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3 Secrets To Selling More Solar During The Holidays
72 Plays2 years 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 level.
00:00:08
Speaker
My name is Taylor Armstrong.
Taylor Armstrong's Journey in Solar Sales
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.
What is 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.
Challenges of Selling Solar During Holidays
00:00:41
Speaker
Hey, what's going on, solarpreneurs?
00:00:43
Speaker
Today, we're going to be talking about three secrets that can help you sell more solar during the holidays.
00:00:49
Speaker
If you have not been selling for a while now, you may not know that it can be tricky at times during the holidays.
00:00:58
Speaker
So we're going to jam on a couple of things that hopefully can help you out during this time of the year.
00:01:04
Speaker
Or if you're listening to this during another time of year, still some things I think you can apply.
00:01:09
Speaker
Welcome to the show.
00:01:10
Speaker
My name is Taylor Armstrong.
00:01:11
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
Taylor's Unique Podcasting Style
00:01:18
Speaker
industry.
00:01:18
Speaker
In case you're wondering where I got some of these lines from...
00:01:25
Speaker
I do listen to a lot of sports podcasts, and if you're wondering, sometimes I structure the podcast, the Solar Printer podcast, after a few of my favorite sport podcasts that I listen to.
00:01:39
Speaker
I like to get people in a good mood, and some of the introductions are pretty similar in a few of these NBA podcasts, things like that I listen to.
00:01:48
Speaker
Okay, so that's kind of the structure that I take for this podcast too, in case you're wondering.
Importance of Maintaining Momentum During Holidays
00:01:55
Speaker
But nonetheless, I hope we can help you achieve your goals in solar.
00:02:01
Speaker
And I hope we can help you sell more this holiday season.
00:02:04
Speaker
I've been doing this seven years now, 2016.
00:02:08
Speaker
So what are we coming up on?
00:02:10
Speaker
Seven years.
00:02:12
Speaker
And I've had some really great holiday seasons of selling.
00:02:16
Speaker
I've had some
00:02:17
Speaker
not so great.
00:02:18
Speaker
So before we jump into the topic, I just want to preface it by saying I think the biggest secret to selling more during the holiday season is to not slow down.
00:02:31
Speaker
Hey, if you've been doing this for a while, you know that it can be an easy time of the year to slow down.
00:02:37
Speaker
Take your foot off the gas and naturally you're going to a little bit.
00:02:41
Speaker
Okay, if
00:02:42
Speaker
If you're going full horse straight through Christmas, then man, you must be like a robot out there selling.
00:02:50
Speaker
I hope you at least take Christmas Day off, part of Christmas Eve at the very least.
00:02:56
Speaker
But the other days, I think you got to be strategic about
Creating Urgency with Holiday Promotions
00:03:00
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it.
00:03:00
Speaker
You still should be pushing hard, but I think there's some strategies you can implement.
00:03:04
Speaker
to still get results.
00:03:07
Speaker
But maybe you can get into your flying altitude, right?
00:03:13
Speaker
You think of a plane taking off.
00:03:15
Speaker
I think we should think of the holiday season, December as a month where we get to our coasting altitude.
00:03:22
Speaker
Maybe we're not
00:03:23
Speaker
going full force in the takeoff, but we're still at a nice cruising altitude.
00:03:27
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We're still cranking out sales.
00:03:29
Speaker
So let's talk about how we can do that.
00:03:30
Speaker
Okay.
00:03:31
Speaker
So three things.
00:03:32
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Um, the first one is you need to be a master at creating urgency during the holiday season.
00:03:39
Speaker
Um, I,
00:03:41
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I have really struggled over the years at times on helping people take action now during the holidays because I think the easiest excuse that people can come up with is, oh, you know what?
00:03:52
Speaker
Solar sounds great, but we got family coming into town.
00:03:56
Speaker
It's going to be extremely busy.
00:03:58
Speaker
You know what?
00:03:59
Speaker
Hit me up after the new year.
00:04:01
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Think about this.
00:04:02
Speaker
And that's what everyone does for a lot of goals they have in their lives.
00:04:05
Speaker
So how can we help people prioritize solar and want to do it now?
00:04:11
Speaker
Well, you got to be building urgency.
