Transcript
Speaker: What's up, solarpreneurs?
Speaker: Hope you're surviving the lockdown, the virus, or whatever is going on at the time that you're listening to this.
Speaker: As we all know, closing virtually, it's getting more and more important.
Speaker: People more and more are wanting to do things virtually.
Speaker: So what I did with this, I included my thoughts on closing virtually.
Speaker: I did a Facebook Live on this.
Speaker: So if you're not in the solarpreneurs group, you missed out on this content, go join the group.
Speaker: But here is my thoughts on it.
Speaker: I also went and listened to guys that have been doing this for longer than I have that are doing this consistently.
Speaker: I close, well, I do a virtual, so probably, I don't know, once a month or so typically, but obviously now doing much more.
Speaker: So I went and sifted through all the content I could find, combined the best of it, and dropped it all here.
Speaker: So let me know what you think.
Speaker: And with that said, let's tune into the intro.
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: Start off the day, gonna start this training here in a second.
Speaker: Excited to talk about closing deals virtually.
Speaker: Hear what the top solopreneurs are doing to close deals, survive the virus, and dominate.
Speaker: Post Malone wanted to be here but this is the best he could do.
Speaker: So give me a thumbs up if you can hear.
Speaker: I'm doing this BeLive software so I hope it's working.
Speaker: Anyways, we're going to go ahead and get started here.
Speaker: I know there's been a lot of talk about what to do.
Speaker: People are freaking out.
Speaker: People are losing their minds, including me.
Speaker: I'm used to going to live appointments.
Speaker: I do a deal virtually here and there.
Speaker: Maybe once a month or so I'll do a deal virtually.
Speaker: But it's not my bread and butter.
Speaker: It's not what I'm used to.
Speaker: So I think in some ways, this virus is really helping people learn a new skill and improve on things that they weren't as good at.
Speaker: So virtual closing, it's something that's a necessity right now.
Speaker: I am typically in San Diego.
Speaker: Right now I'm in Utah because I'm not going to any live appointments right now.
Speaker: California as most people know is definitely the hotbed of the coronavirus people really freak out out there and Most people don't want you coming to their house right now Even though I was surprised there has been a couple people that still requested live appointments But anyways, so what do you do about closing virtually?
Speaker: Hopefully all of you have started to
Speaker: do some virtual closes some virtual selling and I wanted to get on here and hear what people are doing to you wanted to do it kinda mastermind style so definitely let me know what you've been doing trying to see on here let's see okay I'm gonna type something anyways this is kinda a test
Speaker: so again let me know if you can hear me I thought it would show me what is it here okay well I think people can hear me for some reason I'm not seeing the comments but hopefully you're all are on here okay so I'm going to talk about three things that have been helping me sell virtually I'm not an expert I'm still learning but I have been able to have some success
Speaker: So I want to preface this by saying I have learned from guys that have been doing this for a long time.
Speaker: If you guys haven't heard Curtis Bailey, I know he's been posting a little bit.
Speaker: He's sold a lot virtually.
Speaker: He did a podcast with Frankie on his podcast, I think it's the Solar Success Secrets, something like that.
Speaker: So that's a good podcast to listen to if you want to dive deeper into it.
Speaker: Another guy that I've learned from,
Speaker: is blank Ben Claybrook he's been on the solar printer podcast he's a master marketer and sells pretty much exclusive exclusively virtually so I've been able to learn a lot from him too and just yeah a lot of guys in the industry I was on a webinar with some people from loan pal loan pal there I mean their biggest or finance are now they've done all their
Speaker: sells through inside they have inside cells team they built it up so they're good resources listen to those guys so bottom line go listen to experts go see what other people are doing that's pretty much what it's about we're all learning in this together we're all trying to improve day by day so you got to learn from the people that are already having success
Speaker: So a lot of these things that I'm going to share are things that I learned from Ben, things that I learned from Curtis, things that I learned from the guys over at Lone Pal.
Speaker: And it's just kind of my own thoughts on them too.
Speaker: So we'll jump into it.
Speaker: I got three things to share, jotted down some notes here.
Speaker: So we're going to jump into it.
Speaker: So point number one is be prepared.
Speaker: Number two, we're going to talk about treating it like you normally would sell, not trying to reinvent the wheel.
Speaker: Number three, really learn how to use your resources.
Speaker: So let's jump into it.
