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These Small Details Will Change Your Appt Setting Part 2
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This episode is a continuation of our discussion on the strategies you can use to get more sets, built upon "getting your foot in the door." These formulas are small, but yield high value results from their simple establishment of rapport.
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Transcript
Introduction to Solarpreneur Podcast
00:00:03
Speaker
Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level. My name is Taylor Armstrong. went from $50 in my bank account and struggling for groceries to closing 150 deals in the year and cracking the code on why sales reps fail.
00:00:19
Speaker
I teach you avoid the mistakes I made and bring in the top solar dogs of the industry to let you in on the secrets of generating more leads, falling up like a pro, and closing more deals.
00:00:31
Speaker
What is a solopreneur you might ask? solopreneur is a new breed of solopro that is willing to do whatever it takes to achieve mastery and you are about to become one.
Improving Appointment Setting in Solar Sales: Part Two
00:00:41
Speaker
Hey, Solorpreneurs, today we're going to be getting into part two of the small details that will change your appointment setting and make you a much more effective appointment setter when it comes to Solor sales. So if you haven't already, go listen the previous episode. We talked about some very important details that will help you set more appointments, set more solid appointments. And today we're going to get into some other details that are equally as important.
Challenges of Hot Conditions in Sales
00:01:06
Speaker
Okay, so welcome to the show. My name is Taylor Armstrong. We're here to help you close more deals, generate more leads and referrals, and have a much better time in the solar industry. It is heating up here, time of this recording. We're recording this almost at the end of July, and man, it's hot. I'm in San Diego. We got people complaining about heat here when we're getting in the ninety s So pretty hot here. Feel bad for those of you that are knocking in ah desert temperatures where it's even hotter. I don't know how you're doing it. and I was just joking with my team about how I started in pest control. We're knocking in Dallas, Texas. Over 100 degrees every single day was a long somewhere. we're We're knocking eight to nine hours.
00:01:46
Speaker
a day at least. So wherever you are, i hope you are surviving the heat, staying hydrated, and ah staying cool.
Importance of Getting Inside Homes for Appointments
00:01:53
Speaker
But this topic is especially fitting for the heat because today we're going to be talking about the importance of getting inside the home when you're setting your solar appointments. Because not only is it going to make it much easier to book a solid appointment, talk to all decision makers, buy yourself time, but if it's really hot where you're setting appointments,
00:02:14
Speaker
you're goingnna be able to get inside some nice AC and probably talk about how their AC use is cranking up their bill and they need solar. So that's the word we're jamming on today. I'm going to give you some effective ways to get inside the house and ah we're going put these to the test.
00:02:30
Speaker
as you were out knocking some doors this week. And before you even have the opportunity to get inside the home, keep in mind, you do have to know how to set a solid appointment. You do have to create the problem effectively. if you don't do the steps before trying to transition into the home,
00:02:46
Speaker
none of these these things will matter. So master those steps. And we've got plenty of podcasts that you can listen to on how to become an a more effective appointment setter, build the problem, give them a solution.
00:02:57
Speaker
But assuming you're doing that already, this is the small detail that I think a lot of people drop the ball on. You know, I do countless trainings on this for my team and even getting people on my own team to transition in the home. They don't like doing it. They get lazy with it.
00:03:10
Speaker
But I tell them, guys, this will change your appointment setting. It will make your appointments way stickier. it will get you inside more homes. It'll help you create more same-day opportunities for closes as well. Okay, so I'm going to give you a few ways to get inside the home.
Creative Methods to Enter Homes
00:03:23
Speaker
We're going to start with the least effective and go to the most effective. So make sure you stay tuned until the end. But the least effective, and there's some sort of gimmicky ways, I think, of getting inside the home. And they can work, but they're just not going to be the greatest methods of getting in there. The first method you can try
00:03:41
Speaker
especially if you have a homeowner that is more relaxed, is you can always ask to use their bathroom. And um sounds funny, but if you use the bathroom, then you're already inside the home.
00:03:52
Speaker
Then it's much easier to go to their kitchen table or transition to a different part of their home. So this a way you can get in. Maybe you're at the end of your appointment setting, you're booking the appointment.
00:04:03
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Then you throw in a line like, of Mr. Jones, you know what? I hate to ask. They have us out here all day long. Gets a little dicey sometimes. Would that be okay if I borrowed your bathroom super quick while I'm out here?
