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How To Sell More Solar In 2020
55 Plays6 years ago
If you want to sell more solar in 2020 despite all odds that may be against you and the industry, here are 3 things to focus on to rise above the competition and become a market leader in the industry.
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Transcript
Introduction to Solopreneurs
00:00:00
Speaker
What do you call an underground group of solar professionals on a mission to create a more sustainable world?
00:00:05
Speaker
We call ourselves solopreneurs.
00:00:08
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.
00:00:18
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.
00:00:30
Speaker
We are solopreneurs and this is our story.
Solar Industry Trends and Challenges in 2020
00:01:09
Speaker
look no matter where you're at in your career right now you got to realize something solar is a changing industry just like anything else but solar is rapidly changing and every single year brings a new set of challenges a new set of hurdles that we have to jump over both as entrepreneurs and sales people in this industry so i want to talk about some of those changes some of the things that i see coming in 2020 some of the trends that i'm noticing that somebody's been consulting with solar reps for a few years now
00:01:37
Speaker
and hopefully to give you an edge to help you get prepared here in the final months of 2019 so you can hit the ground running 2020 with no questions while all of your competitors are left in the dust wondering what to do.
00:01:51
Speaker
So let's go ahead and get into, I got a couple of things here, three things in particular to talk about.
00:01:56
Speaker
So one is I want to talk about the trend with paid traffic right now.
00:02:00
Speaker
If you go on social media at all, which I assume you are if you're watching this video, right?
00:02:06
Speaker
you're going to find a couple of things.
00:02:07
Speaker
And one of those things are you're going to get hit by solar lead gen guys.
00:02:12
Speaker
And if you've been in the industry a few years or even just a year or two, you've noticed the trend with this.
00:02:18
Speaker
You notice how it started out with just a couple of lead gen guys in solar that focused on paid traffic.
00:02:23
Speaker
And now I'm getting DMs, right?
00:02:25
Speaker
As a business owner who owns a company, I'm getting 25, 30 DMs almost daily
00:02:31
Speaker
from guys trying to sell me leads, trying to sell funnels, trying to sell chatbots or some other service.
00:02:37
Speaker
And here's the problem, okay?
00:02:39
Speaker
Because while paid traffic is great and we use that at Lumen Solar, we teach our clients to use this, it is not a one-size-fits-all strategy.
00:02:48
Speaker
It is not a strategy that you can use solely for all of your leads and be stacked with, right?
00:02:53
Speaker
And if you try to do that, you're going to have a couple of things happen to you, all right?
The Complexities of Paid Traffic for Lead Generation
00:02:58
Speaker
So what I'm noticing is because everybody's focused on paid traffic, right, they are becoming reliant on low quality leads.
00:03:06
Speaker
When you pay for traffic, a matter of fact is that lead quality is gonna be much lower.
00:03:12
Speaker
You're gonna have to do more work to convert them up through a follow-up system, whether it's an appointment setter, whether it's putting it through an automated sequence, you're gonna have to do a lot of work to warm those leads up, right?
00:03:23
Speaker
And that's a sound strategy and it works,
00:03:26
Speaker
But what I'm noticing in 2020 is everybody is gonna gravitate their focus from paid traffic, chatbots, funnels, to how can we be more efficient with our time?
00:03:37
Speaker
How can we get deals in the door?
00:03:39
Speaker
Not just a bunch of leads, not hundreds of leads.
00:03:42
Speaker
How can we get deals?
00:03:45
Speaker
Real appointments that want to sit down.
00:03:46
Speaker
They're interested in talking about solar with us.
Shifting Sales Strategies in Solar
00:03:50
Speaker
I think the marketplace is while they catch on to one thing, right?
00:03:54
Speaker
Solar leads are hot right now.
00:03:56
Speaker
You need to be looking in the other direction as a professional in this industry.
00:04:01
Speaker
When everyone zigged, you need to zag.
00:04:03
Speaker
So,
00:04:04
Speaker
Number two is selling on price.
00:04:06
Speaker
How do you sell solar?
00:04:09
Speaker
There are many ways to sell solar.
00:04:11
Speaker
That's another video, another time.
00:04:13
Speaker
You could sell on price, you could sell on environment, you could sell on ownership and stability.
00:04:18
Speaker
You could sell on the status and prestige of solar.
00:04:22
Speaker
There's many different types of ways to sell solar to many types of customers.
00:04:27
Speaker
And that's something that you should be sharp and knowledgeable on.
00:04:30
Speaker
And we provide resources for.
00:04:32
Speaker
But one thing I think you're going to notice, and it's happening already, is the gravitation towards selling on price is going to go away in 2020.
00:04:41
Speaker
And if you don't do this, you're going to have it come bite you in the butt.
00:04:45
Speaker
And the reason being is simple.
00:04:47
Speaker
Solar does not get cheaper, okay?
00:04:50
Speaker
It gets more expensive.
00:04:51
Speaker
You'll notice every year the technology improves just like an iPhone or anything else that we buy.
00:04:57
Speaker
It gets more expensive and it offers more.