Speaker: Point number one is be prepared.
Speaker: So part of that is figuring out what software you're going to use.
Speaker: Now I did a Facebook Live, actually about an hour before this.
Speaker: I don't do a ton of Facebook Live, so let me know if you want more of these.
Speaker: Okay, good.
Speaker: I did see a comment and someone said they didn't hear me.
Speaker: Thank you.
Speaker: Getting nervous there.
Speaker: Okay, but figure out what software you want to use.
Speaker: A lot of people use Zoom and Zoom can be good, but if you want to hear my thoughts on it, go check out my Facebook Live that I did earlier.
Speaker: Basically, I just prefer a software called Join Me and the reason for that is because people that use Join Me, they don't have to download anything.
Speaker: They can go to a computer and instantly log on and they can start seeing your content, seeing what you're sharing.
Speaker: So speaking of that, I will try to share a little bit of Join Me.
Speaker: Let's see if I can share my screen.
Speaker: OK.
Speaker: It's downloading something.
Speaker: But Join Me, it's the software.
Speaker: So if you type in join.me,
Speaker: That's going to take you to this, the, yeah, the software joined on me and you can use their free version.
Speaker: They have a paid version, but their free version is good.
Speaker: They did change some things.
Speaker: So it's not quite as good as it was, but with the free version, you can still share your screen.
Speaker: I think there's like a 45 minutes or an hour limitation, but if you're doing virtual deals, you should be able to wrap them up quicker.
Speaker: And the thing with it, I don't believe it lets you use the computer audio in the free version.
Speaker: So what you're going to do is you're going to use your phone, just put it on speaker, and then you communicate with people just from phone audio.
Speaker: And in my opinion, being in especially solar cells, you're going to close more deals 100% of the time when you're making things simple.
Speaker: So if you can simplify things as much as possible, including software, it's going to give you that much of an edge.
Speaker: It's going to help you close more deals.
Speaker: So that's why I like Join Me.
Speaker: It's just simpler.
Speaker: You can use it with older folks.
Speaker: They can hop on.
Speaker: They don't have to download software.
Speaker: They don't have to figure out computer audio because they can just...
Speaker: I mean, you just put your phone on speaker and then you see your screen.
Speaker: OK, I know there's argument.
Speaker: Some people like being seen face to face.
Speaker: I don't know.
Speaker: That has its advantages too.
Speaker: So join me.
Speaker: I don't believe it lets you do that unless you have the paid version.
Speaker: That's where Zoom comes in.
Speaker: But for me, I just like keeping it simple using join me.
Speaker: OK, so figure out your software.
Speaker: So here is my screen.
Speaker: Join me, this is the software.
Speaker: Pretty straightforward.
Speaker: Once you have it downloaded, you just click start and people can just hop on your link.
Speaker: It's all free, you can get a paid version.
Speaker: You can get the light version, but you can get it free, crush it with that.
Speaker: Okay, so there's that software.
Speaker: I'll do a couple other screen shares.
Speaker: So be prepared to figure out what software you're going to use.
Speaker: And the other piece to that is just getting as much information as you can before the deal.
Speaker: So just like if you were to sell live, you want to have all the information gathered, their electric bill, their usage.
Speaker: I like to do discovery calls.
Speaker: So I know some people, Ben Claybrook, I was telling you about, he has a whole call center set up where he had somebody call beforehand and they figure out all this information before they set up the appointment, which is genius.
Speaker: So even if you don't have a call center, even if you don't have a team doing this, do some type of discovery call where you set the expectations just like you would in a regular deal.
Speaker: where you gather their energy usage, where you ask them how old their roof is, where you ask them what their estimated credit score is, which is key.
Speaker: Here in California, we have PACE programs.
Speaker: So if they don't have 650 or above, we know that we need to run them through a PACE program, which goes on the property tax and doesn't require
Speaker: Good credit score.
Speaker: So I'm going to figure out the estimated credit score You want to figure out how old their roof is what type of roof it is you want to figure out how many watts their panel is Depending on what company you're with these are all going to be adders sometimes So it's best when you have these things figured out beforehand and then you have them all plugged in the proposal all plugged in the deal So that way when you get to the appointment boom, you don't have to go beating around the bush you can just get straight down to
Speaker: Straight down to the nitty and gritty and closing them up So figure all those things out beforehand be prepared another tip I heard from the guys over at Lone Pal is I mean if you think about it you're taking Probably at least 15 to 20 minutes most people are taking 15 to 20 minutes to drive to appointments So why not take that same 15 to 20 minutes now use that same time?
