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Overcoming Objections While Asking For Referrals
104 Plays1 year 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
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
From Financial Struggles to Success in Solar Sales
00:00:08
Speaker
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 fell.
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.
Strategies for Referrals and Overcoming Objections
00:00:41
Speaker
Hey, what's going on solopreneurs?
00:00:42
Speaker
Today we're going to be going over some live footage of a referral ask, and specifically how to overcome some of the objections that you might be coming to face with as you are asking for referrals.
00:00:58
Speaker
So hopefully it's a value and hopefully everyone is asking for referrals when you are selling.
00:01:05
Speaker
It's the easiest way to get new business so everyone should be asking for them.
00:01:10
Speaker
Okay welcome to the show my name is Taylor Armstrong 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.
00:01:21
Speaker
And whether you are first time listener or repeat listener, thank
Engagement and Feedback Requests
00:01:26
Speaker
you for joining us.
00:01:26
Speaker
We are free and available on Apple, iTunes, Spotify, coming at you every Tuesday and Friday with fresh new content.
00:01:35
Speaker
And it has been a little bit since we've gotten some new feedback, some new reviews.
00:01:41
Speaker
So would appreciate it if you have not already.
00:01:44
Speaker
Go leave us a review over on Apple, Spotify.
00:01:49
Speaker
We are posting most of these podcasts as video now as well to YouTube.
00:01:56
Speaker
So you can leave comments there.
00:01:58
Speaker
But would always appreciate your review.
00:02:00
Speaker
Maybe that's why we haven't had any new reviews because maybe everyone's watching them on YouTube.
00:02:04
Speaker
So if that's the case, let us know that too.
00:02:07
Speaker
Then we'll focus more on YouTube.
Job Opportunities in the Solar Industry
00:02:09
Speaker
But then the other ask I had before we jump into the content here is if you are someone that is not with a company currently, if you are looking for a home or a place to sell, please shoot us an email or shoot me a message.
00:02:25
Speaker
And we will actually put...
00:02:27
Speaker
An application should be live, but in the comments or in the show notes, you should see an application to come work with our team.
00:02:36
Speaker
We are here in San Diego.
00:02:37
Speaker
We are crushing tons of deals.
00:02:39
Speaker
There's guys making life-changing money, hundreds of thousands in their first year.
00:02:44
Speaker
So go click on the form.
00:02:47
Speaker
You can submit an application there.
00:02:49
Speaker
But even if you are in a different market, different state than California, you
00:02:53
Speaker
We can connect you with some of the top people or some of the top teams.
00:02:58
Speaker
I actually did a call recently with someone in Houston and he's brand new to solar.
00:03:06
Speaker
Didn't really know where to go.
00:03:07
Speaker
Doesn't have a team currently.
00:03:09
Speaker
So it just got me thinking, man, I wonder how many people are listening to this that need to are searching for a team, searching for a home and are just searching for, you know, answers and the knowledge they need to have success in this industry because it's not easy alone.
00:03:25
Speaker
So hit me up whether you are in California or open to coming to California or if not, let us know either way and we can connect you with other top teams and other top leaders in the industry.
00:03:38
Speaker
Okay, so let's jump into this show.
The Referral Process in Sales
00:03:41
Speaker
All right, so just a little background on this before we play some live content, some live footage.
00:03:47
Speaker
This lady, she's older, 85 years old.
00:03:51
Speaker
I ended up closing this deal.
00:03:53
Speaker
She did actually reach out to me to cancel, unfortunately.
00:03:57
Speaker
So working on seeing if we can save her, but old people can be tough.
00:04:02
Speaker
Her main reason for canceling is that she thinks she could die within a year.
00:04:07
Speaker
Pretty morbid.
00:04:09
Speaker
And then the other thing is the home is being transferred to her sister when she passes away and her sister doesn't want her to do it.
00:04:15
Speaker
A little bit tougher thing to overcome, but that's besides the point.
00:04:19
Speaker
So what happened?
00:04:21
Speaker
Closer.
00:04:21
Speaker
And I was in this home for a very long time, like three plus hours, probably spent more time than I should have.
00:04:28
Speaker
But by the time we got to the end, I'm like, OK, you know what?
00:04:30
Speaker
Since I've been in here this long, there's no way I'm leaving this home without getting multiple referrals to.
00:04:37
Speaker
So I go in my referral ask and we've gone over this in several episodes in the show.
