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These Small Details Will Change Your Knocking
1 Plays3 seconds ago
On the doors, we're always hunting for our next deal and using every tool in our disposal to find potential homeowners. However, we're leaving valuable resources for our presentation behind in the search of just "solarless" homes. This episode teaches you to leverage the conversations you get at every door.
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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. 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.
What is a Solopreneur?
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. What's going on,
Strategies for Effective Door-Knocking
00:00:42
Speaker
solopreneurs? We're going be talking about two secrets as you are knocking doors that will change the way you knock and help you get a whole lot more appointments. So if you are struggling to get appointments on the doors, this episode is for you. 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. We are recording this in the morning, so hopefully I don't sound like I just woke up. Typically, I record these in the evening after we're ah we're done knocking and talking all day. So a little bit different, but we're switching it up today. This week got me thinking. Our team, we are in the middle of what we're calling our hell week, and and we're knocking a lot more doors than usual.
00:01:25
Speaker
I have been out knocking a lot of doors Also because I just recovered from knee surgery, as you may have seen. So this is kind of the first week where felt like I was able to fully get out there and not jack up my knee anymore if I'm out knocking doors. So we're back and just reminding me some strategies that sometimes I forget to do. But when I do them, things go so much more smoothly as I'm out there knocking doors.
00:01:49
Speaker
And matter of fact, yesterday... was able to knock just one door between appointments using these strategies, booked a extremely solid appointment for the next day. So
Engaging the Community and Gathering Testimonials
00:02:00
Speaker
we're going to get into it. Before we do, please, if you have not left us a rating or a review on ah Apple, Spotify, iTunes, YouTube, wherever you listen to this,
00:02:09
Speaker
please consider leaving us a review. And second, if you would like to join us on an upcoming Blitz, we have a link below. Would love to chat with some you and see if you're good fit to join the best the best out here. Make some big money. Here's what we did yesterday. Okay, I get in this area. and I like knocking a lot of HOA neighborhoods.
00:02:31
Speaker
You know, some people hate them, but I find they have HOA people are connected and, ah you know, they talk more, which can be good and bad, right? And so I'm out here knocking this neighborhood. I see a guy sitting out on his porch, look on our little canvassing app, and I see he has solar already. And so first instinct is skip the doors with solar, right? Let's just be effective with our time, go to the ones that don't have it, because this guy is smaller townhome too, so he didn't have space for more panels, so it wouldn't have been an add-on system anyways. But then I remembered, I'm like, well, this guy is out here.
00:03:07
Speaker
I should ask him, number one, how did it go as far as approving the solar with his HOA? Get little more familiar with that process. And then number two, this could be a solid, he could either give me referrals or at the very least he could give me a little testimonial that I can now use for the whole neighborhood. And I've talked about these two strategies we're gonna mention today. i have talked about them previous episodes, it's been a long time. So for some reason you're listening to episodes from a year plus ago and heard me talk about this. I'm sorry you're going to hear a little bit of repeat, but hopefully we give some extra details
00:03:41
Speaker
A little twist on things. That's what I did. i go talk to this guy on the porch. I approach him. Hey, saw you had the panels up there. Wanted to ask. We've gotten a lot of inquiries from neighbors that are wanting to get the solar out here. So I'm just curious, how long did it take you? What was the process like of getting it approved through your HOA? proceeds to tell me, oh, it wasn't too bad. I just made a couple of documents.
00:04:04
Speaker
And then he starts to talking my ear off about his solar, how it's going for him. I'll admit this guy, he was a talker. And so from a times perspective, it did take more time than I was wanting. Probably took, probably was talking to this guy for 15, 20 minutes outside his house. But it did give me an opportunity to, I said, ask for referrals and then get a testimonial from him. So that's that's exactly what I did, I asked him if he knew anybody.
00:04:30
Speaker
He said all his family already has it, so wasn't able to get referrals. But then the way I approached it from there, and the way that makes this easy to get little testimonials from people, I said, hey, before I go, wanted to tell you, we actually do a referral program out here. We would actually give you 100 bucks for anyone that comes and asks you about your soul, or if you're okay using your home as like a reference. would you have any issues if we just gave gave people your your address, used you as a reference if people want to ask about your experience? And when you frame it like that, you know, very rare that people wouldn't be open to talking to their neighbors if they want to come ask them about it. So he's like, yeah, of course. And then that's the easy ask, right?
Leveraging Video Testimonials for Credibility
00:05:11
Speaker
You want to start with the easy ask.
00:05:12
Speaker
But then what you really want is you want that video footage. You want that video testimonial. You can use in-home in appointments. You can use on-doors with skeptical people. And so the bigger ask, once I got that, transition straight into, okay. And then um yeah just to get that $100 is the only thing they would ask. is just we just shoot like a super quick little video asking you about your experience.
00:05:35
Speaker
I just ask you like two, three, four questions. And you know, you can say yes, had a good experience. And, and that's it. And then instantly, I'm not really asking, I'm just telling him because he already agreed to be part of the the reference program, the referral program already told him that he's going to get ah cash if anyone comes and talks to him.
00:05:53
Speaker
And so it's not really already agreed. So then it's just assuming pulling out the camera, shooting the video. If you do it like that, you can easily get these videos. um You know, some people will turn you down still.
