Transcript
Speaker: On this episode of the Solarpreneur Podcast, we're going to address the two main concerns when it comes to lead gen.
Speaker: One, how to do it, how to create hundreds of leads every single month on demand, but number two, what a lot of you guys are going through right now, and I know this because you tell me it all the time, I get a lot of leads, but none of them wanna sit down with me, none of them wanna talk to me, and none of them wanna be sold solar.
Speaker: So, if that sounds like you, stick around for this episode of the Solarpreneur Podcast coming right up.
Speaker: What do you call an underground group of solar professionals on a mission to create a more sustainable world?
Speaker: We call ourselves solopreneurs.
Speaker: And while some might call us crazy, foolish, and dissatisfied with the status quo, we're the ones taking action to create a better future for ourselves and the world.
Speaker: Solopreneur is dedicated to give you, the solar professional, the tools, skills, technology, and mentorship to take the industry by storm and sell more solar with less effort.
Speaker: We are solopreneurs, and this is our story.
Speaker: What is good?
Speaker: Solarpreneurs, welcome to the show.
Speaker: If you guys are new, Solarpreneur is all about giving you top-tier sales and marketing strategies to help you scale up your income and your life in the solar industry specifically.
Speaker: My name is James Swidorski.
Speaker: I'm one of the co-hosts on the show.
Speaker: In today's episode, we want to talk about how to create consistent lead flow, right?
Speaker: Not just getting leads, but make it consistent at
Speaker: every single day so that you'd never go another day without a high quality appointment to sit down and have the ability to close and help move forward with solar.
Speaker: So I wanna identify some of those problems coming up.
Speaker: You're gonna have to excuse me, I have some notes here because I have a lot of good stuff to talk to you about today.
Speaker: And I'm not superhuman, I can't memorize a 30, 40 minute video here and I wanna make this as valuable for you as possible.
Speaker: So one of the problems that we have in the industry, right,
Speaker: And I've been in the industry for three years through various companies, right?
Speaker: Scaling up companies, having different clients, consulting, and then personally selling over a million dollars in commissions myself in my first 18 months of the industry.
Speaker: And I would say that I have arguably one of the best views and standpoints of the industry because I've been both in the field, right?
Speaker: In the trenches, like a lot of you guys, both as a business owner and starting out as a sales rep, but I've also had the privilege of working with hundreds of different companies and thousands of reps and
Speaker: across all different markets and can tell you that there are some common problems going on right now, especially when it comes to lead gen.
Speaker: So one of those main problems, right, is a lot of people do know how to generate leads in theory, right?
Speaker: We know that door knocking works.
Speaker: We know that running Facebook ads work.
Speaker: We know how to generate leads.
Speaker: And I always say it's like going to the gym, right?
Speaker: Everybody knows how to get in shape, right?
Speaker: Just stop eating crappy food.
Speaker: Start working out.
Speaker: You can choose the Atkins diet.
Speaker: You can do keto, right?
Speaker: You can do so many different types of diets and they're all going to work, guys.
Speaker: That's the thing.
Speaker: They all produce results, but the problem lies in consistency.
Speaker: And everybody knows right now in the industry that leads are everything.
Speaker: If you don't have leads to go and...
Speaker: sell to, then you don't have the ability to sharpen your sales skills.
Speaker: If you don't have leads to go to, you don't have the opportunity to actually close some deals.
Speaker: But the problem with the industry right now that most people are not talking about is efficiency, right?
Speaker: We can generate hundreds and hundreds of leads and
Speaker: If a gun was pointed to your head tomorrow and told you that you had to go generate 15, 20 leads a day for the next week, I guarantee that you would figure out how to do it because it's not rocket science.
Speaker: Everybody knows how to get in front of customers, but what people don't know how to do is get in front of the right customers, customers that are gonna buy from you and allow you to have 70, 80, 90% close rates and allow you to be a more efficient sales professional, whether you own your own business or you're a sales rep right now.