00:04:14
Speaker
And we all know you should build urgency whatever time of year you're selling.
00:04:18
Speaker
But especially during the holiday season, you got to get creative with this.
00:04:22
Speaker
How can you build extra urgency during the holiday season to help people come towards a decision and now rather than later?
00:04:30
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So a creative idea that I actually got from our team out here today.
00:04:37
Speaker
Hopefully they don't mind me sharing this.
00:04:39
Speaker
Hopefully I don't get kicked off my team for sharing some insider secrets.
00:04:44
Speaker
Hey, but I thought this was a great idea.
00:04:47
Speaker
Get a text from your manager or, you know, just someone on your team of a promotion you got going on now.
00:04:53
Speaker
Maybe your company is actually doing like a holiday promo.
00:04:57
Speaker
where they're going to give the customer something extra or do a little incentive.
00:05:02
Speaker
But if not, you create your own incentive, right?
00:05:05
Speaker
That's the beauty of our job is we can create whatever incentives we want and we can be really creative
Using Visual Materials to Build Urgency
00:05:13
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with it.
00:05:13
Speaker
So a text that we use here on our team is...
00:05:18
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Just something like holiday special.
00:05:20
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Hey, we have a holiday special going on until Sunday.
00:05:23
Speaker
Any customer who enrolls by Sunday night will receive a thousand dollar bonus the day of installation.
00:05:29
Speaker
So you have someone like I think it's cool.
00:05:33
Speaker
You have someone text you this and then you show this to all your potential customers in the home.
00:05:39
Speaker
Right.
00:05:39
Speaker
So that way it looks super legit.
00:05:41
Speaker
Right.
00:05:41
Speaker
Even though you created it and we're not we're not lying to the customer or anything.
00:05:46
Speaker
It is a promotion that we're maybe doing ourselves.
00:05:49
Speaker
I have someone text you this and then say, hey, look, I just got this text today.
00:05:53
Speaker
Actually, this is going on till the end of the week.
00:05:56
Speaker
This is this the reason why all your neighbors are trying to get in on the program.
00:06:01
Speaker
Not only are we saving them money now, not only are they getting more money to save for future holidays, but they're also getting a thousand bucks.
00:06:09
Speaker
OK, Mr. Homeowner, if you had an extra thousand bucks, what would you get your wife for Chris?
00:06:15
Speaker
What extra thing would you get your wife?
00:06:17
Speaker
OK, get a little chuckle from them.
00:06:20
Speaker
Get them thinking about that thousand bucks.
00:06:22
Speaker
So stuff like that, right?
00:06:23
Speaker
Create a holiday incentive, have someone text it to you and then show this to your potential customers out there.
00:06:32
Speaker
And then the other, another thing you can use for urgency, just going along with that, is have something printed out.
00:06:42
Speaker
That's already an example.
00:06:43
Speaker
If you have someone text you the promo that's going on,
00:06:47
Speaker
But another thing that's extremely powerful is print out something that's expiring.
00:06:53
Speaker
Another one of my friends out here, he has a SunPower dealer and he got an email from SunPower saying that they were adjusting their rates, saying there's some type of rate adjustment.
00:07:06
Speaker
So quotes were expiring on a certain date.
00:07:09
Speaker
So what did he do?
00:07:10
Speaker
He printed that out and
00:07:11
Speaker
He's taking it to all his appointments.
00:07:14
Speaker
He's using that as ammo to get people to take action.
00:07:17
Speaker
So he's saying, hey, look, you guys can do this whenever.
00:07:19
Speaker
But just so you know, we got this not making this up.
00:07:22
Speaker
We got this email from corporate.
00:07:24
Speaker
They're adjusting the rates.
00:07:26
Speaker
As you know, inflation is a real thing, not only for the utility, but for us, too, unfortunately.
00:07:32
Speaker
even though our rate increases are far less than the utility.
00:07:37
Speaker
But because of that, that's why we're helping people now is so they can get the most savings possible.
00:07:43
Speaker
Okay, so whatever the good principle to sell by is people believe what they see, right?
00:07:49
Speaker
Grant Cardone talks about this in his closer survival guide.
00:07:52
Speaker
People believe what they see, not what they hear.
