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This Is Why No One Is Listening To You At The Door
111 Plays2 years ago
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The SOLARPRENEUR podcast is here to help you close more deals in the solar industry, generate more leads and referrals, and hopefully, have a much better time and situation.
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Transcript
Taylor's Journey from $50 to 150 Deals
00:00:03
Speaker
Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level.
00:00:08
Speaker
My name is Taylor Armstrong.
00:00:10
Speaker
I went from $50 in my bank account and struggling for groceries to closing 150 deals in a year and cracking the code on why sales reps fail.
00:00:19
Speaker
I teach you how 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?
00:00:33
Speaker
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.
00:00:42
Speaker
Are you sick of people not listening to you at the doors or on the phone?
00:00:46
Speaker
Are you sick of people just telling you not interested in closing the door right away?
00:00:50
Speaker
Well, it's probably because you are not interrupting their patterns.
00:00:56
Speaker
Today, we're going to be talking about how you can interrupt people's patterns
00:01:01
Speaker
on the doors, or over the phone, however you're selling solar, very important skill.
The Power of Pattern Interruption in Sales
00:01:06
Speaker
Let's get into it.
00:01:07
Speaker
My name's Taylor Armstrong.
00:01:08
Speaker
We're here to help you close more deals, generate more leads and referrals, and hopefully have a much better time in the solar industry.
00:01:15
Speaker
Thanks for tuning into the show.
00:01:16
Speaker
Whether you are new or an experienced avid listener of the Solar Printer podcast, it is much appreciated.
00:01:25
Speaker
We are coming at you free and available on Apple, Spotify,
00:01:31
Speaker
YouTube, wherever you can listen to podcasts every Tuesday and Friday.
00:01:34
Speaker
We're going on, I think, 400 plus episodes now.
00:01:38
Speaker
It's like so many.
00:01:39
Speaker
Might as well stop keeping track.
00:01:42
Speaker
But I appreciate everyone that has shared the show, that has left us a review.
00:01:48
Speaker
If you have not done that yet, that is the one thing we asked.
00:01:51
Speaker
You'll notice, don't really run ads on the show, except for some things I occasionally throw out.
00:01:59
Speaker
But I don't have...
00:02:00
Speaker
people that come on and just bombard ads and all that.
00:02:04
Speaker
Try to keep it very minimal as far as that goes because I want to bring you pure value.
00:02:08
Speaker
And it's the podcast that I wish I had when I was selling solar, especially starting out.
00:02:16
Speaker
That being said, before we get into the topic of today's episode, if you have not heard it yet, we are doing our first Solrepreneur live event today.
00:02:27
Speaker
announced it a couple times.
00:02:29
Speaker
So you're going to get sick of me saying this, I promise, but we are going to blast it because I want to see as many of your beautiful faces there.
00:02:37
Speaker
So get your tickets to a solar con.
00:02:40
Speaker
That's number one.
00:02:40
Speaker
Okay.
00:02:41
Speaker
And because when you use our coupon code Taylor at the checkout page, not only are you going to get, uh, I think it's 25% total off your tickets, uh,
00:02:52
Speaker
There's a discount there and then I think it's an extra 15%.
00:02:55
Speaker
You are going to get a ticket to our first live event, which is going to be April 17th in Utah right before SolarCon.
00:03:03
Speaker
So hope you're going to be able to join us.
00:03:05
Speaker
I have the contract of the venue ready.
00:03:08
Speaker
Just finalizing a couple of details, getting the webpage built out.
00:03:12
Speaker
Should be able to have that ready.
00:03:14
Speaker
Hopefully next podcast you listen to.
00:03:16
Speaker
But in the meantime, grab your tickets.
00:03:19
Speaker
There's going to be limited spots.
00:03:21
Speaker
So for right now, all you need to do is go grab your Solarcon ticket, send us the receipt of that ticket over either the email, taylor at solarpreneurs.com, or you can shoot me a DM, Facebook, Instagram, at taylorjamstrong.
00:03:39
Speaker
One of those two, and we will put you on the list for that event.
Insights on Breaking Preoccupation with Jeremy Lee Minor
00:03:43
Speaker
It's going to be the bomb.
00:03:45
Speaker
Don't miss out.
00:03:45
Speaker
Okay, so let's jump into the topic.
00:03:47
Speaker
That is...
00:03:48
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How to interrupt people's patterns at the door.
00:03:51
Speaker
It's something I've been thinking about quite a bit.
00:03:54
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I was actually reminded of this.