Speaker: Because I know a lot of you, right?
Speaker: Maybe you invest in some sort of lead gen program and you're getting hundreds of leads and that's cool, right?
Speaker: You fixed one problem.
Speaker: But the main problem right now is when you get hundreds of leads, you're now going to be inefficient because you got to follow up with all these leads, right?
Speaker: We know that you got to call them up within five, 10 minutes, right?
Speaker: The faster you can follow up with a lead that comes in.
Speaker: the better.
Speaker: And then you've got to go drive out to those appointments.
Speaker: You've got to use your team's resources, your team's time to follow up with these.
Speaker: And it's all a mess, right?
Speaker: And we take it because what's better, right?
Speaker: No leads or a ton of leads and keeps us busy.
Speaker: We're going to feel better about having a lot of leads, but what's happening right now, the epidemic in the industry is we're suffering from lows closing ratios.
Speaker: Okay.
Speaker: We're banking in all these leads, but we're closing like 1 in 20, 1 in 25.
Speaker: Maybe we're sitting down with even less.
Speaker: We get 100 leads.
Speaker: We sit down with 10, 15 appointments.
Speaker: Half of them fail credit.
Speaker: This is the kind of crap that I know you guys are going through.
Speaker: And I know if you're saying right now, James, I can't generate hundreds of leads.
Speaker: I'll show you how to do that later in this episode.
Speaker: That's not the topic of this episode, really.
Speaker: I want to talk about how to create high-quality, consistent leads.
Speaker: So...
Speaker: The problem with this, what is the problem?
Speaker: The problem is we're hiding from the core truth, which is our fundamentals are messed up.
Speaker: Okay.
Speaker: And what do I mean by fundamentals, right?
Speaker: I mean sales, our sales skills are messed up.
Speaker: And I also mean our communication skills, what we'll talk about, right?
Speaker: So the way to increase quality of leads and consistency really comes down to this.
Speaker: Understanding the concept that you might want consistent lead flow.
Speaker: Who doesn't want consistent lead flow?
Speaker: But 99.9% of solar professionals, you guys watching this video, don't want to put in consistent work towards leads.
Speaker: Okay?
Speaker: You might be saying, James, I put a ton of work in.
Speaker: I'm in the car.
Speaker: I'm going to appointments all the time.
Speaker: What are you talking about?
Speaker: Going to appointments.
Speaker: Going driving to an appointment right sitting on these Facebook groups chatting with other solar professionals That's not action towards lead flow The way to understand this is very simple When you put value into something you get value out So if you put value write your time energy and resources into towards lead generation You're gonna get leads back out very simple yet
Speaker: A lot of us expect leads to just somehow appear on our calendar without having to do anything, right?
Speaker: We think we could just fire up a Facebook ad, send out a few campaigns and all of a sudden, boom, our pipeline is stacked.
Speaker: When you know this too, if you've tried Facebook advertising, it's a skill, right?
Speaker: It's a hardcore skill.
Speaker: It's something that I know guys who spend years and years just mastering Facebook ads and that's all they do.
Speaker: And to think that you could just throw a couple thousand dollars at it and get leads, yeah, you might get some leads, but they're gonna be inefficient leads.
Speaker: They're not gonna end up turning into deals.
Speaker: They're gonna make you think that you're being efficient, right?
Speaker: That you're being effective, but you're really just being busy and unproductive.
Speaker: It's an old quote from Tim Ferriss that I love, right?
Speaker: Efficiency and productivity are not the same thing, right?
Speaker: Being busy is the ultimate form of laziness, okay?
Speaker: So I want to show you how you can boost up the quality of those, and it comes down to lead gen, right?
Speaker: and the core principle of it, right?
Speaker: When we talk about lead generation, what is it, right?
Speaker: We know that it's, all right, it's blasting out some message, it's attracting customers to me that we could convert into sales, right?
Speaker: And that's probably what your definition of lead gen is.