00:07:55
Speaker
So when you're creating these promotions, when you're trying to add more urgency, it's going to be much more believable and inspire people to take action more if you have something printed out.
00:08:06
Speaker
Hey, and then last thing on that, even if it's maybe something that ended, so maybe your company did have a rate adjustment, prices went up, maybe something did change, but it already passed.
00:08:19
Speaker
You can still use these things as ammo to build urgency.
00:08:24
Speaker
For example, my buddy that had...
00:08:27
Speaker
has some power dealer.
00:08:28
Speaker
He got the email.
00:08:29
Speaker
Even if that deadline has passed, he can still show it.
00:08:32
Speaker
Maybe it won't be quite as powerful, but it's like he can show, hey, Mr. Homeowner, just so you know, this was a rate adjustment that happened two weeks ago.
00:08:41
Speaker
They're saying they're going to have another one pretty soon.
00:08:44
Speaker
So just being transparent with you guys, this is why so many people want to get in on it.
00:08:50
Speaker
We constantly have these rate adjustments.
00:08:52
Speaker
So wouldn't it make sense?
00:08:53
Speaker
I know you guys like need to look at all the details and all that, but wouldn't it make sense to save a little bit more now and not be affected by some of these rate adjustments get you guys as much savings as possible?
00:09:05
Speaker
Cool.
00:09:06
Speaker
So yeah, all we'll do today, we'll get your application in and we will make sure we can lock in that rate.
00:09:12
Speaker
So you're not affected by future increases.
00:09:15
Speaker
You're not affected by the next rate adjustment that they have.
00:09:18
Speaker
Okay, so even if it's not happening, print it out.
00:09:21
Speaker
You can still use it as sort of an example of what will more than likely happen
Strategy: Avoid Confirming Appointments
00:09:27
Speaker
again.
00:09:27
Speaker
Okay, so that's the first thing.
00:09:29
Speaker
And that's probably the main point of this.
00:09:31
Speaker
I think you got to be building a lot of urgency during the holidays.
00:09:35
Speaker
Number two, this is just kind of an observation that I've had, especially during this holiday season, whatever reason.
00:09:44
Speaker
I've had so many appointments fall through.
00:09:47
Speaker
I'm sure a lot of you can relate.
00:09:50
Speaker
People, again, they like to put things off.
00:09:52
Speaker
They like to not take the time to look at it right now during the holidays.
00:09:56
Speaker
So a big problem that I have had, and I know a lot of people on my team have had, is just appointments falling through.
00:10:03
Speaker
And last year, I did a little blitz out in Dallas, Texas.
00:10:11
Speaker
This was around Thanksgiving.
00:10:12
Speaker
And I remember we had so many appointments falling through these Texans.
00:10:16
Speaker
They take their holidays seriously.
00:10:19
Speaker
They were preparing for Thanksgiving like six, seven days before getting stuff.
00:10:23
Speaker
We were knocking like a week before Thanksgiving and we had people saying they're already starting cooking for Thanksgiving out there.
00:10:31
Speaker
But something we did then and something that I have changed a little bit now is I've stopped confirming appointments.
00:10:42
Speaker
And many of you have heard me on the show just saying
00:10:45
Speaker
I've talked about how I am a proponent of confirming appointments.
00:10:49
Speaker
I hate wasting time.
00:10:51
Speaker
I hate showing up and people aren't there.
00:10:54
Speaker
So a lot of times I have confirmed appointments.
00:10:56
Speaker
But right now, my school of thought, especially during the holidays, is I'm not confirming any appointments.
00:11:03
Speaker
Okay.
00:11:04
Speaker
It gets to a point where it's just maddening, where you have text after text and people saying, you know what?
00:11:09
Speaker
Too busy right now.
00:11:10
Speaker
You know what?
00:11:11
Speaker
Let's not do it.
00:11:12
Speaker
So I've actually found and I haven't like tracked it to the T, but I've found that I've actually had more success.
00:11:21
Speaker
by just showing up during these, at least during this part of year, then sending out a confirmation text or even calling to confirm.
00:11:30
Speaker
OK, and this may change.
00:11:33
Speaker
This is my thoughts right now during the holiday season.
00:11:36
Speaker
But I think it's good to be flexible.