00:06:06
Speaker
Some people get worried about being on camera. But at the very least, even if they say no to that, you could still get a picture with them. Right. Picture is better than nothing.
00:06:16
Speaker
And then you got the picture as you're using his address at and in other appointments. But most people will agree to do the video. so I'm to play this video that I shot with this customer, and not my customer, right? Got it from ah Tesla, I think, SolarCity.
00:06:32
Speaker
so I'm going to play this video and you can model after that, you know, just couple of basic questions you can ask them. So here's what I asked in his video that we shot. and So we're here with Jaime. We just wanted to ask you, Jaime, you've had your solar for, what, 13 years now? Yeah, since 2013. Okay. Took a little bit to get up there, but and maybe you've seen that it's lowered your bill and helped out. Just have like a stable monthly bill and everything. Yeah, definitely stabilized it.
00:06:57
Speaker
They work for me. Great. We don't put lot of kilowatts. We don't have jacuzzi or hot tub in that yard, so. Yeah. Hey, I'm doing good. Yeah. Okay. So you'd recommend it in general for people that are looking into it? Oh yeah.
00:07:09
Speaker
Okay. I fight with my dad about it. He says he was too old again. He said they never pay off. Well, paying off for me. Yeah. Okay. Well, I'm glad you'd have you've had a good experience. And then if people want to come ask you about it, do you mind if we give them your your address? What's the address, sir? Okay, so better not blast out his full address there.
00:07:26
Speaker
Don't want everyone to my hood. But yeah, now you hear a way you can model these videos. Pretty simple. You know, you can come up with your own questions. That's the conversation I had with Jaime.
00:07:38
Speaker
is he didn't have a high bill before. he told me he likes the fact that he gets a stable bill now. He's on a fixed income. He knows exactly what I'll pay. Based on the conversation we had, i asked him similar questions in the video.
00:07:51
Speaker
And then the result of this was, once we got this video testimonial, um I also asked him about the neighbors. Hey, you know, is this one an owner? Is this one a rental?
00:08:01
Speaker
He told me his next two were rentals. The third one down was the owner. Told me some details about them. He pointed out other people that he thought might be ah interested in it. And so now the next door I go to,
00:08:12
Speaker
I go to the third one down, the one he told me that owns. This lady, she had a big no soliciting sign up, came out a little hot, knocked the door. she comes out. I'll say, no, no, we don't need it.
00:08:23
Speaker
You know, just assuming I'm selling something. And instantly I say, oh, no, it's not for that. Jaime didn't tell you I was coming. You know, Jaime two doors down. And then all of a sudden, you know, you see your whole reaction change into like, oh, wait, what? No, what's going on?
00:08:39
Speaker
Break your preoccupation with that. Instantly pull out the little video. I don't play the whole video because, you know, I don't want her to have her sit and listen that it's solar right off the bat. But
Strategies for New Neighborhoods
00:08:50
Speaker
show her just the screenshot of the video. Say, yeah, Jaime, he told us to talk to you.
00:08:55
Speaker
then instantly, you' she's willing to listen, explain to her what's going on, explain to her that it's a different solar program. She's not going to pay anything out of pocket. And then she's like, OK, well, I guess if I am may, you know, told you to come talk to us, i'm sure, guess we'll look into it. Probably easiest appointment I've set in a long time just from this insane social proof I got from taking this little clip, this little video with this customer.
00:09:20
Speaker
So if you want to book some of the easiest appointments you'll ever book, don't sleep on talking to these customers that already have solar, especially if you can find people that have influence in the neighborhood. If you can find like, you know, the firefighters, the teachers, the public figures, know,
00:09:36
Speaker
someone that everyone knows in the neighborhood, the guy throwing the block party that already has solar, that has panels on his roof. If you can talk to those guys, you're going have so much credibility.
00:09:47
Speaker
And people will listen to you even if they're not interested at all. People look into it even if they've heard about solar, if they've looked into it multiple times. They see these people and it gives you that much more credibility.
00:09:58
Speaker
So try this. The next neighborhood you start knocking, um it will, that should be one of the first things you do. will make things a lot easier. And chances are, if you do it correctly, if you do it like I just explained, then a lot times you'll book the neighbor next to him.
00:10:12
Speaker
And even if you're just doing what I did, you're just hitting an area real quick before your next appointment. You can get some easy, quick appointments that are solid. OK, so let me know if you have tried this. Would love to hear your comments, your feedback, anything else else that helps you build credibility on the doors. Next episode, we're going to go into another thing that's extremely important when you're knocking. that will help you solidify and also make your appointments stickier. Hey, so tune in to next episode, get out there, hit some doors. It's the summer. What are you doing?
00:10:44
Speaker
And we will see you on the scoreboard. Thanks for listening.
Introducing Solar Scout and Additional Resources
00:10:48
Speaker
So some of you already know that I run my own door to 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. But if I want to increase my deal flow, I need to do something different to get an advantage.
00:11:04
Speaker
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.
00:11:22
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.
00:11:37
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.
00:11:50
Speaker
Okay. back What's up, solarpreneurs? 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.
00:12:05
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.
00:12:20
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.
00:12:33
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.
00:12:55
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.