Speaker: My definition, which is pretty different, is lead generation is nothing more than an amplified version of what you currently are doing with sales.
Speaker: Lead generation is sales.
Speaker: So the reason I talk about it and the reason that a lot of you struggle with Facebook ads, you struggle with online lead generation is because you struggle with the principles of sales.
Speaker: Okay.
Speaker: If you can't door knock, if you can't knock on somebody's door and sell them on the idea of solar and close them on an appointment, what makes you think that you're going to be able to generate leads online with Facebook that are high quality, right?
Speaker: I know a lot of you hardcore door knocking guys right now are thinking, well, yeah, that's why I door knock, right?
Speaker: It's high quality.
Speaker: It's a sniper approach.
Speaker: I know they have the house.
Speaker: I know they're the right type of person and they convert, right?
Speaker: But I want to tell you that you can do the same thing online.
Speaker: You could do the same thing with Facebook ads.
Speaker: And the only reason you wouldn't be able to is if your sales skills are rusty, right?
Speaker: We know that what drives a Facebook ad, excuse me,
Speaker: And what drives online lead generation is your ability to write words that sell.
Speaker: Copywriting is what we call this.
Speaker: Copywriting is what converts that customer, what attracts them, what gets their attention, and what allows them to become a high-quality lead or just some other lead that you've got out there that's going to waste your time.
Speaker: You want to get the high-quality leads, and the way that you do that is mastering sales.
Speaker: Okay?
Speaker: I know a lot of solar professionals are thinking, well, dude, I already know how to sell.
Speaker: I just need leads to get in front of.
Speaker: But the reason you can't get leads to talk to you is because you don't know how to sell, right?
Speaker: It seems very counterintuitive, but it's the truth with this.
Speaker: The only thing that marketing is going to do, online lead generation is going to do, is it's going to magnify, put a magnifying glass on the holes in your sales process.
Speaker: So if you're needy and desperate in your sales, you're going to come off needy and desperate in your lead generation as well.
Speaker: I actually just got a mailer the other day of somebody inviting me over to a solar party, right?
Speaker: It was an advertising from a local solar company.
Speaker: and they were offering, I think it was like a $15 Starbucks gift card, right, to show up to this open house solar party, right?
Speaker: And immediately I can see that marketing message and here's what I could tell about that person.
Speaker: One, I know they're not closing a lot of deals.
Speaker: Okay, because they're coming off as needy and desperate.
Speaker: We know the margins in the industry are ridiculous, right?
Speaker: We're getting three, four, $5,000 in a sale if you own a company or more.
Speaker: As a sales rep, you got 15 to two grand, right?
Speaker: And they're only willing to shell out $15 to acquire a lead that could turn into $2,000, right?
Speaker: That's a 200x ROI, okay?
Speaker: That is ludicrous.
Speaker: In any other industry, a 3, 4x return on your investment would be amazing, right?
Speaker: In solar, we can afford to spend way more on leads and acquiring a customer, and this person is so scarcity-minded, right?
Speaker: They're so limited in their thinking.
Speaker: You know they're not closing a lot of deals and living in abundance, so they're only willing to shell out just a little bit
Speaker: just test it see if it works right and no homeowner on their freaking earth right in their right mind is gonna show up to an event for a $15 Starbucks gift card right it's honestly the truth and I could tell this person doesn't know how to sell solar because that's how they're marketing it's a direct reflection so get back to our topic at hand here if you are having a hard time with lead generation take an honest look at your sales process and
Speaker: If you can't close a customer, right?
Speaker: If you can't go generate leads without paid advertising, you're not in a position mentally and you're not in a position tactically with your skills to go and do online Facebook ads at this point.
Speaker: Okay.
Speaker: You've got to nail in the fundamentals.
Speaker: So what are those core principles of sales?
Speaker: Let's talk about those real briefly.