00:04:45
Speaker
I believe you should be seeding the referral throughout your process, right?
00:04:49
Speaker
If you get to the end of the cell, if you close them, and then this is the first time they're hearing about referrals, it's almost too late for that.
00:04:57
Speaker
So the same way you frame the deal and you tell them what's going to happen in the appointments, you tell them that you're going to submit applications, you're going to get the process started.
00:05:06
Speaker
You need to also seed that referral process that you're going to ask them for referrals before you leave the home.
00:05:13
Speaker
and that you're a referral-based business.
00:05:14
Speaker
Okay, so you're going to hear what goes on.
00:05:18
Speaker
You're going to hear a few objections.
00:05:20
Speaker
You're going to hear a few stalls where she can't really think of people and just some different ways that's helped me a little bit with this.
00:05:33
Speaker
Okay, I mean, last thing I feel like this, so they do a referral program actually, we actually mostly work word of mouth.
00:05:39
Speaker
So that's why obviously trying to do a really good job.
00:05:42
Speaker
But yeah, what they do is if you have family, neighbors, whatever, it's
00:05:50
Speaker
insurance.
00:05:50
Speaker
Yeah.
00:05:51
Speaker
Um, so they, they have a skit just like, I know you can maybe talk to your brothers out here.
00:05:57
Speaker
Do they have a lake houses out here?
00:05:59
Speaker
My brothers?
00:06:01
Speaker
No.
00:06:01
Speaker
No.
00:06:02
Speaker
Why does it live in Montana?
00:06:04
Speaker
Okay, so you hear the ask.
00:06:06
Speaker
I bring up that we work word of mouth.
00:06:09
Speaker
At this point, you should be reminding them.
00:06:11
Speaker
And I didn't see this as much as I should have.
00:06:14
Speaker
It could have done a better job.
00:06:15
Speaker
But you want to be reminding them, hey, remember how I mentioned how we work mostly word of mouth?
00:06:19
Speaker
Yeah, so like I said earlier, today they have us get a few different people that may be able to benefit.
00:06:27
Speaker
What's really cool is they give you $500, however you want to do it.
00:06:31
Speaker
I personally do 500 and then I as they as people get more give more referrals, I'll increase it and then I get them excited about a vacation.
00:06:44
Speaker
Got this from my
Partnership with Solar Scout
00:06:45
Speaker
friend Matt Crowther.
00:06:46
Speaker
You can listen to his episode.
00:06:47
Speaker
We can also include that in the show notes.
00:06:50
Speaker
So some of you already know that I run my own door to door sales team here in San Diego.
00:06:55
Speaker
And as we are gearing up for the summer, I realized if we do the same thing we always did, we're going to get the same results.
00:07:02
Speaker
But if I want to increase my deal flow, I need to do something different to get an advantage.
00:07:06
Speaker
Then we discovered an app called Solar Scout, but it's not a door knocking app.
00:07:11
Speaker
It's a data platform that shows us who is likely to go solar in our market.
00:07:15
Speaker
It shows us who has previously applied for solar but later canceled the deal, who has moved in recently, and even how much electricity the homes are using in a given neighborhood.
00:07:25
Speaker
It's been working for a lot of teams across the country, and now I'm on board too.
00:07:29
Speaker
I'm going to be one of the first to use SolarScout in San Diego, so I decided to partner up.
00:07:33
Speaker
But I told them, hey, if I'm going to talk about SolarScout on my show, you need to give my listeners a great deal.
00:07:39
Speaker
And they did.
00:07:40
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.
00:07:49
Speaker
That's solarscout.app forward slash Taylor.
00:07:53
Speaker
Okay, back to the show.
00:07:54
Speaker
But yeah, and then you hear me start bringing up her brothers.
00:07:59
Speaker
So this is what's cool.
00:07:59
Speaker
If you built great rapport with somebody, you should already know the potential people that they might want to refer.
00:08:06
Speaker
Okay, we'd already talked about her brothers.
00:08:11
Speaker
I didn't know where they lived, so had to figure that out.
00:08:14
Speaker
And then she also mentioned she had a sister.
00:08:17
Speaker
So you start with the people that maybe they'd already brought up and you start seeding the people that maybe she could refer.
00:08:25
Speaker
The other one that lives here is, in fact, he's just moving right now from one apartment to the next.
00:08:30
Speaker
He doesn't even own a bed, so.
00:08:31
Speaker
All right.
00:08:33
Speaker
Okay.
