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8 Discounts/Deals To Offer Your Solar Clients
146 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
Taylor's Journey to Success
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.
Defining a Solopreneur
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.
00:00:41
Speaker
Hey,
Boosting Sales with Holiday Discounts
00:00:42
Speaker
what's up, solopreneurs?
00:00:42
Speaker
Today, we're going to be talking about eight different ideas you can use around the holiday season.
00:00:48
Speaker
We've got lots of sales coming up.
00:00:49
Speaker
You got Black Friday.
00:00:51
Speaker
We're recording this on Veterans Day.
00:00:52
Speaker
There's so many different ways you can utilize holiday sales, discounts, offers.
00:00:58
Speaker
you name it.
00:00:59
Speaker
So hopefully that gets your gears turning.
00:01:01
Speaker
Welcome to the podcast.
00:01:02
Speaker
My name is Taylor Armstrong.
00:01:03
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.
00:01:10
Speaker
If you have not shared the show, left us a review, sorry, please do that.
00:01:15
Speaker
Really helps us grow the show, grow the channel, and spread awareness.
00:01:20
Speaker
And that's the main thing we ask.
00:01:21
Speaker
We're not asking for money here.
00:01:23
Speaker
But please share the show.
00:01:24
Speaker
Okay, so let's jump into it.
00:01:26
Speaker
Recording this actually on Veterans Day.
00:01:29
Speaker
And hopefully if you're knocking, cold calling, whatever you do, hopefully you're able to get out there.
00:01:35
Speaker
Talk to some prospective customers because people are around.
00:01:39
Speaker
People are happy.
00:01:40
Speaker
People love their Veterans Day.
00:01:42
Speaker
And really just a great day to be out there.
00:01:45
Speaker
So it got me thinking, how can we use these different holidays to create offers?
00:01:50
Speaker
I've told stories before, but I came from pest control.
00:01:54
Speaker
And I remember in pest control, we would always have these offers around certain holidays.
00:01:59
Speaker
right?
00:01:59
Speaker
You got, you know, Memorial Day, you got 4th of July in the pest control season.
00:02:04
Speaker
And the trainings we always had were guys, we're starting our 4th of July sale.
00:02:09
Speaker
And almost all the time, it was basically the same offer, but you just created it around the holiday and people loved it.
00:02:16
Speaker
So I'm like, why don't we do that more often in solar?
00:02:18
Speaker
And I think it's a great way to get people excited, to get people to take action because it creates urgency, creates deadlines, creates scarcity.
00:02:27
Speaker
Think of Black Friday, right?
00:02:28
Speaker
You got people lining up
00:02:30
Speaker
You got people camping overnight.
00:02:32
Speaker
I don't know if that happens as much anymore, but people go crazy for these deals.
00:02:37
Speaker
So how can we create that same effect in solar?
00:02:40
Speaker
So let's talk about eight of these specifically and things you can create, offers you can use.
00:02:47
Speaker
And hopefully this helps you in your cells this week and throughout this holiday season, or really whenever you're listening to this, because you can use it basically at all times.
Enhancing Deals with Smart Thermostats
00:02:56
Speaker
Okay, so number one, you got smart thermostats.
00:02:59
Speaker
This one's a classic.
00:03:01
Speaker
When I got into solar back in 2016, we were all about these smart thermostats.
00:03:05
Speaker
You got the Ness.
00:03:07
Speaker
Another one we were using at the time were the Ecobee's.
00:03:10
Speaker
And people love them.
00:03:11
Speaker
Something easy to install.
00:03:13
Speaker
And I remember I would pull up to customers' homes and
00:03:16
Speaker
I would have a trunk full of these things, boxes and boxes of these smart thermostats, because what we did that's super powerful, and I think even more than giving the people the item, the major purpose was to lock them into the deal.
00:03:30
Speaker
And so we would close the deal, sign the documents.
00:03:34
Speaker
Immediately after, we'd
00:03:36
Speaker
put these smart thermostats in and it did add an extra 30 minutes.
00:03:39
Speaker
And there were many times I did not know what I was doing.
00:03:43
Speaker
Specifically, I remember a time where I messed up someone's HVAC unit because I blew a fuse or whatever.
00:03:50
Speaker
And I spent literally, I think a few hours in an attic trying to fix this thing.
00:03:55
Speaker
Customer was not happy.