Speaker: This isn't going to be the topic at hand, but I'm going to talk about sales in the context of lead generation and what
Speaker: sales skills are most important for Facebook advertising or YouTube ads or Google ads or whatever you're doing or email marketing, whatever your method of choice is, these are the principles that need to be in place.
Speaker: One is gonna be communication with people.
Speaker: You need to understand people at a deep, deep level.
Speaker: This is why sales is so key for turning into a master marketer, right?
Speaker: Because if you understand human psychology, what makes them buy, what emotions make them tick with solar, right?
Speaker: What logistics, what logical sense do they need to know to make a decision, right?
Speaker: How to create urgency with a homeowner.
Speaker: If you can't get a homeowner to sign on the spot in front of them at the kitchen table, how are you going to get homeowners to make a decision to get an appointment with you online?
Speaker: right and feel the need to do that right now compared to just waiting.
Speaker: You can't right.
Speaker: You have to understand people.
Speaker: You've got to understand how to read body language, right?
Speaker: Tonality, how to simplify your message.
Speaker: Okay.
Speaker: A lot of you guys overcomplicate a message with sales and you start talking all the fluff and the technical terms, excuse me.
Speaker: You got to be able to simplify, make it easy at a fourth grade communication level, right?
Speaker: Next is if you don't understand these skills, right?
Speaker: Communication, psychology, what in the hell makes you think you can communicate with people at scale?
Speaker: If I can't communicate with somebody across the table, I can't communicate with hundreds of people.
Speaker: around the world, right?
Speaker: Online.
Speaker: And the only reason it would work is it's basically just inefficient, right?
Speaker: Numbers, of course, are going to work in your favor.
Speaker: If I go blast out a message to 2,000 people or 200,000 people in an audience of 200,000 people, of course, I'm going to get some people that come in, right?
Speaker: But let me ask you this.
Speaker: Would you rather have one in 10,000 homeowners take action, get an appointment with you?
Speaker: Or would you have that
Speaker: rather have one in 1000 or one in 100, right?
Speaker: If you can choose to be more efficient with your lead gen, right?
Speaker: And not have to put up with just crazy numbers.
Speaker: Wouldn't you rather do that?
Speaker: I would rather have all of the odds in my favor.
Speaker: I'd rather stack the deck in my favor and have everything working for me, right?
Speaker: Why would I want to have to put up with one in a hundred leads generated as converted when I can have one in 10.
Speaker: Okay.
Speaker: I'm here to tell you that the alternative is possible and it comes down to sales communication.
Speaker: Next is self belief and your view of the world, right?
Speaker: And before you turn this off, this has everything to do with lead generation because if you don't believe in your product, solar,
Speaker: If you think sales is slimy, right?
Speaker: If you think sales, if you get kind of like, I don't know about sales, right?
Speaker: That's going to show up in your marketing every single time.
Speaker: It's going to affect your ability to generate leads.
Speaker: If you think that marketing itself is kind of gimmicky, like you're setting up those old clickbait ads, right?
Speaker: Hey, click here and you're never going to want to miss this, right?
Speaker: If you feel gross about that, when you do that, you're not going to be able to send the right message, right?
Speaker: You're not gonna be able to send a message that converts high quality people and you're only gonna attract buyers that also feel gross about it.
Speaker: And it's not gonna be a good scenario with converting those leads.
Speaker: And then if you're satisfied with where you're at in your life and your sales currently,
Speaker: you're not gonna take the time to develop those lead generation skills.
Speaker: You're not gonna take the time to go out and consistently generate leads every single day if you have no reason to, if you don't know what your purpose is, if you don't know why you're in solar, right?
Speaker: If you don't have a alternative goal, right?
Speaker: Besides making money, why are you in this industry?
Speaker: These are the questions you have to ask because if your belief system is messed up, your sales will be messed up.
Speaker: That's the core principle of sales.
Speaker: That's what separates
Speaker: Top 1% guys from everyone else is the top 1% view themselves differently.