00:08:33
Speaker
Well, maybe.
00:08:35
Speaker
Do you have any other, like, I don't know.
00:08:38
Speaker
I don't think my sister has solar on her place now.
00:08:40
Speaker
I think about it.
00:08:41
Speaker
I don't think she has it.
00:08:42
Speaker
Okay.
00:08:42
Speaker
Whether she would be a good place, a good candidate for it, I don't know because she has a lot of trees.
00:08:48
Speaker
They've taken a lot out, but they have a lot of trees, so I don't know how much.
00:08:51
Speaker
sun they actually get.
00:08:53
Speaker
I have to check with her.
00:08:55
Speaker
Maybe the front part of their house gets more sun.
00:08:57
Speaker
It probably does.
00:08:58
Speaker
I have to check with her.
00:09:00
Speaker
Okay.
00:09:00
Speaker
You can check with her.
00:09:01
Speaker
What they have is there to just put like
00:09:10
Speaker
with it then we get on get in touch get them some info and then they do some other things where we keep like a running list for you if you ever got to like 10 people that end up doing them then they actually have a way you can get maybe you don't like travel you do much vacationing you're not around anymore do you like
00:09:27
Speaker
Okay, and then right here, this lady is 85, so you got to read the crowd.
00:09:31
Speaker
So I probably shouldn't even brought that up.
00:09:33
Speaker
But for this lady, come to find out, she didn't even care about vacations at 85.
00:09:38
Speaker
She's not really going on trips.
00:09:40
Speaker
So you got to customize it to the people you're selling to.
00:09:45
Speaker
If they don't like to vacation, then maybe you give them something else.
00:09:49
Speaker
So I just told her, hey, it's like a $3,000 trip, or we can put that towards other things.
00:09:55
Speaker
and started you heard me mentioned she was complaining about insurance earlier so you heard me mention that we could cover some of her insurance so you got to play to the crowd and really see what they like what they enjoy and hopefully
00:10:13
Speaker
The idea is trying to get them excited and bought in about potential referral bonuses.
00:10:19
Speaker
And this lady, I'm going to skip to another section because she did go off on like a five minute tangent about how, why she doesn't like going on vacations anymore.
00:10:28
Speaker
So I'll skip over some of that.
00:10:30
Speaker
Probably don't want to hear five minutes of that explanation, but this is where we end up.
00:10:35
Speaker
Okay.
00:10:35
Speaker
Well, anyway, so yeah, they do a vacation, but yeah, if you don't really vacation, then it's like a $3,000 check they would just write you if you didn't.
00:10:45
Speaker
Yeah.
00:10:46
Speaker
Cause I've not like ran up once, but we keep track and you always talk to more neighbors, whatever.
00:10:51
Speaker
Um, so yeah, we just get like a list started for you.
00:10:53
Speaker
Maybe like three to four people that you think are potential.
00:10:58
Speaker
I don't know that I know that many people anymore.
00:11:01
Speaker
Yeah.
00:11:01
Speaker
Or you got, you know, my vacation would be to, uh, have to fly first class.
00:11:11
Speaker
Okay, now she's going back to explaining about why she's not traveling.
00:11:15
Speaker
But yeah, and then you need to start priming on this lady.
00:11:19
Speaker
She talked about her yoga class.
00:11:21
Speaker
So I bring that up.
00:11:24
Speaker
And then she starts thinking of a few more people.
00:11:28
Speaker
Eventually, we have her go through her phone book.
00:11:31
Speaker
Let me see if I can find that section.
Advanced Referral Tactics
00:11:33
Speaker
I'm not sure I can sometime know.
00:11:40
Speaker
for the contact set aside.
00:11:41
Speaker
Yeah.
00:11:42
Speaker
I see.
00:11:42
Speaker
That's what helps a lot of people.
00:11:45
Speaker
Some of these people right there are dead.
00:11:49
Speaker
Okay.
00:11:50
Speaker
So you'll get that.
00:11:52
Speaker
Holder people, they're going to pull up their contact list and there's going to be a lot of dead people, sadly.
00:11:59
Speaker
So, but the point of this is it did help jogger memory.
00:12:05
Speaker
Eventually we ended up getting three people.
00:12:08
Speaker
from this and the whole thing we went through probably 20 minutes and just thinking of all the people we could potentially get that she could refer.
00:12:18
Speaker
So not everyone is going to give you 20, 30 minutes to like go through their contacts and talk.