00:04:14
Speaker
Just so I don't have to go on the side of the road. And then, you know, if you build a little rapport, if it's a laid back homeowner, this is going to work. Then you can, once you're in there, it's easy. Oh, hey, by the way, I forgot to show you this. You know what? Is that okay if I sit right here? I'm just going to show you this real quick before I leave.
00:04:29
Speaker
You're at the home. You're talking to the wife as she's making dinner. That poemon just became much more solid. So that is one way. The second way is similar to that. It's I call it the hot weather method where you do it for cold weather as well.
00:04:43
Speaker
And similar way of happening. You know, you're getting to the end of your sets. You say, i'm Mr. Homeowner. Yeah, they've had us out here all day long, really hot.
00:04:54
Speaker
Is that okay okay if I stepped in just a minute, just as I finish writing these details down for you? Get a break from the heat? Or Mr. Homeowner, it's it's super cold. i I'm embarrassed to ask, but they got us out in the cold de all day long.
00:05:07
Speaker
Is that okay if I just borrowed your table just to write these last details on warm up a little bit? Hey, and you can add some effects to it. ah We've got one of our setters that does acting on the side and he's a master of this. He'll like act really cold, act really hot and then um add some little and visual effects to getting getting inside the home when he's ah making this request.
00:05:32
Speaker
So you can do that too. You can put on your acting hat. act really cold, act really hot. hey um yeah And so these things work. these These are kind of your bait and switch methods for getting inside the home.
00:05:43
Speaker
okay But the most effective ways are the next two we're going to go over. and And the last one is the one I use all the time every day as I'm out setting
Using Home Efficiency Checks for Appointments
00:05:52
Speaker
appointments. But this one, um this method I used to use a lot more frequently because at my first company, we did some home efficiently upgrade. We would give homeowners one of those little nest thermostats.
00:06:04
Speaker
We'd give them some like home efficiency products, usually some LED light bulbs, things like that, things to make their homes more efficient. So part of our presentation on the doors was, hey, Mr. Homeowner, part of the program is the home qualifies. You actually get some home efficiency upgrades, including a smart thermostat, some LED light bulbs, things like that.
00:06:24
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And so part of that is they just have us check your thermostat to see which which type of wiring you have. Do you have do you have a closed or open phase system?
00:06:34
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And then, you know, 90% of people, they're not going to know what you're talking about. They're don't know. I don't know what type of thermostat. i don't know if it's closed or open. And then you'd be like, oh, well, you know what? I'll just check it real quick.
00:06:45
Speaker
Then boom, you get inside the home. I know a lot of guys that came from alarms. They did stuff like this to get inside to, you know, check wiring for alarms, things like that. So it's old school alarm technique. But this works super well when you had home efficiency products. um Ways you can adapt it if your company is not offering...
00:07:03
Speaker
some home efficiency products like that, which most companies I know aren't really offering those anymore. Another thing you do is just ask about if they have any sub panels in the house, they have any electric fuse boxes in the house, things like that. Anything you know that would get you inside the home.
00:07:18
Speaker
that you could justify as something that you need to check, that's going to get you in. So it's like, yeah, um part of the qualifications are it does depend on your wiring, does depend on your fuse boxes. Do you guys have any sub panels in the house? Are they in the garage?
00:07:31
Speaker
Okay, they're in the house. You don't know what amperage you have on those. Well, I'll just check that super quick because yeah if they can't make it work with that, then I don't want to make your time. i don't want to waste your time. So I'll check that super quick. Which part of the house is it in? OK, I'll check that. you want me take my shoes off?
00:07:46
Speaker
Got to be assumptive with it. Transitioning in the home hey or or second best is getting inside the garage. Maybe they got like a sub panel in the garage you can check. ah Worst case scenario, if they're like, no, we don't have sub panels, don't have anything like that in the house. Very least you can have them take you to their electric panel outside because remember, motion creates a motion. So any type of movement you can get, whether it's just to the side of the house, check the electric panel, whether it's to the backyard. Hey, Mr. Homeward does depend on your roof, your roof in the back.
00:08:17
Speaker
Is it been replaced? Okay, any trees? You know what, is that okay if I just check it real quick, the back? Can you show me? That's going to be much better than doing nothing. So any type of motion you can create, that's going to give you an advantage.
00:08:29
Speaker
But always going be better getting inside the home. Okay, and so that leads us to the last and most effective way. This is the one that I used the last week in my appointment setting. Got me inside probably half the homes I set appointments with.
00:08:41
Speaker
So, you know, still not going to work 100% of the time. and you got to judge it. If people are being super weirded out, then just make sure, you know, some people can backfire. If you ask to get in the home and you just feel there's already weird vibes and mistrust, then I would shoot for something on the outside first.