Speaker: That's simply it.
Speaker: They have different habits, different rituals, different beliefs, different motivations.
Speaker: The reason they have that is they view themselves a certain way compared to the other 90% which suck.
Speaker: They view themselves as that.
Speaker: Marketing is just going to amplify that.
Speaker: If you're a top 1% sales closer right now,
Speaker: and you do marketing, you're gonna be the top 1% marketer.
Speaker: Everybody's gonna know it.
Speaker: The only difference is hundreds of thousands of people now know you're the guy for solar.
Speaker: Get the point?
Speaker: So we're going to take a break here in a minute, and I'm going to talk about some of the tactics to actually creating the consistent lead flow.
Speaker: I just wanted to cover some of the mindsets, the beliefs, and the methodology around this, realizing that one sales is everything.
Speaker: If your communication skills aren't set up, your self-belief and your mindset and your view of the world is not set up correctly, trying to go do Facebook ads or some lead generation is just going to amplify that message.
Speaker: You're just going to be
Speaker: less efficient.
Speaker: You're going to waste more of your time going to low quality leads.
Speaker: You're going to waste your team's resources by following up with these leads and you don't have to put up with it.
Speaker: It can be changed if you focus and dial in your sales first.
Speaker: Let's get to the break and we'll get back to the episode.
Speaker: Hey listeners, it's James Swiderski here.
Speaker: I promise we'll be right back to this fire content you're enjoying, but I'd be remiss if I didn't tell you about the number one training platform that I trust my own clients as well as my own solar team with, and it's called the Solar Spartan System.
Speaker: Now the Solar Spartan System is not your traditional course.
Speaker: It's a solar sales transformation experience that's combined over 11,000 hours of research on today's top sales and marketing professionals and condensed their strategies into one streamlined system that practically forces you
Speaker: Yeah, that's right.
Speaker: Forces you to have success in reaching your goals.
Speaker: And the best part is, guys, it's designed specifically for solar.
Speaker: And it's been tested on over 800 solar professionals to date.
Speaker: Now, you might be saying, James, that's cool, but...
Speaker: How does it force me to have success?
Speaker: And this is where it gets pretty ninja, my friends, so listen up.
Speaker: So here's what makes the Solar Spartan system so effective, okay?
Speaker: It's the combination of applying the minimum amount of inputs, right?
Speaker: Minimum effective dose of what it takes to get you to that next level.
Speaker: Combining that with the power of social accountability and then top-notch strategies used by today's solar professionals, solopreneurs, right?
Speaker: So what does this mean for you?
Speaker: No more watching 15-hour courses.
Speaker: No more banging your head trying to figure out how to apply Grant Cardone's strategies over here and Dan Lok's strategies over here to solar specifically.
Speaker: And no more guesswork.
Speaker: The Solar Spartan system is 100% action oriented, meaning you won't be given more content to study than what you need to actually reach your next four deals, 10 deals, 16, 20 deals, whatever your goal is, there's a milestone for it within the system.
Speaker: And to give you guys an idea of what you can expect out of this, I've taken some of my lowest producing reps and clients from closing one to maybe struggling to get that third or fourth deal a month, all the way to closing 18 to 20 deals a month in less than 90 days.
Speaker: It's that good.
Speaker: That's why I want to go ahead and offer you guys, solopreneur listeners, a special discount on the Solar Spartan System.
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Speaker: You could try it out for 30 days.
Speaker: Again, guys, don't put your success on hold.
Speaker: This is something I would not promote on the podcast if I didn't fully believe in it.
Speaker: It's something I trust my clients, but as well, my own solar company, my own reps, they go through this exact same training.
Speaker: So again, head over to solarspartansystem.com to get started and my team and I will see you inside.
Speaker: Let's get back to the show.
Speaker: All right.
Speaker: Welcome back, solopreneurs.
Speaker: My name is James Swarovski.
Speaker: If you're just tuning in here, this is the solopreneur podcast, solopreneur channel, wherever you're watching this.
