Transcript
Speaker: Are you ready to take your solar sales to the next level?
Speaker: James Swiderski, co-founder of 7 Figure Solar, is your host of the podcast.
Speaker: Created by solar sales and marketing pros, the 7 Figure Solar podcast.
Speaker: Sales tips, online marketing, industry news, and much, much more.
Speaker: Here's your host of the 7 Figure Solar podcast, James Swiderski.
Speaker: How do you generate more solar leads without spending a lot of money or using a lot of your time?
Speaker: That's what we're going to talk about in today's episode of the 7 Figure Solar Podcast.
Speaker: If you don't know me already, my name is James Swiderski.
Speaker: I'm the host of the 7 Figure Solar Podcast.
Speaker: Whether you're brand new to sales or sales,
Speaker: or Solar, you're looking for a new opportunity, or you're a veteran in the game and you just want that one piece of knowledge that's going to take you to the next level, we've got just the info for you.
Speaker: We go from everything from prospecting, today's topic, to closing, to mindset strategies, entrepreneurship, time management, everything you need to dominate your sales game and crush it in this industry and really take advantage of the opportunity that we have with Solar.
Speaker: Before we get into it, a couple of housekeeping rules.
Speaker: As always, bring a friend.
Speaker: If you find value in today's episode or any of the other episodes, bring somebody and have them come and listen to it.
Speaker: We don't shove a lot of ads or promos down your throat on this show.
Speaker: We care about adding a tremendous amount of value, impacting you, and helping you reach that
Speaker: income goal that you want, that impact goal, help you find your why and your vision and help you get there with these tools.
Speaker: But you got to bring somebody, help us share this movement, help us impact more people and bring solar as really the alternative energy source to the primary one, right?
Speaker: So that's just the tip of the iceberg right now.
Speaker: We want to help it spread.
Speaker: And to do that, we got to give you sales guys, you entrepreneurs, the tools you need to dominate it and crush it.
Speaker: And then second, guys, is apply what we talk about, right?
Speaker: Don't just listen to this.
Speaker: Don't let this be another podcast in your queue.
Speaker: Actually learn from this, apply it, share the knowledge with others, share it with your team members, and grow from it.
Speaker: That's our vision for it.
Speaker: That's all we've got for the housekeeping rules.
Speaker: And then...
Speaker: Just as an announcement, be sure to join us Wednesdays at 11 a.m.
Speaker: Central Standard Time for our Solar Sales Academy show.
Speaker: You're going to find that on Facebook and Google, YouTube Live, and we're going to post it in a lot of other places as well.
Speaker: But join us for that, where we're going to go over, we're going to take the cover back, and we're going to actually show you how we train our team members, the topics we're training them on, all for absolutely free.
Speaker: You just got to show up, listen to it, learn from it, and apply it to your own pipeline.
Speaker: So guys, speaking of pipeline, let's talk about today's topic, right?
Speaker: That's going to be on prospecting, how to fill your pipeline with quality leads without spending a lot of money or using a lot of sources, right?
Speaker: A lot of time, a lot of manpower.
Speaker: We're going to show you how to do that no matter what level you're at.
Speaker: So if you're the business owner right now,
Speaker: you're struggling to get quality leads.
Speaker: Maybe you've been buying leads from Modernize or HomeAdvisor, some of these other sources, and you're just sick and tired of what you got going on.
Speaker: These strategies are going to amplify your business guaranteed.
Speaker: If you're a sales guy and you're sick of knocking doors, you're sick of cold calling, this is gonna be a godsend episode for you, okay?
Speaker: All you gotta do is just branch out.
Speaker: And I've noticed all it is is sales guys are so stuck into knocking doors and they need to.
Speaker: They need to consistently knock all day and they don't have time to take a step back and actually think about what they're doing to look at the bigger picture and what's most effective, what's gonna move their business to the next level.
Speaker: We're going to give you those tools.
Speaker: And by you listening to this podcast, that means you're looking for a different source.
Speaker: You're looking for an alternative way to do business.
Speaker: And I'll tell you, there is some kick-ass ways to do it.