00:03:57
Speaker
they canceled their solar and um yeah i just messed up their whole hvex system had to go buy fuses i think i eventually figured it out but i'm sitting in their attic i can hear them talking below me just saying what is this what is this effing solar guy doing why has he been up there so long and i'm just like dripping sweat dying of heat so anyways don't mess these things up but it is a great idea utilize smart thermostats
00:04:24
Speaker
These things, people love them, helps their home be a little more efficient and something easy to lock your accounts
Increasing Efficiency with Whole House Fans
00:04:31
Speaker
down.
00:04:31
Speaker
Number two, you got whole house fans.
00:04:34
Speaker
And keep in mind, even if your company doesn't have these, maybe you're not doing anything like this.
00:04:40
Speaker
It's pretty easy to go out and do your own research and
00:04:43
Speaker
You can Google it and you can easily add this into your deals.
00:04:46
Speaker
Maybe you're a newer rep.
00:04:47
Speaker
You've never done anything like this.
00:04:50
Speaker
Simply priced in your accounts, price a little bit higher and you're paying these things out of your commission.
00:04:56
Speaker
But if you can get extra attention, if you can get extra excitement and help the home be more efficient, a lot of times it's worth it.
00:05:05
Speaker
So these whole house fans, if you don't know what it is, actually have one in my house here, but it sucks the air from the outside and pushed in the inside.
00:05:16
Speaker
So it only works if it's cooler outside than it is inside.
00:05:20
Speaker
Not going to work if it's 100 degrees outside.
00:05:22
Speaker
You're just blowing in warm air.
00:05:24
Speaker
But a great idea we use in the summer.
00:05:26
Speaker
We would use it every night when it cooled off to 70 or below.
00:05:31
Speaker
it turned that baby on, you don't got to run AC and it's cooling the whole house down and barely using any power.
00:05:38
Speaker
So great thing to add in whole house fan.
Six Months Free Power Offer
00:05:42
Speaker
Number three, you got six months of free power.
00:05:46
Speaker
This one's a classic.
00:05:47
Speaker
And I love the six months of free power because it's not requiring you to drop the price.
00:05:53
Speaker
And it's something you can add in pretty easily, right?
00:05:57
Speaker
And so I love the way of any of all Michael O'Donnell, if you've read or if you've read his book, he does this a lot of times as kind of like a last resort offer.
00:06:08
Speaker
People don't want to sign.
00:06:09
Speaker
And he says, hey, instead of having our marketing team have to follow up with you, our inside sales team have to follow up with you.
00:06:16
Speaker
Let's take that money.
00:06:17
Speaker
Let's apply it towards your solar deal and we'll give you six months of free power.
00:06:21
Speaker
OK, and even if you already signed them, even if you already priced them,
00:06:26
Speaker
You don't have to play that game of dropping the price, recalculating documents, whatever.
00:06:32
Speaker
You can just pay it out of your commission.
00:06:34
Speaker
Six months of free power.
Introducing Solar Scout
00:06:35
Speaker
So some of you already know that I run my own door-to-door sales team here in San Diego.
00:06:40
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.
00:06:46
Speaker
But if I want to increase my deal flow, I need to do something different to get an advantage.
00:06:51
Speaker
Then we discovered an app called SolarScout.
00:06:54
Speaker
But it's not a door knocking app.
00:06:55
Speaker
It's a data platform that shows us who is likely to go solar in our market.
00:07:00
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.
00:07:10
Speaker
It's been working for a lot of teams across the country, and now I'm on board too.
00:07:14
Speaker
I'm going to be one of the first to use Solar Scout in San Diego, so I decided to partner up.
00:07:18
Speaker
But I told them, hey, if I'm going to talk about Solar Scout on my show, you need to give my listeners a great deal.
00:07:23
Speaker
And they did.
00:07:25
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.
00:07:34
Speaker
That's solarscout.app forward slash Taylor.
00:07:37
Speaker
Okay, back to the show.
Using Graphics for Sales Impact
00:07:40
Speaker
So this is a great one.
00:07:42
Speaker
And another note on this is when you're creating these offers, it's a good idea to have some sort of graphic or some sort of slick that's showing these things.
00:07:51
Speaker
Because remember, people believe what they see, not what they hear.
00:07:55
Speaker
Right.
00:07:55
Speaker
And so if you can have that extra validity, extra validation of what they're getting and add like a deadline to do it even better, then it's going to be even more powerful.
00:08:06
Speaker
So that's number three.
00:08:07
Speaker
Number four, you got alarm systems.
00:08:09
Speaker
This is something we were doing for a little bit, too, is putting an alarm system, covering their first year of monitoring, and
00:08:17
Speaker
And we had like an incentive going on for a while with one of our installers where they would cover this and they would actually install it on the site survey.