Speaker: And solopreneur is dedicated to one thing.
Speaker: The reason I started that is to help solar professionals.
Speaker: Create the life of their dreams through sales marketing strategies that have been proven and tested on the industry and take the guesswork out of this industry and help you achieve your goals and the ability and the potential that got you in the industry in the first place.
Speaker: I know a lot of you guys understand the potential of solar, right?
Speaker: That's why you got into it.
Speaker: You know the potential money that it can make, the potential impact, and it's unlike any other career choice you could be in, but all you need, right, is a few golden nuggets, sales strategies, marketing, and if I could provide those golden nuggets to you to help you get to the next career, that makes my life, right?
Speaker: That makes my purpose, and that fulfills me as a person, and it's why I get up in the morning to do this for you guys.
Speaker: So if it sounds like you, let's get kicking into the episode a little bit further here with some of the tactics on how to create consistent lead gen, right?
Speaker: We talked about sales principles and how they affect your marketing and your lead gen.
Speaker: We talked about consistency and some of the mindsets that need to be there.
Speaker: But what are the tactics?
Speaker: How do you create leads on demand and how do you do it high quality and efficiently, right?
Speaker: Not keeping yourself busy, right?
Speaker: making yourself efficient where you generate three, four leads and you could close half of those, right?
Speaker: These are numbers that would be game changing for you because you wouldn't have to follow up with all of these leads in the pipeline.
Speaker: You wouldn't have to waste your resources.
Speaker: You could focus in on the most important thing at that time and create revenue right off the bat.
Speaker: So the next thing I want to talk about here is.
Speaker: And it's a huge mistake that a lot of guys make and it's prioritizing lead generation, right?
Speaker: You might be saying, James, I care all about lead generation.
Speaker: But if I were to give you this scenario, what would you do?
Speaker: And I want you to answer honestly and think about it with yourself.
Speaker: If you had three appointments this evening,
Speaker: So you had one at four o'clock, six o'clock, and eight o'clock, okay?
Speaker: And you had to drive a considerable amount of time to those appointments like a lot of you guys do that aren't selling virtually over the phone.
Speaker: If you had to choose between going to that appointment or going to knock doors or going to work on your Facebook ads or going to study some copywriting and work on your lead generation or going to blast out an email, which one would you do?
Speaker: Most of you, nine out of 10 of you would choose the alternative.
Speaker: You would say, let's go to the appointment because I could close that, right?
Speaker: And that's immediate cash in my hand.
Speaker: And that's the problem.
Speaker: Most solar professionals will prioritize anything other than lead generation first, okay?
Speaker: And like we talked about, you want consistent leads, but you're not willing to take consistent action to get them.
Speaker: If you're willing to drop everything, right, for an appointment and not go to generate leads like you know you're supposed to, guess what happens a week from now?
Speaker: your pipeline is low and you don't have those appointments and you get this roller coaster, right?
Speaker: We've heard about the solar coaster where we get ups, huge ups, huge wins, and then huge downs.
Speaker: And the cure to the solar coaster is to do consistent lead generation activities every single day, right?
Speaker: Six days a week if you don't work Sundays, seven days a week if you work every single day.
Speaker: Regardless, if you're working and selling solar on a day,
Speaker: You got to be doing lead generation on that day as well.
Speaker: Okay.
Speaker: Because if you could get high quality, even just five high quality leads every single day, right?
Speaker: Not the low quality crap.
Speaker: I'm talking about stuff that four out of five will sit down with you.
Speaker: That's a lead.
Speaker: My definition of a lead is somebody who is interested in solar.
Speaker: Not somebody who just wants to check it out, right?
Speaker: Where they be curious about it and they like to listen to a sales pitch for entertainment, right?
Speaker: That's what a lot of you guys are doing.
Speaker: You're going to those people and they're wasting your time and you know better than that and you're worthy of more than that, right?