Speaker: All you got to do is apply this, okay?
Speaker: So I'm going to give you five actionable steps.
Speaker: Let's get started right away.
Speaker: So first is focus on high-value prospecting activities.
Speaker: And what do I mean by high-value?
Speaker: I mean activities that give you the biggest success
Speaker: return on your investment, your return on investment of time, money, what's gonna give you the most amount on that.
Speaker: So for a lot of reps, they only value their time and their effort so much to where they think that knocking doors all day is a high value, it's high value for them.
Speaker: otherwise we wouldn't do it we spend our time as people right as sales professionals where we think we're going to get the biggest return on our investment so our our end goal here is i wanted to help you realize that there are higher value activities you could be doing that's what i'm going to give you but the key is you got to realize that you got to realize that knocking doors and cold calling and doing all these old school lead methods are not the highest value of your time okay
Speaker: I personally have not knocked a door in years in solar sales, right?
Speaker: I've sold millions of dollars in solar and I've never knocked a door doing it, okay?
Speaker: I knock doors maybe my first couple of months here and there once in a while, but rarely do I ever do it because I value my time more to where I'm going to find an activity that matches that level of value so I could get the biggest return on that investment.
Speaker: So realize there are other activities you can do.
Speaker: You can be prospecting on social media.
Speaker: All the technologies we have today have allowed us to prospect in dozens and dozens of ways, right?
Speaker: In our courses and program, we teach over 27 different prospecting methods, all that are not door knocking.
Speaker: Yes, of course you could sharpen your skills, you could get better at the doorstep, you could become more trustworthy, convincing to your prospect.
Speaker: But there's only so much you can do.
Speaker: There's only so many hours in the day you can be out there, right?
Speaker: There's only so many doors that will be open, so many responses.
Speaker: But if you focus on high-value activities, ones that don't involve your time as much, that 10x your results for the same amount of effort,
Speaker: Those are the activities that are going to be better.
Speaker: So what are some of those activities?
Speaker: I'm going to go over a couple of them and highlight them in more detail in these five ways, but I want to give you a handful of them.
Speaker: One that I absolutely love is working with realtors, working with real estate professionals.
Speaker: Realtors are dealing with homeowners that are looking to improve their home.
Speaker: Maybe they're selling it.
Speaker: They're looking for some change, something different.
Speaker: And you can guarantee that these homeowners are going to be thinking about solar at some point.
Speaker: They hear about a relative.
Speaker: They hear about a neighbor, somebody who installed solar.
Speaker: It's going to cross their mind.
Speaker: And if you have that relationship with a realtor, with a real estate professional, to where they can recommend you as a solar provider,
Speaker: Boom.
Speaker: I mean, game over at that point because now you've got dozens of realtors and professionals knocking doors, talking to hundreds of homeowners on a weekly basis.
Speaker: If they're a good realtor, of course, that's another story.
Speaker: Doing that for you.
Speaker: They're doing the legwork for you.
Speaker: And instantly you have the trust and credibility factor that most guys are not going to have.
Speaker: Because if you go in and you're knocking a door, you're starting at ground zero, right?
Speaker: That person is going to trust you so little.
Speaker: They're going to trust the mailman more than they're going to trust you as a guy coming to their door.
Speaker: And you've got to work up that ladder.
Speaker: Start from the beginning, right?
Speaker: But if I'm recommended, say I'm a homeowner, right?
Speaker: And I just bought a new house.
Speaker: My realtor says, hey, you know what?
Speaker: You should check out this guy, James.
Speaker: He knows what he's doing.
Speaker: He's with this solar company.
Speaker: I highly recommend them.
Speaker: Boom, instantly, I'm gonna trust my realtor because I just did business with him.
Speaker: I just bought my house through him and his firm, right?
Speaker: I trust his recommendation and instantly I come in, I've got all the trust and credibility I need.
Speaker: If it makes sense, I've got a deal.
Speaker: So I would say 80% of my business
Speaker: has came from real estate in my sales career in solar so far.
Speaker: It's really big, start using it.
