Transcript
Speaker: on this episode i'm going to give you my 20-minute pitch blueprint and the step-by-step process on how you can present more solar deals and close them in 20 minutes or less coming right up look in the solar business there's really only two types of people there's the ones that crush it make six seven and eight figures and then there's everyone else the question is which one will you be over the last four years we've studied the sharpest solar sales and marketing pros
Speaker: and how they build multi-million dollar incomes using only the best solar sales and marketing strategies.
Speaker: So how do these solopreneurs do what they do and what makes them so successful?
Speaker: This podcast is your answer.
Speaker: Join us and thousands of sales pros, marketers, and entrepreneurs as we take the solar industry by storm and uncover what it takes to sell more solar with less effort.
Speaker: Welcome to the Solopreneur Podcast.
Speaker: Hey what's up solopreneurs James Swidorski here and if you're just landing on this episode I want you to listen back to the last four on this five-part series on the solar presentation.
Speaker: What we're going to talk about today is the actual blueprint of the 20-minute pitch but yesterday I put an episode out talking about the benefits of that why we should consider lowering our pitch time frame down to 20 minutes or less
Speaker: We talk about attention span, super vital.
Speaker: You go listen to that first before diving into today's episode.
Speaker: So without further ado, though, I want to break down this 20 minute pitch.
Speaker: And this should take 20 minutes or less, honestly, to give you the big idea.
Speaker: It's all about simple, concise communication is the point of this and getting the job done.
Speaker: A lot of solar pros forget that they're not there to be a homeowner's friend.
Speaker: That's not your job.
Speaker: Your job is to get the job done, to help them figure out, make a decision if solar makes sense, and either do a yes or a no to get out of there with a firm yes or no decision.
Speaker: None of the fluffy, I need to think about it, and all that stuff.
Speaker: This solar presentation is the reason why I'm able to maintain usually about a 70% to a 90% close ratio of
Speaker: Some of my top closers are at that 90% consistently just by using this solar pitch.
Speaker: So the first five minutes of the pitch, we want to accomplish just a few main things.
Speaker: One is obviously taking control.
Speaker: The first interaction with the homeowner, the social frame that is set, dictates what happens to the sale.
Speaker: And truly, guys, the saying from Art of War, right, Sun Tzu, every battle is won before it's ever fought, right?
Speaker: You really will make or break the sail in the first few precious moments.
Speaker: I know it doesn't sound like that's possible, that it really makes sense, and you feel like you can make up for those few moments, but I want you to hear me out on this.
Speaker: That first five minutes, if you can show your prospect you're a professional, show what your agenda is, what your intention of the presentation is, and then discover and show that you care enough about them, you're going to distinguish yourself from every other presentation or salesperson, really, that they've dealt with.
Speaker: But you're also going to take all the guesswork out of the presentation.
Speaker: You're not going to get any objections, as I'll show you how to do that in a minute.
Speaker: there's going to be no mystery.
Speaker: There's going to be no hidden agendas from the homeowner.
Speaker: You're going to know why they're actually meeting with you.
Speaker: And if it's for the right reason, you could continue.
Speaker: If they're just kicking your tire, wasting your time, you can end it right there at the five minutes, move on to another prospect, to another opportunity, because you are a solar rep of worth, right?
Speaker: That I talked about last time.
Speaker: So in the first five to seven minutes, here's what we're going to accomplish.
Speaker: One is we're going to take control and we're going to start closing the sale before you even present.
Speaker: The way we do that is we set the agenda with the prospect.
Speaker: The agenda is really simple.
Speaker: Your job as a consultant is to close.
Speaker: Okay.
Speaker: So I tell my prospects, Hey, Mr. Homeowner, my job today is pretty simple.
Speaker: Okay.
Speaker: Before we get started here, I want you to know my intention is to help you figure out if solar makes sense or not.
Speaker: If it doesn't make sense for you.
Speaker: Cool.
Speaker: I'll be the first guy to tell you no, but at the end of our appointment here, here's what I want to happen.
Speaker: I want you to be able to feel comfortable deciding, yes, let's move forward with solar.
Speaker: No questions asked.
Speaker: Let's do this.
Speaker: This is a good choice for us financially and for our family, and that's cool.
Speaker: But if you want to say no, right, I don't want you to have to go research and think about this and have sleepless nights wondering if solar was going to be a good fit or not or if you should have told James this.
Speaker: I don't want that to happen.
Speaker: So if it's not going to be a yes, let's make it a no, okay?
Speaker: What I don't want to hear though is something like I got to think about it or we got to sleep on things because that means I didn't do my job right and I definitely want to be the guy who does my job right.
Speaker: So, Mr. Homeowner, can we make a simple agreement that you will be able to make a yes or no decision when we're done here?
Speaker: And then you wait and you listen.
Speaker: And think, with that call, when that call is going, there's no question why you're there.
Speaker: The tone is 100% different in the room.
Speaker: They now are paying very close attention because they know they're going to have to make a decision.
Speaker: So the details that you share with them, they're glued to them.
Speaker: They're asking buying questions because now as they move forward, they are there with the intention to buy.
Speaker: They're not there listening to you with the intention to just get
Speaker: get some more information see the difference think about how many presentations you've been on to where the homeowner is literally just there and you're talking to them and they're almost like treating you like entertainment like like watching the news or something right it's ridiculous you're there as a professional to help them make a decision they could go get information on solar on the website that's not why you exist you're there as a closer
Speaker: And until you close the deal, nobody's benefiting.
Speaker: They're not going to get to go solar.
Speaker: You're not going to get a commission check.
Speaker: It's a lose-lose.
Speaker: So why the hell are we not just closing the deal?
Speaker: Close the deal from the beginning.
Speaker: Tell them to make a yes or a no.