Speaker: Be a solar consultant of worth and actually change the way that you do business.
Speaker: Get high quality people in front of you because you're a high quality solar rep and that's how you operate.
Speaker: That's the level of thinking as solopreneurs are doing.
Speaker: So the way to fix this is simple.
Speaker: Take action towards filling your pipeline every day.
Speaker: It doesn't have to be all day.
Speaker: I like to do one, two hours a day, maximum, right?
Speaker: I'll do two hours a day of organic lead generation.
Speaker: This is me out there networking.
Speaker: This is me being online with social media, maybe producing a piece of content.
Speaker: advertising that this is working on my Facebook ads, optimizing them, split testing them, making sure that I'm not just letting them sit there.
Speaker: I'm in continually improving them, checking my statistics, right?
Speaker: Making sure that that is going to be the best message for my marketplace.
Speaker: And then I look at the quality, right?
Speaker: Maybe I go back to those leads that are coming in from my campaigns.
Speaker: I look, all right,
Speaker: Cool, we sat down with 20, 30% of these guys this week.
Speaker: What can we do to make this 50%, 75%?
Speaker: I'm not just happy with just getting more leads on top of it.
Speaker: We'll do that, but I also wanna get the conversion rates higher.
Speaker: That's what a lot of you advertisers out there are skipping on.
Speaker: You think that every lead is equal, right?
Speaker: Every lead's a lead.
Speaker: I'm willing to pay 10, 20, 30 times more for a lead that's gonna sit down with me and not waste my time in my team's pipeline, right?
Speaker: I'll pay two, $300 for a lead.
Speaker: That's gonna turn into a deal compared to $301 leads.
Speaker: Get my point?
Speaker: You want high quality.
Speaker: So prioritize lead generation every single day.
Speaker: Don't sacrifice this time.
Speaker: This time is sacred.
Speaker: It should be the most important thing on your calendar.
Speaker: That means if a homeowner wants to meet during your lead generation time, boom, you reschedule the appointment because your lead generation time is more important
Speaker: Then that meeting with that homeowner, that homeowner can wait, right?
Speaker: They can reschedule.
Speaker: And by doing that, it's going to show that you're a higher status sales professional because you're not willing to drop everything to go and fulfill that customer's needs, right?
Speaker: You're willing to put your...
Speaker: customers, your sales, right?
Speaker: More leads in the pipeline ahead of everything else.
Speaker: Because if it comes down to it, you're going to go help one homeowner when you have the ability to go get 10 more homeowners to help, which one's going to be the better option, right?
Speaker: I'm going to take the 10 every single time.
Speaker: Okay, number two is obviously use paid advertising.
Speaker: Paid advertising is amazing, right?
Speaker: Whatever platform you're doing it on, Google, YouTube, you're doing like Yahoo banner ads, you're doing Facebook ads, right?
Speaker: You're doing email marketing, it all works, okay?
Speaker: If you have the sales principles set up like we talked about, you understand basic human psychology, you understand communication skills, it will work.
Speaker: But only after you've honed in those skills and you have a system in place for sharpening your sales skills.
Speaker: So if you're like a 20, 30 year old sales veteran right now and you haven't sales trained, trained on your sales skills in that long, I got news for you.
Speaker: Like there's a lot of stuff that's changing.
Speaker: The market's changing.
Speaker: And as long as buyers are evolving and changing in this marketplace and industry is changing,
Speaker: so does your sales skills you need to be training every single day role playing that's why i talked about the spartan system right it's truly the number one sales training platform for reps for companies and keeping everybody sharp right my guys are able to close 80 90 of their deals because they train their asses off every single day one two hours a day dedicated towards their craft the last episode we talked about closing right
Speaker: Closing is the number one thing you need to be doing as a consultant, as a sales rep.
Speaker: And if you're not training at that and you think you could just show up and wing it, you're gravely mistaken.
Speaker: And my guys and my team are going to come and eat your lunch because they strategize, they train their asses off every single day.