00:11:38
Speaker
Like some people swear by confirming appointments.
00:11:42
Speaker
Some people that I work with that have a lot of success don't confirm any appointments.
00:11:47
Speaker
They just show up.
00:11:48
Speaker
So there's arguments for both sides of it.
00:11:51
Speaker
And generally, I do like to confirm appointments.
00:11:53
Speaker
But I would say, especially during the holidays, especially if you're getting a lot of appointments falling through, just stop the confirming, show up, and talk your way into it.
Making Sales Fun with Holiday Themes
00:12:05
Speaker
People are much more likely to just...
00:12:09
Speaker
You know, even if they forgot about the appointment, they're much more likely to just make it happen if you show up at their door.
00:12:14
Speaker
Right.
00:12:15
Speaker
Adds that little social pressure and you can, you know, kind of talk them into it, even if they're on the fence at the door.
00:12:21
Speaker
Okay, so that's step number two.
00:12:23
Speaker
That's secret number two.
00:12:25
Speaker
And then last but not least, just have fun with it.
00:12:28
Speaker
Okay, remember, this job is fun.
00:12:31
Speaker
Today, I actually did a podcast with my buddy Jake Ransom, who's out here.
00:12:36
Speaker
It's podcasting me dropping here in probably next week.
00:12:40
Speaker
But he's someone that just has a ton of fun when he's out there.
00:12:44
Speaker
And I think Christmas holidays, we should just remember that this job is fun.
00:12:49
Speaker
If you're running a team, if you're running an organization, make sure to throw out some Christmas incentives.
00:12:55
Speaker
Make sure to throw out, do a little Christmas party if you haven't already.
00:12:59
Speaker
Do Christmas competition.
00:13:00
Speaker
Something we did with our team last year I thought was fun is a little like holiday selfie competition.
00:13:08
Speaker
We've got pictures with Santa hats.
00:13:10
Speaker
Every appointment we booked, that was a point if we got a picture with a Santa hat.
00:13:15
Speaker
If we close the deal...
00:13:17
Speaker
and post a picture of us holding like a mug of hot chocolate or whatever that was two points.
00:13:23
Speaker
And then that went towards kind of like a giveaway end of the year.
00:13:27
Speaker
So that was a fun little fun little incentive, fun little prize competition to do at the end of the year.
00:13:34
Speaker
But whatever you do, just make sure you're having fun.
00:13:37
Speaker
Don't take things too seriously.
00:13:39
Speaker
This is Christmas.
00:13:40
Speaker
This is the holidays.
00:13:41
Speaker
Have fun with it.
00:13:43
Speaker
Spread some Christmas cheer.
00:13:45
Speaker
Sing loud for all they hear, as Elf says in one of my favorite Christmas movies.
00:13:50
Speaker
And I hope you crush it this holiday season.
00:13:54
Speaker
Hey, remember, you can still sell a lot during the holidays, but you don't have to work nonstop.
00:14:02
Speaker
Get at that nice cruising altitude.
00:14:04
Speaker
Lock some deals down and hope you continue to have a great holiday season and sell a lot of solar.
00:14:10
Speaker
So that's it for today's episode.
00:14:12
Speaker
Hopefully it helps.
00:14:13
Speaker
We've got some exciting episodes coming up here in the near
Introducing Solciety: Learning Community for Solar Pros
00:14:17
Speaker
future.
00:14:17
Speaker
Remember, if you would like to see a certain guest on the show, if you would like to cover a certain topic, hit me up either at taylor at solarpreneurs.com or on social media.
00:14:30
Speaker
Instagram is where I'm currently most active at taylorjarmstrong.
00:14:34
Speaker
hit me up and let me know if you know of any great guests that we should have on the show.
00:14:39
Speaker
Always looking for great talent, for great stories to hear about in people's solar journey.
00:14:45
Speaker
So we'll see you on the next one.
00:14:47
Speaker
Love y'all.
00:14:48
Speaker
Peace out and happy holidays.
00:14:51
Speaker
Hey Solarpreneurs, quick question.
00:14:53
Speaker
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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.
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And it's called Solciety.
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This is exclusively for solopreneur listeners.
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Speaker
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Speaker
We'll see you on the inside.