Speaker: You're going to close on a yes or a no.
Speaker: No questions asked.
Speaker: Done.
Speaker: If you do that, your close ratio will triple.
Speaker: Guaranteed.
Speaker: Next, after five to seven minutes, I mean, the last part of the five to seven minutes is to ask discovery questions.
Speaker: So after I set that agenda, they say, great.
Speaker: I say, well, here's what's going to happen next.
Speaker: I'm going to ask you a couple of questions.
Speaker: We'll see if this is going to be a good fit or not.
Speaker: Like I said, if things make sense, right, I'll give you the big idea on solar, right?
Speaker: I'll give you the information you need.
Speaker: We'll go over your design and proposal and then we'll be done here.
Speaker: Okay.
Speaker: And then I'm going to ask him those discovery questions.
Speaker: And those are just like I talked about in the previous episodes about emotion.
Speaker: You're going to ask them their intentions.
Speaker: Why did you guys want to check out solar?
Speaker: Why did you want to check it out today?
Speaker: Right?
Speaker: Oh, you got three other quotes.
Speaker: What did you not like about those other quotes?
Speaker: Because I don't want to be quote number four here.
Speaker: So let's figure out what is wrong.
Speaker: Right?
Speaker: Ask these discovery deep questions.
Speaker: Ask them what it's like when they have a tight budget and they're trying to save money month to month.
Speaker: Okay.
Speaker: Ask them these hard, difficult questions and write these down as we talked about.
Speaker: Because we're going to utilize our emotional story as we talked about in the previous episodes.
Speaker: After seven minutes, we're going to transition from those discovery questions.
Speaker: to the big idea the big idea is really the story that emotionally highlights why solar is the thing to do right this speaks to the midbrain right gets past the crock brain as we talked about to the midbrain the story is going to get them excited about solar so they could justify it with the logic of your proposal don't make the mistake in skipping this section
Speaker: This is an entire third of your presentation for a reason.
Speaker: You need to get your prospect emotionally invested in this.
Speaker: That story is usually something that highlights one of those discovery questions you found out.
Speaker: So to give you an example, if you found out that your customer really, really cares about leaving a legacy for their family, tell a story around that.
Speaker: and how solar is going to be able to do that, right?
Speaker: I can't tell you what the stories are.
Speaker: There are dozens of different stories you could do, and I've used dozens and dozens of them in my own personal selling.
Speaker: Constantly change them.
Speaker: Keep them fresh.
Speaker: Make sure they're on top of mind.
Speaker: Make sure they're memorized, right?
Speaker: And you are saying them with the correct tonality.
Speaker: You're using the correct body language.
Speaker: Make it a true show, right?
Speaker: If you can use a huge amount of showmanship as well as being able to close, set the agenda, and having the girth to ask these questions, you're immediately differing yourself from the competition.
Speaker: It's not even funny.
Speaker: How many salespeople have you went and saw that where they were literally a show?
Speaker: You couldn't stop.
Speaker: You couldn't take your eyes off of them.
Speaker: You had to listen to every single word they were saying.
Speaker: and you wanted to, that's what we're going for.
Speaker: This is the meat of the presentation right here.
Speaker: After that, so that's seven minutes, right?
Speaker: We spent five to seven minutes on the first part, setting the agenda, asking the questions.
Speaker: We spent seven minutes with the story, making sure that we're emotionally highlighting these reasons to go solar.
Speaker: And then we're spending five minutes, the final five minutes here, or almost final, on the details of the proposal.
Speaker: And here's the secret with the proposal, guys.
Speaker: You don't have to go through everything.
Speaker: They don't need to know everything about solar.
Speaker: In fact, most homeowners only need one to two key points to be justified.
Speaker: How do you know what those key points are?
Speaker: Discovery questions.
Speaker: If you know they're trying to save money long term and leave a legacy, show them how much the environment is going to be impacted with their solar system.
Speaker: And then show them how much money they're going to save.
Speaker: And then close.
Speaker: It's that simple.
Speaker: They don't need to know all the specs about the panels, the warranties.
Speaker: I can't tell you this is a very common mistake.
Speaker: Remember, not everybody buys a car or whatever it is, right, for the same reason.
Speaker: People have their reasons for buying.
Speaker: I might buy a car just because it looks cool and I feel good in it, right, not because of the engine specs.
Speaker: So just sell solar based off of what that homeowner wants, and you're going to know because they're going to tell you in that first few moments.
Speaker: It's really this simple.
Speaker: And then the final piece here, one to two minutes is just close the sale.
Speaker: And if you set up that presentation correctly, if you told the story and the emotion was there, if you justified those final pieces with logic, there shouldn't be any closing.
Speaker: You shouldn't have to use any closing lines.
Speaker: And if you do, just remind them that they agreed.
Speaker: to make a yes or no decision.
Speaker: It's really that simple.
Speaker: So guys, that's the 20 minute pitch.
Speaker: Super easy.
Speaker: Share it with somebody at your team on how to do this.
Speaker: And more importantly, start implementing it.
Speaker: Start exercising this.
Speaker: Start using it right now.
Speaker: You're going to see results.
Speaker: Guys, if you enjoyed this episode, leave us a review and we'll see you next time.
Speaker: Wow, what another amazing episode of the Solarpreneur Podcast.
Speaker: Now, before we take off here, do us a favor and go leave an honest review on your platform of choice or wherever you're listening to this podcast.
Speaker: It helps us get the word out about the Solarpreneur Movement and impact more entrepreneurs, sales professionals, and marketers just like you.
Speaker: And hey, don't forget to head over to Facebook and join the Solarpreneur Group for more daily content,
Speaker: That's going to impact you and help you take your sales game to the next level.
Speaker: See you guys in the next episode.
