointments. kay we've We've mentioned ways to solidify the appointments.
00:02:07
Speaker
We've all had the typical trainings. ah So I'm going to go through a few things maybe you've heard of. hey But the third one is something new that this is actually one of our top setters has been doing. It's something that's made the set to set ratio skyrocket a lot higher than I've seen other people. So stay till the end if you want to hear this little ah method that I haven't done that's been working really well. Okay, but the first two are just as important. Okay, and here's number one.
00:02:36
Speaker
Number one is this, and it's don't be afraid to lose the appointments. what i mean What do i mean by that? I see this all the time, especially with newer appointment setters, is they'll go out, they' they'll knock some doors, however you're getting your leads, and they'll say whatever to get the appointment. But then the minute some resistance comes around, they downplay it, they don't overcome things, and they just leave it like a very loose appointment. Sometimes they don't get the phone numbers.
00:03:04
Speaker
yeah I've been with setters who are like, oh, yeah, I'm not going to ask for the phone number or email. I'm not going to try to ask for the bill. That could make them think, yeah This is really a big deal or we're scamming people. hey And they tell themselves this story that's the more information they ask or the longer they're with the homeowner, the higher likelihood it is that it's going to cancel because they would rather just get, oh yeah, I'll be here tomorrow. Yeah, you can pop by with some information. You can put something in my mailbox.
00:03:33
Speaker
hey And they take that as an appointment. Many times these are like the furthest thing for an appointment. They don't have a bill. they don't have a phone number. hey And um I've learned, you know, you can set appointments without a bill. There's actually um some top setters. Some of the top setters don't get bills a lot of times.
00:03:50
Speaker
So I think it's okay to not always set it with a bill. You know, I think you should make an attempt. But to not even attempt getting like the phone number or to...
00:04:01
Speaker
Another big one is when they ask, oh, how long is it going to take? It'll take like five minutes. and ah Your wife doesn't need to be here. okay Just things like this, little things that they people let themselves get walked over.
00:04:16
Speaker
But you get the point here. If you set appointments scared, if you set appointments like you're letting the homeowner dictate how things are going to be, your sit ratio is going to be very low and people are going to just throw things at you. You're going to go back. You're going ghosted.
00:04:29
Speaker
So great book. If you've not read it, go read the book, Pitch Anything ah by Oren Klaff. He will teach you how to create these frames and how to sell with you being the person in charge rather than the person that's getting walked all over.
00:04:42
Speaker
Hey, so that's number one is don't be afraid to ask the hard questions. Don't be afraid to ask for a solid appointment time. Don't be afraid to tell them, the truth about how things actually are.
00:04:53
Speaker
ah Don't say that they're going to save $100 a month when you know that most likely it's going to be a $20 per month savings. If you're new, then just don't even mention savings at all. Just say, hey, oh I don't know. we'll They'll come back with that information.
00:05:06
Speaker
Hey, but that is the first step. Don't sell scared. Go out there, sell that appointment, make
Engaging Clients: Movement and Interaction
00:05:12
Speaker
it solid. Hey, and then number two is creating movements. All right. And this is something that's if you've worked with any pest control people, they're big on this and creating movements as you're setting an appointment, as you're selling.
00:05:25
Speaker
Hey, and I think this also applies to people closing deals. But when it comes to setting appointments, how can you create most motion, right? They say motion creates emotion. right So when I was in pest control, we were taught to take people outside to show them the eaves, show them where all the spider webs were, lots of hand motioning, pointing out ants on the sidewalk and actually bringing them out to those places so they could see. And then what happens when we did that, people opened up a lot more and we're much more likely to get the cell when we created that movement so in solar how do you create the same movements okay maybe you can bring them out can point to the power lines maybe you can bring them out have them look at the electric panel with you uh maybe you have you know like a slick you're trying to have them grab not a ton of movement but it's better than nothing you have a slick that they can grab through the door actually open up the door as they have to grab the slick
00:06:18
Speaker
right So create some type of ah movement. And one of my biggest tips is getting inside the home. We've done quite a few podcasts on this already. But if you can get inside the home, that's the ultimate motion. Because once you can get inside the home, the spouse is going to be there.
00:06:33
Speaker
They're going to give you more time, your likelihood of actually getting the bill and all the information goes way up. So try to get in the home. But if you can't get in the home, then bring them outside, show them the power poles, point out another neighbor you're helping.
00:06:46
Speaker
Whatever you can do to get some get them outside off the porch, it's going to help you book a more solid appointment and help you increase your likelihood of that appointment sticking.