00:03:56
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I listened to a little podcast, little YouTube podcast.
00:04:01
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A guy I follow, his name is Russell Brunson.
00:04:03
Speaker
Some of you may have heard of him, the ClickFunnels guy.
00:04:06
Speaker
He recently interviewed Jeremy Lee Minor, which probably another person you should have heard of by now, but he is the NEPQ guy.
00:04:17
Speaker
It stands for Neuro Emotional Persuasion Questioning.
00:04:24
Speaker
And he's a super established sales trainer.
00:04:28
Speaker
coach, you can follow him, does a lot of really good trainings.
00:04:31
Speaker
I have not personally been in any of his paid programs, but he's a guy I've been following for a while, listening to his podcasts, interviews, definitely knows his stuff when it comes to sales, has a lot of good content.
00:04:44
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And by the way, he is actually speaking at SolarCon.
00:04:48
Speaker
So another reason to go grab your SolarCon tickets.
00:04:51
Speaker
But the reason I'm reminded of how important it is to really just break that frame, just get people's attention right off the bat, is because he did an interview recently on Russell Brunson's show.
00:05:07
Speaker
And he had a little section about when he was knocking doors.
00:05:11
Speaker
We will link the full interview in the show notes if you want to go listen to the whole thing.
00:05:15
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I thought it was really good.
00:05:17
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And just a ton of things you can already take away from that.
00:05:20
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He's doing all the things that sometimes we make fun of as solar guys, right?
00:05:25
Speaker
A lot of people talk trash on people that wear the construction vests that go to the door like construction workers, try to be someone they're not.
00:05:34
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I've talked smack on those people.
00:05:37
Speaker
A lot of people on Instagram are talking smack on those guys, but hey, there's something to be said about this.
00:05:43
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It's like we need to be thinking how we can really break people's patterns.
00:05:49
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He calls it a pattern interrupt.
00:05:50
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How can we break their preoccupation?
00:05:53
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And I've heard some people say, you've got to earn the rights to give a presentation at the door.
00:06:00
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You've got to earn the right to people's attention.
00:06:04
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And if you don't break their preoccupation, if you don't have that pattern interrupt, no one's going to listen to you.
00:06:11
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So especially if you're new, this is the reason most likely why people aren't listening to you right off the bat.
00:06:18
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This is the reason why you're getting not interested right off the bat, just bashing your head against the wall because you can't even get a full presentation out.
00:06:25
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You can't even get your words out.
00:06:27
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And even more so important in saturated markets, you really need to learn to master.
00:06:33
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this pattern interrupts.
00:06:35
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So what I want to talk about is how can we have a better pattern interrupt in solar?
Using Attire as a Pattern Interrupt
00:06:41
Speaker
Jeremy Miner talks about a few things that we can already apply.
00:06:46
Speaker
But I'm going to break it down into three little categories, just give you some nuggets, some things I have experimented with, things that have worked well for me.
00:06:54
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Okay.
00:06:56
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So first thing is
00:06:57
Speaker
He talked about how you dress out there.
00:07:00
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So how are you dressing when you go to a door?
00:07:03
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He talks about how he's wearing construction vests.
00:07:06
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He has like the metal clipboard and that can work in solar.
00:07:13
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For me personally, I haven't rocked the construction vest.
00:07:16
Speaker
Maybe I'm embarrassed to do it because people dig dirt on it and I have to.
00:07:20
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I think it can work.
00:07:22
Speaker
What I do
00:07:24
Speaker
is you see me right now, if you're watching the video version of this, I'm actually in a t-shirt.
00:07:28
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More and more, I'm finding myself knocking in a t-shirt because what do typical door knockers do?
00:07:36
Speaker
They have the knocking polos, right?
00:07:38
Speaker
And maybe, I don't know, it might be a small difference, but for me, I'm saying it seems like I get a little more attention.
00:07:48
Speaker
Or a little less, I would say, people aren't quite as guarded coming to the door.
00:07:56
Speaker
If I'm in a t-shirt, small detail.
00:07:58
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And it's not like make or break, but all these little things add up.
00:08:01
Speaker
Okay, so I find myself knocking more into t-shirts.
00:08:05
Speaker
Hey,
Movement Strategies Between Doors
00:08:06
Speaker
you can experiment with some of those other things.
00:08:08
Speaker
You can take an extreme you.
00:08:10
Speaker
I guess you could try wearing the tool belt and all that.
00:08:13
Speaker
For me, it seems a little like bait and switch stuff.
00:08:18
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type thing.