00:08:27
Speaker
So if you can't install something, even better, have somebody go out there and install it at the site survey or soon after.
00:08:33
Speaker
Because again, it's locking them down.
00:08:36
Speaker
if they have a product delivered then they can't really cancel after that or it's going to be much more difficult to so that's one of the downsides of solar is they got to wait and i remember um i had one um installer a while back where they would actually put in we're using nphase inverters at the time and if you've sold nphase inverters they have a combiner box
00:09:00
Speaker
that goes next to the electric panel has some of the components in there.
00:09:06
Speaker
And we got this installer to actually put in the combiner box at the site survey.
00:09:11
Speaker
And it was a little like pre-installation.
00:09:13
Speaker
So we weren't doing anything else.
00:09:14
Speaker
But I remember I had like at least two or three customers that I saved from canceling just because of this.
00:09:21
Speaker
So I'm like, look, we've already done a personal installation at your home.
00:09:26
Speaker
We can't cancel it.
00:09:27
Speaker
And was able to use that to leverage my way in front of them again.
00:09:31
Speaker
Save the deal from canceling.
00:09:33
Speaker
So don't
Effective Cash Rebates
00:09:34
Speaker
sleep on it.
00:09:34
Speaker
It's so powerful to have these little pre installations of these Nest thermostats of the whole house fans of the alarm systems.
00:09:44
Speaker
And if it's getting you extra retention, if it's helping you retain your deals and probably worth taking a hit on the account, even if you have to take a little bit out of your commission, because some commission is better than no commission.
00:09:57
Speaker
Okay, number five thousand dollar cash rebates.
00:10:02
Speaker
And this could be powerful.
00:10:03
Speaker
Some people, maybe you're in lower income areas and it just depends.
00:10:08
Speaker
Some people like the idea of getting a thousand dollars right now versus the six months of free power.
00:10:13
Speaker
So know your customers.
00:10:15
Speaker
What's their income brackets?
00:10:18
Speaker
Are they in, you know, high class area, lower class?
00:10:22
Speaker
Um, depending on the people, maybe they're not working, maybe they're retired, maybe they're living paycheck to paycheck.
00:10:28
Speaker
Some people would be stoked out of their minds to have a thousand dollar rebates for doing it today.
00:10:33
Speaker
And like I said, if you make the graphic and you, you can put a deadline on it, these things work better right now.
00:10:39
Speaker
We're in the middle of our, uh, it's called masters or competition, um, before Thanksgiving when we move it, we make a huge push for like three weeks.
00:10:47
Speaker
Um,
00:10:48
Speaker
to close a bunch of deals.
00:10:50
Speaker
And we made graphics just for this competition of, hey, here's the deal.
00:10:54
Speaker
You're going to get six months of free power.
00:10:56
Speaker
It expires November 21st.
00:10:59
Speaker
And we can put whatever date on there, but especially on competitions, make some type of graphic.
00:11:05
Speaker
And you can use ChatGPT for this.
00:11:07
Speaker
As I was researching some ideas for the podcast, if you have the paid version of ChatGPT, I think it's called 4.0 now, 4.0, something like that.
00:11:19
Speaker
It's about 20 bucks a month and it can create graphics for you.
00:11:23
Speaker
So you can do this on the fly.
00:11:25
Speaker
Super easy.
00:11:25
Speaker
You can use other tools like Canva.
00:11:28
Speaker
Insanely easy to create some graphics and have these ready to show to your customers.
00:11:34
Speaker
Go create an album of all your graphics, photos you use in your accounts and just have that ready to show your customers, to show your prospective clients.
Customizing Offers with EV Chargers
00:11:45
Speaker
OK, we got three more here.
00:11:49
Speaker
And the last one is a little bit unconventional, so I should have mentioned this, but stay till the end.
00:11:54
Speaker
But number six, you got an EV charger.
00:11:57
Speaker
These things are EVs are blown up.
00:12:00
Speaker
And depending on what area you're selling, I'm in California, but everyone here is pretty much getting an EV or they have plans to in the future.
00:12:09
Speaker
It's actually a majority of the homes I sit in.
00:12:12
Speaker
They tell me that they have plans to add an EV in the future at some point.
00:12:17
Speaker
So not a bad idea.
00:12:19
Speaker
Throw in an EV charger.
00:12:21
Speaker
And, um, yeah, have, have your, um, talk to your install partners.
00:12:28
Speaker
A lot of times they're willing to do these.
00:12:29
Speaker
And again, if you don't have someone that will do it pretty easy, do Google search.