Speaker: And that's just one example.
Speaker: You can use social media, right?
Speaker: We're gonna talk about that.
Speaker: It's number four or three, I can't remember.
Speaker: You can start doing so many different strategies.
Speaker: So start researching lead generation strategies
Speaker: Take a moment, take a step back, take a break from knocking doors for a moment and start to think, is what I'm really doing worth my time?
Speaker: Is there something that's better out there?
Speaker: Why am I doing this right now?
Speaker: Is there nothing else I could do that's more effective?
Speaker: Ask yourself these questions.
Speaker: It's going to make the biggest difference with your sales pipeline.
Speaker: So let's look at number two, right?
Speaker: Understand the difference between inbound and outbound prospecting.
Speaker: Here's the difference, right?
Speaker: Outbound is I'm initiating the conversation.
Speaker: Okay.
Speaker: I'm going out there.
Speaker: I knocked the door.
Speaker: I make the cold call, right?
Speaker: I send the message.
Speaker: I send the email.
Speaker: These are outbound activities.
Speaker: And just like knocking doors, there's less trust and credibility from the beginning.
Speaker: I'm not viewed as an expert right from the beginning.
Speaker: I have to build up that trust.
Speaker: I have to prove that I know what I'm talking about before I can earn my prospect's business.
Speaker: So there's more work involved.
Speaker: There's more manpower.
Speaker: There's more time.
Speaker: There's more money.
Speaker: All of the above in an outbound prospecting situation.
Speaker: Now, what I recommend companies do always, and this applies to reps, this is the real key difference between the six and the seven-figure income earners when it comes to sales pros, it's that outbound is where you need to focus on.
Speaker: I mean, inbound, sorry.
Speaker: Yeah, inbound is where you need to focus, meaning I have leads and prospects coming to me for business.
Speaker: They know who I am.
Speaker: They know what I'm talking about.
Speaker: They trust me, they value my opinion, and they want to do business with me.
Speaker: All I've got to do is close them down at that point.
Speaker: So this is how you run five, six, seven, eight appointments a day for each of your reps, right?
Speaker: This is how you close 80 to 90% of your deals, your appointments.
Speaker: My personal standard is I want a 90% close ratio.
Speaker: Really want 100, but 90% is what I shoot for.
Speaker: And our guys, I mean, most guys on my team, I would say two-thirds of them reach that 80% to 90% closing ratio within a matter of months.
Speaker: And it's because of making this switch from inbound to outbound.
Speaker: Because if I go inbound, if I have them coming in, I don't need to value trust.
Speaker: They already trust me.
Speaker: I don't need to waste my time talking about why solar makes sense because they already know what solar is about because I've educated them before the phone call.
Speaker: This is where I could save a huge amount of time because now I don't need to go over to this prospect's house to close a deal.
Speaker: I don't need to go to the kitchen table.
Speaker: I could do it on the phone.
Speaker: I could get on a Zoom call, right?
Speaker: I could just get on a video chat, lock down the deal in 20 minutes, right?
Speaker: That's the power of inbound leads, okay?
Speaker: And that's the future of where this industry is going.
Speaker: People don't want to have to have a sales guy in their house.
Speaker: They just want the results.
Speaker: They want what they want, and they want it now, okay?
Speaker: Stop wasting your time and start developing an inbound process that works, okay?
Speaker: And we'll give you the strategies we always do on our show and in these podcasts as well.
Speaker: Focus on inbound leads.
Speaker: Okay.
Speaker: So next is create a prospecting asset.
Speaker: Okay.
Speaker: So what is an asset?
Speaker: Asset is some, an asset is something that makes you money, plain and simple.
Speaker: It's something you could develop, spend time and money.
Speaker: That's going to amplify and give you more money and more time back.
Speaker: All right.
Speaker: So for example, this podcast, this video, if you're watching it on YouTube is an asset for my business at seven figures solar.
Speaker: Okay.
Speaker: Meaning I make this once I record this podcast one time, it's going to impact thousands of solar professionals across the world forever.
Speaker: Okay.
Speaker: I could be sleeping and you're going to learn from me.