00:08:19
Speaker
So I don't personally wear the tool belt or take it to that far.
00:08:24
Speaker
But especially after hearing Jeremy Minor talk about it, like, I'm going to stop, stop, stop talking trash on those guys, because it can work.
00:08:33
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And it can definitely help you get some more time, get some more attention at the door.
00:08:37
Speaker
Hey, but let's like consider what you're wearing.
00:08:41
Speaker
Do you look like a total sales bro out there?
00:08:44
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Total sales lady?
00:08:46
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Just think to yourself, okay, am I dressing a little bit different?
00:08:50
Speaker
Maybe you're wearing some nerdy shoes.
00:08:53
Speaker
Something I've seen Taylor McCarthy do, and I do a lot of times too, especially as it's colder weather, is I just tie the sweatshirt across my body.
00:09:05
Speaker
Number one, you know it's going to get colder when it gets dark.
00:09:09
Speaker
You got a sweatshirt there.
00:09:10
Speaker
But number two, you look like a total dweeb out there knocking with
00:09:14
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your sweatshirt.
00:09:16
Speaker
Maybe for you, it's you throw on a fanny pack.
00:09:18
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You look like a nerd.
00:09:20
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However you can dress, however you can appear to not seem like you're going to be selling them something, not seem like you're going to be pitching their ear off, it's going to help you.
00:09:31
Speaker
Think about that.
00:09:32
Speaker
How are you dressing?
00:09:34
Speaker
Number two is
00:09:36
Speaker
Well, this is cool strategy picked up from my buddy, Tyler Anderson here.
00:09:41
Speaker
He's selling in San Diego with us.
00:09:43
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Just shout out to Tyler.
00:09:44
Speaker
But just consider the way you are going door to door.
00:09:48
Speaker
Hey, I know a lot of people take Segways door to door.
00:09:51
Speaker
I've done that.
00:09:53
Speaker
But especially in saturated areas that have been hit super hard.
Crafting Unique Opening Lines
00:09:58
Speaker
Like if you were driving Segway door to door, people see you.
00:10:01
Speaker
Did they instantly think, oh, this guy's selling something?
00:10:04
Speaker
If the pest control boys, the Aptiv boys just came through all on Segways and you're also going through on a Segway, guess what?
00:10:12
Speaker
They're going to know you're selling something at the door.
00:10:14
Speaker
So I'm not saying don't use a Segway.
00:10:17
Speaker
I'm just saying you might want to consider how are you actually going door to door.
00:10:22
Speaker
And you might want to consider not knocking every door.
00:10:26
Speaker
What I like to do is jump around, first of all, because a lot of people aren't going to be home, depending on when you're knocking.
00:10:33
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So you're jumping to homes with cars in the driveway, stuff like that.
00:10:36
Speaker
But also, as people are watching you, it's like they don't think, at times, they don't think that you're going to every door to sell something.
00:10:44
Speaker
It's like I like to think of myself as the UPS guy.
00:10:47
Speaker
I'm going to a set list of homes.
00:10:49
Speaker
And I'm delivering my message.
00:10:51
Speaker
It's not for everybody.
00:10:52
Speaker
Have you considered driving door-to-door?
00:10:55
Speaker
My buddy, actually, he doesn't walk ever in door-to-door.
00:11:00
Speaker
He's taking this as his mantra.
00:11:03
Speaker
So that's the driving door-to-door strategy.
00:11:05
Speaker
We call it driving for dollars.
00:11:08
Speaker
And then the third thing in this is, what are you saying?
00:11:12
Speaker
Are you saying the exact same thing as every other solar guy that's coming to their door?
00:11:16
Speaker
Hey, how are you?
00:11:18
Speaker
My name's Taylor.
00:11:19
Speaker
I'm with Vivint Solar.
00:11:23
Speaker
Whatever.
00:11:24
Speaker
That's how most people introduce themselves door to door.
00:11:27
Speaker
So how can you be different?
00:11:30
Speaker
Some of my favorite lines that you can implement when you're out there today.
00:11:34
Speaker
And we're talking door to door.
00:11:37
Speaker
But if you are selling virtually, these are all things to remember to maybe you're doing call center leads, whatever.
00:11:43
Speaker
You got to be different over the phone, however you're presenting to people.
00:11:48
Speaker
But here's a few lines that have been working great for me at the door.
00:11:51
Speaker
Okay, first one is, hey, did you get the slip in the mail?
00:11:56
Speaker
Did you get anything in the door about what's going on?