00:12:35
Speaker
And if you have people asking about it, maybe have that deal that, uh, you're so close to getting them.
00:12:40
Speaker
They said they're going to get an EV charger, or they said they're going to get an EV in the next few years.
00:12:46
Speaker
Like, uh, we'll push them over the edge.
00:12:49
Speaker
Hey, Mr. Customer, you know what?
00:12:51
Speaker
If I can get them to add in an EV charger for helping us out today as we're facing some deadlines and trying to get you helped out at the same time as everybody else, could I tell them that we're good to at least get the applications in, get them scheduled for site survey?
00:13:07
Speaker
Can I tell them that?
00:13:09
Speaker
Yeah, cool.
00:13:09
Speaker
Let me make a quick call.
00:13:10
Speaker
Okay, do a little manager close.
00:13:13
Speaker
Call the manager, see if you can add it in.
00:13:15
Speaker
So be creative.
00:13:16
Speaker
Think on your feet.
00:13:17
Speaker
Okay, and then number seven, maybe you have someone that they like the idea of using extra power, but they don't want to pay for more panels.
00:13:27
Speaker
They don't want to have their monthly bill go up.
00:13:29
Speaker
If you can figure that out before, then consider adding an extra panel at no cost.
00:13:35
Speaker
Right?
00:13:37
Speaker
So maybe you're at 15 panels.
00:13:39
Speaker
Hey, Mr. Customer, you know what?
00:13:41
Speaker
If we can get this in today,
00:13:43
Speaker
I'll get them to go ahead and add that additional panel, give you 5% more power, whatever.
00:13:49
Speaker
Maybe it's not that much.
00:13:49
Speaker
They give you a little bit more AC to use in the summer, give you a little bit more juice to play your Xbox at night, tie it to them.
00:13:59
Speaker
What are the benefits for them?
00:14:01
Speaker
So I'll go ahead and get that added if we can get you in.
00:14:04
Speaker
Does that sound good?
00:14:05
Speaker
Sound good to you?
00:14:07
Speaker
You like that?
00:14:08
Speaker
Cool.
00:14:09
Speaker
And then number eight, the last thing on the list here, don't sleep on this, and that is increasing your referral bonus.
Holiday Referral Bonus Strategy
00:14:18
Speaker
So not exactly the same thing here, but maybe you do a referral bonus of $500.
00:14:23
Speaker
How about during the holiday season, how about you do a Black Friday $1,000 referral bonus?
00:14:29
Speaker
We all know sometimes appointments can be tougher to come by.
00:14:31
Speaker
During the holiday season, people are busier.
00:14:34
Speaker
People want to put things off until after the holidays.
00:14:38
Speaker
So how about
00:14:39
Speaker
increasing that referral bonus and putting a deadline on that, creating a graphic for that and using that as you're in your appointments, get you some extra referrals.
00:14:50
Speaker
So those are the eight ideas to create urgency, to create offers, create discounts for the sales we got going on during the holiday season.
00:15:02
Speaker
Use them wisely.
00:15:03
Speaker
Just to recap one more time, you got smart thermostats, whole house fans, six months of free power, alarm systems, $1,000 cash rebate, EV chargers, electric extra panels rather at no additional cost, and then stacking that referral bonus a little bit higher.
00:15:21
Speaker
Okay, so use these this week.
00:15:23
Speaker
Take advantage.
00:15:24
Speaker
Holiday season.
00:15:25
Speaker
There's always holidays coming up.
00:15:27
Speaker
Remember, you can extend it.
00:15:29
Speaker
Today, we just had a Veterans Day.
00:15:30
Speaker
So, hey, you're running a veteran.
00:15:33
Speaker
You're extending your offer for this week only, right?
00:15:37
Speaker
So extend it if you need to.
00:15:40
Speaker
and build urgency.
00:15:41
Speaker
And that's going to help you close more deals during the holiday season and really whenever you're selling solar.
00:15:47
Speaker
So I hope these things helped.
00:15:49
Speaker
Go out and get some extra accounts this week.
00:15:51
Speaker
Let me know if you guys have any other ideas of offers or discounts or ways to get customers excited that you've used effectively.
00:15:59
Speaker
Send this to your team or whoever could use some help this week, whoever might be struggling.
Introducing Solciety
00:16:04
Speaker
And we'll see you on the next episode.
00:16:06
Speaker
Peace.
00:16:08
Speaker
Hey, solopreneurs, quick question.
00:16:10
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.
00:16:19
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.
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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.
00:16:42
Speaker
And it's called Solciety.
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Speaker
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We'll see you on the inside.