Speaker: you're going to go to and
Speaker: You're going to be driving use that same time now to prepare for the deal Make sure you all that have all the tabs pulled up I'm just as many things as you can figure out beforehand.
Speaker: It's that way the deal is as smooth as possible Okay, so that's step number one.
Speaker: That's my first tip be prepared Get all the things figured out beforehand Be ready for the deal number two is treat these appointments like any other appointment that you normally go to
Speaker: I think guys get so caught up sometimes saying, oh, it's virtual.
Speaker: I got to figure out the technology.
Speaker: I got to, I don't know, figure out exactly what I'm going to do.
Speaker: No, if you've been selling, just sell like you normally would.
Speaker: Be yourself, be a human.
Speaker: I mean, get all the decision makers there.
Speaker: That's along with being prepared.
Speaker: Make sure they know to have all the decision makers there.
Speaker: Just all the things you would normally do before a live deal.
Speaker: do those same things to prepare for the virtual deals.
Speaker: The other thing is know the utility rates in the market.
Speaker: I made this mistake.
Speaker: I had a referral in Colorado.
Speaker: As many you know, I'm in San Diego.
Speaker: I had a referral in Colorado a couple months back.
Speaker: And I was trying to explain to her about how solar works.
Speaker: And truth is, I had no idea about the rates, about the net metering over in Colorado.
Speaker: I didn't do my homework beforehand.
Speaker: And she definitely could tell.
Speaker: I was trying to explain it, but I was just getting antsy.
Speaker: I was starting to ramble, not make as much sense.
Speaker: And what happened is, is after me beating around the bush for so long,
Speaker: She just kind of said, okay, yeah, we'll get back to you.
Speaker: And then, haven't heard from her since, been following up.
Speaker: So you got to know your market, know the rates.
Speaker: So if you have leads you're trying to close virtually in other states, talk to someone.
Speaker: I mean, we have a great resource in the Facebook group.
Speaker: Yeah, I mean, just people you network with.
Speaker: You can always ask people, who do you know in this state
Speaker: Maybe talk to them.
Speaker: Just Google search it.
Speaker: So figure all that stuff out beforehand.
Speaker: Treat it like you'd normally sell.
Speaker: Then the other thing, when I'm in live deals, I always sell with a pen and paper.
Speaker: I think it's something everyone should be doing.
Speaker: Grant Cardone, he talks about it in the Closer Survival Guide.
Speaker: Always write down your points.
Speaker: Always write down your value proposition.
Speaker: So this should be no different in virtual selling, even though maybe...
Speaker: they're not necessarily seeing the notes you're taking you're still going to be writing down your points you're going to be writing down the questions that they have so you can address them you're going to go through the fact-finding with them figure out what their concerns are figure out what their hot buttons are and write all that down okay so do all do all these things treat it like you normally sell don't be a robot
Speaker: build rapport especially I mean you got an advantage with the virus you got an instant point to talk about so I've been starting out every deal with that say hey how's it going you guys surviving the virus you guys know diseases there yet no one's dying joke around with them although want to be careful the jokes right now can't yeah we see it's pretty serious situation so don't want to be
Speaker: too jokey about it.
Speaker: But yeah, think of ways you can joke around, build that rapport, use the virus to your advantage.
Speaker: So that's tip number two.
Speaker: Treat it like you'd normally sell, pre-frame it, get all the decision makers there.
Speaker: OK?
Speaker: So last tip is, grab a drink of water.
Speaker: is use your resources to your advantage so if you don't already what i do is i have bookmark tabs hope you guys can see but i have a whole tab of bookmarked links so what you want to do you want to use your resources to your advantage especially in these virtual deals bookmark anything that has to do with solar
Speaker: Especially things that people will be concerned about Want to have all those ready?
Speaker: So for example if I have someone that's asking It's saying oh, I'm worried about selling my home with solar Boom you got a link right here solar home sold 20% faster for 17% more You just want to have all your ammo Ready all your arrows in your quiver if you will Have it already so any concern they come up with
Speaker: you can take them straight to a link show them proof that that objection isn't a concern just a complaint as Grant Cardamon would say so have everything linked okay for your state obviously I'm in California so most of these have to do with California but whatever market you're in just create a bookmarked folder of anything you could use to help you in the deals
Speaker: Other resource I use is something like this is just a little solar calculator.