Speaker: You're going to hear me talking about this stuff.
Speaker: And the end goal, right, is to give you value, give you trust,
Speaker: So you develop credibility in my company.
Speaker: You know we're not just another guy talking it, right?
Speaker: We actually walk the walk.
Speaker: We do what we say so that you'll ultimately become one of our clients, right?
Speaker: That's the goal.
Speaker: You just lift back the curtain.
Speaker: That's exactly what we're doing.
Speaker: We want to give you an inside look at what we're teaching, right, before you put any money in it.
Speaker: And if you realize, wow, look at the free stuff James is telling me on my podcast.
Speaker: I can't even imagine what his paid material is like.
Speaker: That's the goal, right?
Speaker: That's what we want to do with our customers.
Speaker: We want them to value you so much as an expert with your asset that they'd be blown away to even have the privilege of talking to you and doing business with you.
Speaker: Do you see that shift, right?
Speaker: Most sales guys are like, oh, please prospect.
Speaker: No, please buy from me.
Speaker: I'll be good, right?
Speaker: And then the prospect's got you on a chain versus the professional, the guy who's got an inbound system.
Speaker: He's in demand.
Speaker: He's the prize, right?
Speaker: His prospects are coming to him for his expertise and they trust he's gonna give them the best recommendation.
Speaker: That's the difference with creating an asset.
Speaker: So what are some assets you could create, right?
Speaker: You could create videos, YouTube videos, a video that you could share the prospect.
Speaker: You can create a webinar, do an ever webinar.
Speaker: Create a webinar that continues to teach and educate customers, builds you as an expert.
Speaker: Do podcasts like this, create an e-book, create a guide.
Speaker: There's so many different things you can do that are going to build that trust and credibility with your future prospects.
Speaker: And they're assets that continue to work for you 24-7.
Speaker: I can't knock doors 24-7, but I can have a webinar that's 35, 40 minutes.
Speaker: I'm going to teach everything that they need to know about going solar.
Speaker: That doesn't involve my time.
Speaker: I do that webinar one time.
Speaker: Boom, it's done.
Speaker: It's working for me 24-7.
Speaker: All I got to do is drive traffic to it consistently.
Speaker: And that's it.
Speaker: It's game over.
Speaker: So if you want to become a seven-figure income earner, all you got to do is focus on assets.
Speaker: Focus on things that are going to build up your pipeline for you and amplify your efforts that don't take your time and resources.
Speaker: So next is use social media, okay?
Speaker: We all know that we need to be on social media taking advantage of it.
Speaker: And I think Gary Vaynerchuk has done an amazing job at talking about why social media is so important.
Speaker: And so I don't need to go down that rabbit hole anymore.
Speaker: If you don't know Gary Vee, he's just going to rant forever about you need to use social media.
Speaker: You need to be running ads.
Speaker: You need to be doing this.
Speaker: And the reason he says it is it is the opportunity of the century right now.
Speaker: Okay?
Speaker: So many business owners are fed up with, you know, they tried Facebook ads, they tried this and that, and it didn't work for them.
Speaker: And it's all because of one thing.
Speaker: They're lacking the knowledge, education, and training they need to succeed at it.
Speaker: You can't approach social media like any other advertising method.
Speaker: You can't approach it just like another media channel.
Speaker: It's different, okay?
Speaker: It requires a different skill set.
Speaker: You could get these skills for free, by the way.
Speaker: You don't need to go and buy a $3,000 course to learn how to run a Facebook ad.
Speaker: You can do it on YouTube for free.
Speaker: Search it.
Speaker: We've got stuff that's coming out on how to build funnels and stuff for free that you could start using right now to generate business.
Speaker: You just need to put in the work.
Speaker: That's what it comes down to because it all comes down to resourcefulness, right?
Speaker: I mean, with today's technology, we can learn anything we want for pennies to nothing.
Speaker: But it's the guy who puts in the work that learns, that applies what we're talking about.
Speaker: It's the guy who applies these five methods we're talking about today.
Speaker: That's what's going to make the difference.