00:08:58
Speaker
Because if it's like a single older lady, she's barely cracking the door. You're having to do every use every tool in the book. to just get you that appointment, then maybe it might be a little tough to ask to get inside the home. okay But most people, it's going to be no big deal. So here's the most effective
Effective Use of Appointment Cards
00:09:14
Speaker
way.
00:09:14
Speaker
The method I still use to this day works every single time, 50% of the time. I say more than 50% works a lot is you use the appointment card method. Long time listeners, you've heard me talk about this, but that is just you get a little card that has the contact info and you can shoot me a message happy to share what I use. You can adapt it. You can, you know, slap your company logo on it, whatever you want to do.
00:09:36
Speaker
So reach out to me, taylorsolarprunters.com or you can shoot me a DM. But it's just a card that has name, email, phone number, address, and then it has a little spot to get their kilowatt hour usage. Typically you're getting the bill for, and then it has at the end appointment time, you know, Popeye time. Try not to say the word appointment right.
00:09:56
Speaker
But ah these little cards, they work wonders. because I just carry around a small little a folder and a pen. So what works great for me is when it comes time to get these details, my line is, hey, Mr. Homeowner.
00:10:09
Speaker
all I do today, I just leave you a card and then they just they're just going to confirm that the right address, that they're looking at the right home. It's all based off your roof angle and the sun you're getting. so I just fill it out and I'll leave you a copy too. I just take a picture and leave you a copy. You know what? Is that OK if I borrow just corner of the table with you? Just to write on really quick. Makes it a little easier. And then you get in that way.
00:10:28
Speaker
He gives you a legit reason to get in. Not really like a big ask, not usually like anything awkward because you're giving him natural reason, right? You need something to write on. hey And then as you get in, then all the benefits that we mentioned, more rapport, talking to the other decision maker, they become unlocked.
00:10:46
Speaker
It makes it so much easier. I've had so many appointments where if I did not get inside the home, see the other spouse there would have been a for sure cancel. And then if you do get in, And the husband, wife, whatever is in the other room, make every effort to get them part of the conversation. Because if you don't, then so many of these are just going to fall through the cracks because they're going to go talk to their wife. They're going to tell them that, ah hey, someone's coming by to sell us solar panels.
00:11:11
Speaker
Do we want to look into that? Husband, wife is going to say no. It's going be a cancel. So use those methods. Try to get inside the home. It will make your appointment setting that much more effective. This is one thing that just absolutely yeah created way more solid and appointments for me last week. So I hope you can give these methods a shot. Let me know if you have any other ways that you've used to get inside the home.
00:11:33
Speaker
But if not, try out one of these three or four ways we just gave you. You can use the more gimmicky ones. It's really hot outside. you can use the looking for like a sub panel in the house one. But I love the appointment card one.
00:11:45
Speaker
It's by far the one that has worked the most for me and by far the one that feels the most natural for me. So I hope this helped. Go out and try it. Get in some homes this week. Create yourself some opportunities
Introducing Solar Scout and Solcitee
00:11:55
Speaker
this week. We have some exciting guests coming up on the show.
00:11:58
Speaker
So tune in next podcast. You won't want miss out and we'll see you on the next one. So some of you already know that I run my own door door sales team here in San Diego. And as we are gearing up for the summer, I realized if we do the same thing we always did, we're going to get the same results.
00:12:15
Speaker
But if I want to increase my deal flow, I need to do something different to get an advantage. Then we discovered an app called Solar Scout, but it's not a door knocking app. It's a data platform that shows us who is likely to go solar in our market.
00:12:28
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. It's been working for a lot of teams across the country and now I'm on board too. I'm going to be one of the first to use SolarScout in San Diego so I decided to partner up. But I told them, hey, I'm going to talk about SolarScout on my show, you need to give my listeners a great deal. And they did.
00:12:53
Speaker
So go to solarscout.app forward slash Taylor and book a demo with them and you'll get 10% off your first month when you sign up. That's solarscout.app forward slash Taylor.
00:13:06
Speaker
Okay. Hey Solarpreneurs, quick question. 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.
00:13:19
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. 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. And it's called Solcitee.
00:13:44
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
00:14:03
Speaker
Currently, Soul Society is open, launched, and ready to be enrolled. So go to soulciety.co to learn more and join the learning experience now. This is exclusively for solopreneur listeners, so be sure to go to soulciety.co and join. We'll see you on the inside.