00:12:24
Speaker
But if you get people that are just really talkative that you've spent a ton of time with, you can see they got no hurries.
00:12:30
Speaker
They're down to just hang out and talk all day.
00:12:34
Speaker
Make sure you milk them for referrals.
00:12:36
Speaker
Because you could potentially get three, four, five.
00:12:39
Speaker
I've had people give me 10 to 15 referrals just right off the bat like this.
00:12:44
Speaker
And you got to be assumptive with it.
00:12:47
Speaker
But in this, you don't ask for the same concepts as setting an appointment or closing a deal.
00:12:54
Speaker
Typically, it's best to just roll with it, be assumptive.
00:12:58
Speaker
I don't ask for permission.
00:12:59
Speaker
I will say, hey, is it okay if I get the phone number?
00:13:01
Speaker
And I think there's a few audio clips of this.
00:13:08
Speaker
But instead of asking, hey, what's, can you have a, can you give me the phone number?
00:13:13
Speaker
Right.
00:13:14
Speaker
I just asked for the name first and then immediately, okay, what's the best phone number for her?
00:13:19
Speaker
And I'm not asking permission for the number.
00:13:22
Speaker
I'm telling her, yeah, ask, tell them what to do.
00:13:26
Speaker
Don't ask for permission.
00:13:28
Speaker
more likely to get it if you do it that way.
00:13:30
Speaker
And then it's best to just pre-handle their concerns.
00:13:35
Speaker
Because what are people worried about?
00:13:36
Speaker
They're worried that you're going to bug their friends, that you're going to make them look bad.
00:13:40
Speaker
So let them know before you do that, ask for the phone number before you do that little assumptive, ask for the number.
00:13:49
Speaker
Make sure they know, hey, we're going to make sure that you talk to them first, that they know what's going on.
00:13:54
Speaker
before we get in touch with them, because that's the best way to do it.
00:13:57
Speaker
You want to make sure that people know you're going to call them and most likely that they will answer if you do it that way.
00:14:05
Speaker
Okay, so hopefully that helps.
00:14:07
Speaker
A few things as you're doing your referral ask.
00:14:10
Speaker
Okay, so let me know what's working for you as you go ask for referrals, especially as we're coming up on the holiday season at the time I'm recording this.
00:14:20
Speaker
You want to be coasting in the holidays, getting referrals, especially around Christmas, New Year's.
00:14:25
Speaker
I find it gets a little bit tougher to set up appointments with people.
00:14:29
Speaker
So how great would it be to have a pipeline stacked full of referrals?
00:14:34
Speaker
So start getting in the habit.
00:14:35
Speaker
Ask for referrals now.
00:14:36
Speaker
Don't leave appointments.
00:14:38
Speaker
Don't leave a deal.
00:14:39
Speaker
without doing a referral ask.
00:14:42
Speaker
I promise it's going to make your job easier.
00:14:44
Speaker
It's going to make you sit in more solid appointments and it's going to make you make more money than you ever thought possible.
00:14:51
Speaker
Okay, so tune in next episode.
00:14:53
Speaker
We've got a very exciting guest, actually one of our sponsors of the podcast, SolarScout.
00:15:01
Speaker
the founder shoddy he has agreed to come do an episode talk about what's new with them talk about the most effective ways to prospect for new customers whether you use their software or not solar scout in my opinion it's the most ninja easiest way to go out and prospect new clients new leads
00:15:22
Speaker
and gives you just all sorts of insane homeowner data.
00:15:25
Speaker
So check them out if you haven't, but whether or not you use them, even if you're not planning on using them, make sure you tune in the next episode.
00:15:31
Speaker
We're going to have Shadi on.
00:15:33
Speaker
He's going to go through ways you can be more effective prospecting and ways you can use data to your advantage, whether you use their software or not.
Introduction to Solciety
00:15:41
Speaker
Okay.
00:15:41
Speaker
Hope you enjoyed the episode and we'll see you on the next one.
00:15:45
Speaker
Hey, Solarpreneurs, quick question.
00:15:47
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?
00:15:57
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.
00:16:09
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.
00:16:20
Speaker
And it's called Solciety.
00:16:22
Speaker
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00:16:34
Speaker
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00:16:47
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00:16:55
Speaker
This is exclusively for solopreneur listeners, so be sure to go to soulcidity.co and join.
00:17:02
Speaker
We'll see you on the inside.