Speaker: So to get back on it, get off the rant here.
Speaker: Social media is powerful because that's where your customer's attention.
Speaker: is, right?
Speaker: Look down the road when you're driving to your next appointment or something and look at the passenger next to you or the driver next to you.
Speaker: You're going to be shocked and kind of freaked out how many people are just looking at their phone, right?
Speaker: They're not looking at billboards on the highway.
Speaker: They're looking at their phone.
Speaker: They're on social media.
Speaker: They're texting.
Speaker: They're tweeting.
Speaker: So let me ask you this.
Speaker: Why the hell are we not on people's phones?
Speaker: Why are we not trying to advertise and prospect where our customers are at?
Speaker: It makes absolutely no sense why we wouldn't be trying to be present on where the attention is being held.
Speaker: Okay?
Speaker: So focus on attention.
Speaker: That could be replaced.
Speaker: Rather than social media, it could be focused on attention.
Speaker: And most people's attention is on social media right now.
Speaker: So get active on that.
Speaker: How do we do this?
Speaker: What are some actionable steps?
Speaker: Start messaging people.
Speaker: Start getting on groups.
Speaker: Start searching hashtags on Instagram.
Speaker: Start searching for people who moved into new homes.
Speaker: One of my favorite sources is Instagram.
Speaker: I go to my area location and I just do hashtag homeowner.
Speaker: Everybody who's made a post that says something about them owning a house in my area, boom, I'm going to send them a direct message.
Speaker: I'm going to comment on their posts.
Speaker: I'm going to like them.
Speaker: I'm going to follow them.
Speaker: I'm going to make sure my profile is clean and professional.
Speaker: I'm putting out valuable content.
Speaker: There's so many ways you could do this, guys.
Speaker: You could go on Facebook, right?
Speaker: You could go to these groups, add more value, add more content.
Speaker: I really just hit up these people in your area.
Speaker: It's such a powerful resource.
Speaker: I can't go over it in today's episode.
Speaker: We're going to have another episode on how to use social media specifically because we could really go down the rabbit hole with this.
Speaker: But realize that social media is one of the most powerful sources of leads that you solar professionals, business owners, and reps can start using right now.
Speaker: Okay, so let's get to number five, okay?
Speaker: I'm going to make this episode short.
Speaker: Utilize reciprocity, okay?
Speaker: What do I mean by this?
Speaker: It's all about adding value before you ask.
Speaker: What do most entrepreneurs, business owners, a lot of the companies we work with, they make this mistake.
Speaker: They think that it's best to ask.
Speaker: They're always trying to serve themselves first.
Speaker: They're posting, hey, check it out.
Speaker: We've got a promotion going on this month.
Speaker: Come and get a quote.
Speaker: Come and do this, do this, do that.
Speaker: That doesn't have your homeowner's interest in mind.
Speaker: Here's the deal.
Speaker: People smell BS a mile away.
Speaker: You're not going to get away with this type of stuff in 2018 going into 2019.
Speaker: You need to actually add value to your prospect first.
Speaker: Okay.
Speaker: So exactly like what I said with the podcast, we're adding value to you, the listener.
Speaker: First thing, if I'm trying to get a homeowner, uh,
Speaker: attention for an appointment, I'm going to send them a video.
Speaker: I'm going to send them an article, something that actually will benefit them, whether it's in my interest or not.
Speaker: I'm going to provide them real value because I actually care about them before I ask for it.
Speaker: And what happens after that, right?
Speaker: Instantly, you're set apart from the competition.
Speaker: I get asked all the time, what's the biggest way to stop competing on price and stop, uh,
Speaker: having problems with competitors or James, I'm losing deals all the time to my competition.
Speaker: This company is doing this, this, and that.
Speaker: What I say is how have you added value to your prospects so far?
Speaker: How have you added value to your potential buyer?
Speaker: They're like, well, I give them a quote.
Speaker: I did this and that.
Speaker: That's not adding value.
Speaker: Adding value is saying, hey, you know what, Mr. Prospect?
Speaker: I did the research on all the competitors in the area.