Speaker: Where I can type in what their bill will be.
Speaker: I can show them the comparisons with the rate hikes in San Diego and show them what they'd save over time and show them that they're getting equity.
Speaker: So there's all sorts of calculators like this.
Speaker: Let me know and I can.
Speaker: Give you a link to some.
Speaker: OK, but do that.
Speaker: Let me hide this.
Speaker: Have everything linked out.
Speaker: Have your resources ready.
Speaker: If you can, get a copy of their electric bill.
Speaker: And then when you're going through the appointment, that's another thing you can show them.
Speaker: You can show them the rates.
Speaker: I don't have a bill here, but if you don't have a bill, go online.
Speaker: pull up the PDF of the rates, or pull up an example bill.
Speaker: Best case scenario is you want to have a bill.
Speaker: OK, but second best case is pull up a chart of the rates, pull up an example bill, show them that the rates have been increasing.
Speaker: Again, show them articles approve this.
Speaker: Just show them the resources.
Speaker: And you don't need to go overboard.
Speaker: Like I said, you want to keep it simple.
Speaker: But that's the point of the fact finding to figure out what their concerns are.
Speaker: If possible, try to figure out how much selling they need.
Speaker: Some people are going to need a lot more selling than others.
Speaker: So that's where others, that's where you pull up more links, pull up more proof.
Speaker: I'm given more resources for other people there already sold once they see the numbers are done so you those people in close quick but use these resources bookmark them go through their electric bill with them that's something that I learned from the lone pal people is you can really help them see their specific bill and it's becoming real to them that's why I think it's so important to have their actual bill
Speaker: the truth is in my experience 99% well 90% of people didn't even know how much they're paying they're usually surprised when I'm showing their electric bill so being shown what their bill is help them realize that their specific bill has gone up over time it's gonna make it real to them and they're gonna realize the problem and then yeah pull up satellite image of their roof
Speaker: Hopefully you already have a design ready and whatever proposal software you're using.
Speaker: If you're looking for one solo.
Speaker: You guys use solo.
Speaker: It has a really slick kind of design, let's you show customers where the solar would go.
Speaker: But if anything, I always start out the deals lately.
Speaker: Just pull up on Google Earth, Google images, pull up a picture of their house and say, hey, is this your house?
Speaker: And then as you're doing that, it's going to help you build rapport.
Speaker: You can say, oh, is this your car?
Speaker: Is this your Mustang out front?
Speaker: I'll let you guys add that.
Speaker: You can point out specific things.
Speaker: It's also going to help you build some rapport virtually.
Speaker: So three tips.
Speaker: Hey, what's up, Cody?
Speaker: Thanks for hopping on, man.
Speaker: You got any tips for our peeps here about closing virtually?
Speaker: I know you've done it a lot.
Speaker: Anyways, hopefully some other people chime in and share what's been helping them to close virtually.
Speaker: I'm learning from all you guys.
Speaker: I'm taking this day by day.
Speaker: But I've been able to have success and that's been the key for me.
Speaker: It's just being prepared.
Speaker: Treating it like I would any other deal.
Speaker: And then number three, using the resources.
Speaker: So I hope this was a value to you guys let me know in the comments if you would like more live trainings like this.
Speaker: We're doing the podcast.
Speaker: We're trying to bring on quality guests, quality content every week to help you guys crush it even when the rest of the market is down.
Speaker: But this shouldn't be a time to be down.
Speaker: While everyone else is zigging, you zag.
Speaker: You do the opposite of the market and you're going to do it by following these steps by closing virtually.
Speaker: So hopefully this was of value, guys.
Speaker: Share this with anyone who could use some help closing virtually.
Speaker: This will probably be reposted as a podcast as well eventually.
Speaker: So keep crushing it.
Speaker: Dominate in the recession.
Speaker: And stay healthy.
Speaker: Peace out.
Speaker: Wow, what another value-packed episode of The Solarpreneur.
Speaker: Guys, if you couldn't tell, we spend a lot of time and energy to put these episodes out to hopefully give you just one strategy, one golden nugget 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.
Speaker: 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.