Speaker: That's the bottom line.
Speaker: That's the truth.
Speaker: So use paid advertising.
Speaker: I absolutely promote it.
Speaker: I show you how to do that in the Spartan system.
Speaker: But after you've honed your sales skills, I always say the rule of thumb is this.
Speaker: If you can't make 100 grand a year without paid advertising and commissions, right?
Speaker: That's about a million, a million point two in revenue for the company.
Speaker: If your sales reps can't do that, they shouldn't be using paid advertising.
Speaker: You should not be investing in Facebook ads if you're not on track to make 100K in commissions.
Speaker: You don't have to wait a whole year, right?
Speaker: Maybe go two, three months.
Speaker: It's usually what I have my guys wait for before we feed them leads.
Speaker: And once they're on track to make that 100,000, which is usually four to six sales a month, then we could talk about paid advertising.
Speaker: But until then, you're just going to show all of the holes and the flaws in your sales cycle and your communication skills by, boom, slapping paid advertising on it.
Speaker: And the way you do that is master organic prospecting.
Speaker: We have a lot of content on Solopreneur, so I'm not going to talk about that.
Speaker: But organic prospecting methods are the tried and true methods that work.
Speaker: They're consistent.
Speaker: They're reliable.
Speaker: They're not as scalable like paid advertising, but they're going to give you the skills you need to just smash the competition and not sound like every other Joe Blow on Facebook right now.
Speaker: Those are door knocking, networking, social media.
Speaker: Social media is...
Speaker: Instagram, Facebook, LinkedIn, talking with people, networking with them, right?
Speaker: Even before you go there, you should understand networking.
Speaker: You should be able to go to a live event, shake someone's hand, actually talk to them, add value to them, have proper communication skills, right?
Speaker: Communication skills are everything in marketing, sales, lead gen.
Speaker: And I know a lot of people from my generation and younger, right?
Speaker: They lack those communication skills and it's sad because that's what's holding them back from literally everything they want to achieve.
Speaker: And it might be holding you back as well.
Speaker: Own in your craft door knocking, networking, then talk about paid advertising.
Speaker: Guys, this is my philosophy and methodology that we've been using for years with lead gen that I've used to scale up three eight figure solar companies that used to become a millionaire at 20 years old in this industry.
Speaker: And they work, guys, if you follow, if you're consistent with your lead generation, if you do activities every single day, if you sharpen your sales skills, if you sharpen your Facebook skills, any of your lead generation skills, then you will become a true master.
Speaker: Guys, if you enjoyed this content,
Speaker: and this type of content we're going to create more videos like this for you as well for you guys over on youtube whatever audience you're at please go over to itunes if you're listening to the podcast leave us a five-star review if you're on youtube give us a like thumbs up comment down below what kind of content you would like to see in the future what i can help you out with what are some of the strategies what yes you would like to see on the show we are dedicated towards making the solarpreneur channel and podcast
Speaker: a true movement to give you the tools, strategies that you need to kick some ass in this industry and make your goals a reality.
Speaker: Guys, I'll catch you in the next episode.
Speaker: And until next time, keep crushing it.
Speaker: Wow.
Speaker: What another value packed episode of the solarpreneur guys.
Speaker: If you couldn't tell, we spent a lot of time and energy to put these episodes out to hopefully give you just one strategy, one golden nugget.
Speaker: That's going to launch your solar career to the next level.
Speaker: And we do it all for free.
Speaker: And if you found any value in this episode or it's helped you in any way, all I ask in return is that you just take 30 seconds of your time and leave us a review on iTunes so that we can help more solopreneurs like you to change the world.
Speaker: And as a gift for leaving us a review, we have a special training package exclusive for solopreneur listeners over at solopreneurs.com.
Speaker: Remember, you need to leave us a review on iTunes to qualify for the training package.
Speaker: So take care of that now and we'll see you on the next episode.