Speaker: This is what this guy is doing good.
Speaker: This is what we're not doing.
Speaker: But you know what?
Speaker: You're not going to get down the road with him.
Speaker: You're not going to get me.
Speaker: You're not going to get me who is trying to help you out, who's giving you the resources you need, who wrote this e-book for you that you can learn and read from.
Speaker: So many different ways you could do that.
Speaker: But the ultimate distinguishing difference between you and the competition is the value that you personally bring to the table.
Speaker: I've won so many deals.
Speaker: Back in Utah, the startup solar company I was with, we were selling solar at over $5.30 a watt.
Speaker: If you know solar, if you've been in the industry a while, you know that's crazy expensive for Utah.
Speaker: Easily the highest price solar.
Speaker: It is almost always more than their actual electric bill.
Speaker: Yeah, I beat competitors that were at $3 a watt.
Speaker: They were literally paying over $6,000 to $10,000 more for solar with me and my company because of the value I added and the value that they trusted that I was going to give them.
Speaker: How does that happen?
Speaker: I stopped focusing on today.
Speaker: I stopped focusing on today's sale and I start focusing on the long-term, the value, the actual reciprocity I want to give.
Speaker: Because if you give people something, human nature, they're going to want to give back.
Speaker: Yeah, you've always got the guy who wants to take advantage of you.
Speaker: But more often than not, those people feel obligated because I just gave them so much value.
Speaker: They're like, wow, if he cares about me this much,
Speaker: I can't even imagine what he's going to do for me over the long term of my system, what their company is going to do.
Speaker: Or if this sales guy is so caring and cares about me so much, I can't even imagine how their customer service team is.
Speaker: It's all about giving before you take.
Speaker: Gary Vee always talks about jab, jab, jab, right hook.
Speaker: It's a great book.
Speaker: Read it, study that.
Speaker: It's huge in business.
Speaker: So don't go in for the ask.
Speaker: So if I'm prospecting,
Speaker: If I'm messaging somebody on LinkedIn or Instagram or something, I'm not going to say, hey, man, come get a quote from me.
Speaker: It's awesome.
Speaker: No, I'm going to say, hey, look, I found this article from Inc.
Speaker: Magazine, and they were saying why solar may or may not be a good fit in 2018.
Speaker: I thought you might actually benefit from this because I thought you might be wondering why so many people are talking about solar.
Speaker: And that article may give them some pros and cons of why or why not they might go solar.
Speaker: Maybe they'll determine that they don't want to go solar.
Speaker: But guess what?
Speaker: I've developed that relationship now with that person.
Speaker: They're going to recommend me to the guy who is looking for solar because I showed to him that I cared more about him than myself.
Speaker: So that's the difference.
Speaker: Show that you care about your prospect more and you're gonna go out of your way to serve them before you'll serve yourself.
Speaker: That's gonna differ you from the competition.
Speaker: So guys, let's review the prospecting methods.
Speaker: Focus on high value activities.
Speaker: Focus on activities that are going to give you the biggest return on your investment.
Speaker: It's working with real estate agents, right?
Speaker: It's working on social media, okay?
Speaker: Maybe it's hiring a couple of extra sales guys.
Speaker: Maybe it's focusing on sharpening their skills a bit.
Speaker: Maybe it's starting a call team, right?
Speaker: Where you actually co-call people.
Speaker: Whatever it is, there's dozens and dozens of ways that you're going to get from our company later on.
Speaker: But just realize, find activities that are...
Speaker: Not going to be limited by your time, your resources, and your team.
Speaker: Realize there are different methods out there.
Speaker: You just got to go and implement them.
Speaker: Number two, understand the difference between inbound and outbound.
Speaker: Outbound requires you to build more trust.
Speaker: It requires more work, momentum to get there, but it might be a little bit more immediate.
Speaker: Inbound is longer term, right?
Speaker: But you're going to have the trust and credibility that you need to get that 80% to 90% close ratio.
Speaker: It's not going to require a ton of effort, but it does take longer to develop an inbound system.
Speaker: So the moral of that story is,
Speaker: Start developing inbound lead systems today.