Using Social Pressure and Emotional Engagement
00:06:56
Speaker
Hey, and then last but not least, this is the one that's new to me okayy that one of our top setters has been doing.
00:07:03
Speaker
And that's this is when you're actually sending the appointments, just getting them emotionally bought in to that. and making them feel like if they don't sit this appointment, then you're going to get in trouble, ah that we invest a lot of time. So it's creating that social pressure that we are investing time in this, that we are putting work into preparing the design in the specific line that's been working really well for us.
00:07:27
Speaker
Did I mention that at the beginning of the episode is telling them that we come from a long ways away. Okay, I'm so one of my top setters right now. He always says, oh they come from really far. art Our energy consultants, they come from far away. It's like a two hour drive a lot of times for them. So and if if you guys aren't here, they I get a write up.
00:07:48
Speaker
So you'll for sure be here tomorrow, right? and There's no way you wouldn't be here. Okay, great. And then what that does is when he tells people that we're coming from far. Okay, right. And you know, you don't need to lie about this.
00:07:59
Speaker
But in our case, we do actually have energy consultants that that do come from far. Maybe that's not the particular one that's going to their house tomorrow. Okay, but Just mentioning that we do have people coming from long ways away.
00:08:12
Speaker
may be this one that's coming or maybe it is someone that lives closer, but hey, they don't need to know which one it is, right? You can't tell them people come from afar. And then ah what this does is it either makes them look at a calendar and like double check, make sure they're really going to be there. Or sometimes I'll just reschedule to much more solid time because they're like, ah you know what, if we have to be here, let's do it at this time because I want to make sure I can for sure be here.
00:08:35
Speaker
And then all of a sudden you get a much more ah solid appointment time. and So this line has been working extremely well telling them that we come from really far to run these, ah you know, you don't need to say appointments, but to pop by with the information for the home.
00:08:49
Speaker
And then just saying stuff like ah we get or we actually get and can get in big trouble if you guys aren't here because they do put some time into this. So there's no reason you wouldn't be here, right?
00:08:59
Speaker
Telling them you get a write up, telling them get in trouble. It's making them feel that social pressure because naturally human beings, they don't want to let other human beings down. And if they know that there's like a punishment on the line for you,
00:09:12
Speaker
If they don't show up to their appointment, and then it's going to cause them to double check to think about it. Right. And of course, getting the spouse involved, getting in the home will help if you can get the spouse involved. But if you have to book an appointment outside with just one of the decision makers, then just making sure that the spouse will be there.
00:09:28
Speaker
You never want to set an appointment without the other decision maker, no matter how many times they tell you they can mean make a decision without their wife or husband. Don't believe them.
00:09:39
Speaker
That's one thing I've learned in 10 years in solar. People never, almost never will make a decision without their ah without their spouse. Okay, so make sure you do those things. And I promise if you apply those principles, you will be setting more solid appointments.
00:09:55
Speaker
You will have sticker appointments during this holiday season and beyonds.
Pushing for Holiday Appointments
00:10:00
Speaker
and you will make a lot more money as the holiday busier season comes up. Hey, so if you are listening to this before the holidays, I would push as hard as you can. We're in a competition right now because we know things do tend to get a little bit slower during the holidays.
00:10:15
Speaker
So you should be pushing extremely hard right now. Try to snag those as many appointments as you can before the holidays. Keep working during the holidays, but now you know how to set a more solid appointments. So I hope this these tips helped you out today. Let us know if you have any suggestions for topics.
00:10:32
Speaker
We are needing more guests on the show to keep bringing you quality content. So please hit us with your favorite people in the industry or anyone that's dominating in solar right now. We'd love to hear from them. Thank you for tuning in and we'll see you on the next episode.
Introducing Solar Scout: Data Platform
00:10:46
Speaker
So some of you already know that I run my own door door sales team here in 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.
00:10:57
Speaker
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.
00:11:10
Speaker
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 a given neighborhood. It's been working for a lot of teams across the country and now I'm on board too.
00:11:25
Speaker
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.
00:11:35
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. Okay, back to the show.
Introducing Solcitee: Learning Community
00:11:51
Speaker
Hey, solar printers, quick question. 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.
00:12:02
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. 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.
00:12:25
Speaker
and it's called Solcitee. 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 Currently, Sol Society is open, launched, and ready to be enrolled. So go to solsociety.co to learn more and join the learning experience now. This is exclusively for solopreneur listeners, so be sure to go to solsociety.co and join. We'll see you on the inside.