00:12:00
Speaker
No?
00:12:00
Speaker
Okay.
00:12:01
Speaker
And you're not lying to them.
00:12:03
Speaker
The truth is people get stuff in the mail all the time.
00:12:05
Speaker
They throw it away.
00:12:06
Speaker
Especially out here where I'm selling.
00:12:08
Speaker
Guarantee they've gotten mail about solar.
00:12:11
Speaker
So it's not like I'm not being truthful.
00:12:15
Speaker
They get stuff in the mail about solar.
00:12:18
Speaker
Maybe it's not for me personally, but I mean, everyone has gotten stuff in the mail about solar.
00:12:23
Speaker
Another line to use.
00:12:25
Speaker
Hey, did you guys know John and Kathy?
00:12:27
Speaker
Did they tell you I was going to be popping my
00:12:29
Speaker
You name drop a neighbor, building credibility, and then you ask them if they got told that I was going to pop by, that you were going to pop by.
00:12:40
Speaker
Great line there, creates curiosity, breaks the preoccupation.
00:12:44
Speaker
Another thing you use is you pull up their name, like, hey, just making sure I'm at the right place.
00:12:51
Speaker
Is this still Carl Malone?
00:12:55
Speaker
Okay, cool.
00:12:56
Speaker
And then you can tie a lot of these together.
00:12:58
Speaker
You want to be creating that curiosity.
00:13:00
Speaker
You want to earn the rights to give your presentation.
00:13:03
Speaker
Okay, so those are just a couple different things to think about as you're at the door.
00:13:09
Speaker
How are you breaking their preoccupation?
00:13:12
Speaker
How are you creating that pattern interrupt?
00:13:14
Speaker
If you're not doing these things, record yourself, figure out what's going on, especially if you are not getting the attention of
00:13:24
Speaker
you think you deserve at the door, if you're getting just nowhere out of the bat, if you're getting not interested at the bat, there's a good chance it's probably because you're not breaking that preoccupation.
The Importance of SolarCon and Solcite Community
00:13:35
Speaker
You're not doing a good pattern interrupts.
00:13:39
Speaker
So hope those things help.
00:13:41
Speaker
The three things to think about again is how are you dressing?
00:13:44
Speaker
How are you pairing at the door?
00:13:46
Speaker
Is it different?
00:13:47
Speaker
Number two, how are you going door-to-door?
00:13:51
Speaker
Is it different than all the other guys that have sold door-to-door?
00:13:54
Speaker
Heck, maybe start skipping around.
00:13:56
Speaker
I don't know.
00:13:57
Speaker
Just be different out there, right?
00:13:59
Speaker
And then number three, what are you saying?
00:14:01
Speaker
Are you saying the exact same thing as every other door-to-door guy?
00:14:04
Speaker
And who knows?
00:14:06
Speaker
Maybe now that I've shared my secrets on the podcast,
00:14:10
Speaker
Maybe we're going to have to all come up with completely different lines because if everyone starts saying all this stuff at the door, then maybe it's not going to work for me anymore.
00:14:19
Speaker
So just don't be saying this too much in San Diego where I'm at because these are my lines.
00:14:24
Speaker
If everywhere else you're good.
00:14:26
Speaker
But hope that helps.
00:14:28
Speaker
Guys, go grab tickets for SolarCon.
00:14:31
Speaker
If you have not, I would deeply appreciate if you could go leave a review, a rating over on iTunes or Spotify, wherever you listen to this.
00:14:41
Speaker
Share the show.
00:14:42
Speaker
It helps us get the word out to more people and change more lives.
00:14:46
Speaker
And I appreciate you listening to the show today.
00:14:49
Speaker
We'll see you on the next one.
00:14:50
Speaker
We've got some great content.
00:14:52
Speaker
So make sure you tune in next Tuesday or Friday whenever you listen to this.
00:14:56
Speaker
All right.
00:14:57
Speaker
Peace out.
00:14:59
Speaker
Hey, solopreneurs, quick question.
00:15:01
Speaker
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.
00:15:10
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.
00:15:22
Speaker
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.
00:15:33
Speaker
And it's called Solcite.
00:15:35
Speaker
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 a day.
00:15:54
Speaker
Currently, Soul Society is open, launched, and ready to be enrolled.
00:16:00
Speaker
So go to soulciety.co to learn more and join the learning experience now.
00:16:08
Speaker
This is exclusively for solopreneur listeners, so be sure to go to soulciety.co and join.
00:16:15
Speaker
We'll see you on the inside.