Speaker: Start mastering things like social media, right?
Speaker: That's the next one.
Speaker: Start using real estate professionals, okay?
Speaker: Start developing your own process right now.
Speaker: We have lots of content on that.
Speaker: If you want us to walk you through it step by step and actually build it out, go join our academy, okay?
Speaker: Our solar sales academy.
Speaker: We're gonna not only give you mentorship and sales training, right, for your guys, but we're also gonna show you how to build this type of lead system, how to make the full transition to inbound so you have the trust and credibility, and then how to lock it down 80 to 90% close ratios.
Speaker: So the next one, though,
Speaker: It's develop a prospecting asset.
Speaker: Develop something that's going to work for you.
Speaker: Most business owners think, oh, you know what?
Speaker: My team, my sales guys, they're working for me.
Speaker: They're knocking doors all day.
Speaker: But what are those guys using to develop an asset?
Speaker: How can you develop that and make it a little bit more efficient?
Speaker: What can you put in place that can replace five to ten sales guys?
Speaker: You don't need a huge team of door knockers.
Speaker: You don't need a bunch of sales guys running one, two appointments a night.
Speaker: I can have a webinar and host and present to 25 homeowners one time in one hour.
Speaker: That's what I did with one of the first companies I started working with is I would host a webinar every Thursday night and present to 20 to 30 homeowners at one time.
Speaker: That would take 20 to 30 hours plus traffic and driving if I were to go over to their house.
Speaker: So a simple switch from in-person to webinar,
Speaker: not only let me increase my numbers, but it was more efficient and I can put that webinar on recorded, right, and just replay it 24 seven.
Speaker: So if they want a presentation two in the morning, I've got a tool there to help them out.
Speaker: And then last is focus on reciprocity, serving first, adding value first, then going in for the ask.
Speaker: Actually care about your future customers more than you care about your own pipeline.
Speaker: It's easy to say, and most people think, oh yeah, of course I do that, but it's a lot harder to execute that when it comes down to dollars, right?
Speaker: Focus on really building that value and trust first.
Speaker: Whatever activity you're doing, even if it's door knocking, if you go and you literally just give them some information,
Speaker: at the door and you try to add value.
Speaker: Hey, I know, you know what?
Speaker: I know you were checking out a lot of solar guys recently.
Speaker: I wanted to give you the big idea on, you know, if solar even makes sense.
Speaker: I could see on your roof, maybe it doesn't make sense for you right now.
Speaker: But you know what?
Speaker: If you ever do move, why don't you give me a call?
Speaker: I'll help you out with a free quote.
Speaker: Maybe you can check out my webinar.
Speaker: Here's my card.
Speaker: Go to this funnel I have set up.
Speaker: Download my free e-book.
Speaker: Here's my book.
Speaker: Here's a guide I put together so you can actually know what's going on in the industry right now.
Speaker: Boom.
Speaker: It makes a huge difference rather than, hey, man, have you ever heard of the new net metering program?
Speaker: Maybe you should go solar.
Speaker: Why don't you let me give me a free quote?
Speaker: Why don't you guys want to do this?
Speaker: One difference is the difference is one guy's looking out for himself.
Speaker: One guy's looking out for the homeowner.
Speaker: One guy has trust.
Speaker: One guy doesn't.
Speaker: One guy makes seven figures a year.
Speaker: One guy's broke.
Speaker: That's the difference.
Speaker: So guys, that is today's episode.
Speaker: Just real short, to the point.
Speaker: Use these strategies.
Speaker: Start implementing them right now.
Speaker: You're going to increase your pipeline business no matter what area you are at.
Speaker: And as always, bring a friend.
Speaker: If you found value, share it with somebody and join us on Tuesdays and Fridays for our new episodes.
Speaker: And Wednesdays, of course, at 11 a.m.
Speaker: Central Standard Time where we're going to have our Solar Sales Academy unveil what we're talking about, what we're training our guys on so that you can profit from it.
Speaker: So, guys, until next time, go crush it, and we'll see you in the next episode.