00:05:00
Speaker
And the tax credits that we have, incentive programs, SREC programs, depending where you are, those go down.
00:05:09
Speaker
We're not going to get more of those.
00:05:10
Speaker
We're not going to get more tax credits.
00:05:12
Speaker
And as those go down, solar is going to be more and more expensive.
00:05:15
Speaker
To where, you know, in the state of California where I'm at, we've got to close deal and have everybody sign a document saying that they are recommended, they are advised to go get three other solar quotes before they sign a deal.
00:05:28
Speaker
That is a mandatory document.
00:05:29
Speaker
The state of California requires us to sign deals over here.
00:05:33
Speaker
And I can see something like that.
00:05:36
Speaker
applying across the board, applying to all of the markets, all of the states.
00:05:40
Speaker
So why would you not want to sell on price?
00:05:43
Speaker
Very simple, all of your competitors are doing it.
00:05:46
Speaker
And if you wanna differ yourself from the competition in 2020, as new dealers, new programs, new companies are popping up every single day, you gotta do things that they are not, right?
00:05:58
Speaker
People do not care about the money side of solar, all right?
00:06:01
Speaker
As much as people will tell you, right?
00:06:04
Speaker
That's not a core reason why we have solar.
00:06:07
Speaker
We have solar for environmental purposes.
00:06:11
Speaker
independence from the power grid, right?
00:06:14
Speaker
We have solar and people buy solar for so many different reasons.
00:06:17
Speaker
Look outside of just the money sale.
The Role of Personal Branding in Solar Market
00:06:20
Speaker
Now, that's a whole nother video to show you how to do it, but 2020, I think people are going to go away from that.
00:06:27
Speaker
Number three here is leverage personal branding.
00:06:32
Speaker
This is something that honestly less than 1% of solar pros are doing now.
00:06:36
Speaker
And I think 2020 people are going to slowly start to realize here that personal branding isn't just a nice to have.
00:06:43
Speaker
It is a must because as more competition comes into play,
00:06:47
Speaker
You have no way of differing yourself.
00:06:49
Speaker
If everybody is selling the same products, making the same promises, the same warranties, they have the same pitch, how are you different from your competition?
00:06:58
Speaker
There is nothing different about you.
00:07:01
Speaker
One of the key reasons on why I've been so successful in this industry is I've mastered personal branding.
00:07:08
Speaker
You don't need a lot of followers.
00:07:09
Speaker
Solopreneur doesn't have a lot of followers.
00:07:12
Speaker
Lumen Solar doesn't have a lot of followers.
00:07:14
Speaker
You don't need that.
00:07:15
Speaker
You need to be able to differ yourself from the marketplace, to niche down, to focus on something specifically that's going to tell your prospect, hey, I'm different, and they're going to remember you for that.
00:07:26
Speaker
So personal branding can be anything from, you know, having a specific slogan that you stand for, a core set of values that you stand for in your company or as a personal rep, right?
00:07:38
Speaker
It could be having an online presence that is different from the competition.
00:07:42
Speaker
It could be making video content like this.
From Paid Traffic to Sales Optimization
00:07:45
Speaker
There are many ways to do personal branding, but realize
00:07:49
Speaker
that focusing on in 2020 is going to be a common thing okay and before your competitors get there i'd recommend you get a once up start with them here in 2019 and you can make a difference in 2020 look different sound different and be able to make more sales than everyone else
00:08:06
Speaker
So review, a couple of those things, right?
00:08:09
Speaker
Paid traffic's going to take a backseat in 2020.
00:08:12
Speaker
People are going to focus on sales, conversions, training, optimization, not just trying to chase tons of leads and numbers in their pipeline that don't turn into anything and aren't efficient.
00:08:23
Speaker
Number two, gravitating from selling on price, selling on value, selling on environment, ownership.
00:08:29
Speaker
That is going to be a big change.
00:08:31
Speaker
And then number three, personal branding, differing yourself from the competition.
Engagement and Further Learning
00:08:38
Speaker
It's going to be a must in 2020.
00:08:40
Speaker
Guys, that's it for this short video.
00:08:42
Speaker
If you enjoyed it, you know the drill.
00:08:44
Speaker
Help us out.
00:08:45
Speaker
Please comment down below what you think.
00:08:47
Speaker
What do you want to hear from us?
00:08:49
Speaker
I personally read all these comments.
00:08:51
Speaker
My team reads these comments, and we want to make sure that we are providing the most value possible on Solarpreneur.
00:08:58
Speaker
Give us a thumbs up, support us, and we'll see you in the next one.
00:09:06
Speaker
Wow, what another value-packed episode of The Solarpreneur.
00:09:10
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.
00:09:21
Speaker
And we do it all for free.
00:09:22
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.
00:09:32
Speaker
so that we can help more solopreneurs like you to change the world.
00:09:35
Speaker
And as a gift for leaving us a review, we have a special training package exclusive for solopreneur listeners over at solopreneurs.com.
00:09:44
Speaker
Remember, you need to leave us a review on iTunes to qualify for the training package.
00:09:49
Speaker
So take care of that now, and we'll see you on the next episode.