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00:00:01
The One Question That Will Skyrocket Your Show Rate
409 Plays1 month ago
No-shows are one of our biggest nightmares in door-to-door, but is there really a way to minimize them? This episode will introduce one single question that you can bring up in your pitch that can make homeowners more willing to sit down for your appointments.
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Transcript
Introduction and Host's Journey
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. I 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 fell.
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.
Addressing No-Shows and Cancellations
00:00:31
Speaker
What is a solopreneur you might ask? 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. One of the most frustrating things in solar and probably in any cells for that matter is having ghosted appointments, people no-showing you, people wasting your time.
00:00:52
Speaker
Nothing more frustrating. So today we're going to talk about how we can reduce this, how we can effectively do everything possible to limit the amount of ghost appointments, no-shows and cancellations.
Importance of Early Objection Handling
00:01:04
Speaker
We're going to it with one question that you might not be asking as you're setting up the appointments.
00:01:10
Speaker
So welcome to the podcast. 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. Hope you're doing awesome. Hope you are having a great start to the summer or selling a lot of deals whenever you're listening to this.
00:01:25
Speaker
I'm just getting done with a few events. SolarCon, we've got our... ah Big conference here in San Diego ah that we're kicking off. um We got Danny G coming to speak to our sales team. So pretty excited for that. I'm going to be sharing a little recap um from that experience here on the next couple podcasts.
00:01:45
Speaker
um But got me thinking, um he's going to talk to us about how we can reduce cancellations and no-shows. But I recently tweaked my appointment setting process and I added one question onto the end of setting an appointment.
00:02:00
Speaker
And just this one question, i noticed it um have a pretty big difference on how many appointments are sitting. So I'm going to tell you what that question is.
00:02:11
Speaker
And it's a question that you're probably asking in the close. I know most people ask this as part of their fact finding process, but the question is pretty straightforward, pretty simple.
00:02:22
Speaker
And it is, have you looked in the solar before? and what have you looked into? I guess two questions. You could you can make it one question. But ah that's it. Very simple.
00:02:32
Speaker
And ah maybe some people are asking this as you're setting up at the appointments. Most the time I was just like running and gone and setting up the appointments. People were canceling. And a lot of times I was not figuring out why.
00:02:45
Speaker
yeah if it's frustrating to have an appointment cancel, The second most frustrating thing is not knowing why an appointment is canceling. Because to me, especially where I so sell here in San Diego, rates are extremely high. Solar is a no-brainer for, I would say, 99% of people. So it's just mind-boggling to me that some people do not want to look into this.
00:03:04
Speaker
um So it drives me crazy when they won't tell me why. But here's why this is such a powerful question, especially when you're trying to reduce
Uncovering and Addressing Objections Early
00:03:13
Speaker
cancellations. It's because you can get ahead of the objections.
00:03:17
Speaker
Yeah, I know we all do this in the home. We get into the appointment, we sit down, we joke about their dog, we build some rapport, um all the stuff we usually do in the clothes. And then we usually get into the fact finding where you're saying, hey, what do you know about solar? Have you looked into it? We're writing it down, right? Pretty standard process.
00:03:35
Speaker
But a lot of people aren't doing this when they set up the appointment. hey And the thing is that if people think you're going to present to them the exact same thing they looked at two years ago, why should they look at it again?
00:03:49
Speaker
and so that's why this is so important, so key. Start asking this when you're setting up appointments. And you can, it just puts arrows and in your quiver. You know what you're jumping into, you know, what objections they're going to have.
00:04:04
Speaker
And ah you just, just two weeks ago, i actually had a appointment that I set where um lady was skeptical Right. um She was definitely interested in solar, had a lot of pain. Her bill was high.
00:04:18
Speaker
But ah there's something issues. You know, i couldn't put my finger on it. She just didn't want to set the appointments, got inside the home, dug a little deeper and asked this magic question when we were sitting at her table, filling out our little appointment card. And she tells me, hey, I've actually my brother, he went solar and um he he still has a big bill. He's paying lot to the utility. He says that he's paying a bill on top of ah his solar payment and he still has to pay actually three bill. I think she said three bills he's paying, one for the solar, one for the solar power, for the energy, and then one for ah the utility, which is crazy. i don't know how that's possible. ah But something as simple as that, if I didn't bring up this concern in the home, if I didn't figure out what her objection, why she have solar beforehand, then probably would have still set the appointment because the pain was there. The interest was there.
00:05:17
Speaker
But there's this one thing. hey there's some you can You can see it in their faces. If they have one little thing, then it's going to totally cause them to go to the appointment or just cancel because people, they don't want to waste their time. They don't want to be sold. They don't want to look at something that they already feel they looked into, and it's going to kill your deals.
00:05:36
Speaker
So an interesting stat here, 60 to 70% of objections in cells are hidden unless the salesperson directly surfaces them. and That's from ah HubSpot Cells Research. Who would known, right?
00:05:49
Speaker
um And so the thing is, people feel safer when they can voice their concerns early, lowers their emotional guard, builds trust. um So an objection uncovered early is an opportunity. An objection uncovered early is a deal breaker.
00:06:03
Speaker
Just a couple of quotes I found online about this. So the invitation is that whenever you are setting up appointments, don't leave the home without figuring out what their experience was.
Converting Hesitant Prospects
00:06:16
Speaker
And it's so funny. Sometimes people, the only reason they they didn't look in this order, they don't have it beforehand. Maybe their credit was bad, but now it's good. I can't can't tell me tell you how many deals I've gotten over the years where just one simple thing.
00:06:30
Speaker
Once I ask this question, I figure uncover what it was. Either it's a misconception or maybe their credit was bad. Overcome that one little thing and then it's a done deal, right? um There's a lot of people here, even where I'm selling, which is a saturated market, a pretty mature market when it comes to solar. There's still people that are like, yeah, I don't have money for it. The reason I haven't done this is because I don't have the money.
00:06:52
Speaker
And then once I show them, build credibility and build up the social proof that this can be done without having to pay a bunch of money out of pocket, it's like magic. a lot of these people, they just line up at the door and want to sign up.
00:07:09
Speaker
And it's don't get me wrong. It's not it's not that way always. But I'm telling you, if you ask this question, when you're setting up the appointments, it's going increase the show rate. And not only that, um here, when we're knocking doors, we have a lot of times where we're just talking to the wife, the husband.
00:07:25
Speaker
And ah many times, ah these one-legged appointments, they're going to their spouse and saying, hey, do you want to look at solar? And same thing as I mentioned earlier, the spouse, most the time is going be like, oh, I looked at solar.
00:07:39
Speaker
it costs too much, this and that. And the spouse, they're not trained to sell sore. They're not trained to overcome objections. So what are they going to do? They're going to say, well, what do you want me to do? He's coming tomorrow. I'll cancel appointments.
00:07:51
Speaker
Oh, let's go out to dinner at that time. Let's let's not show up. I don't want to waste our time. Hey, um so as as you do this, you can a lot of times figure out why the spouse didn't want to do it before, too.
Managing Spousal Objections in Appointments
00:08:04
Speaker
Right. So it's like, hey, Mrs. Jones, um sounds like this could definitely benefit you guys. Do you know why your husband ah hasn't hasn't gone somewhere in the past or what's been holding them back the first few times you said you guys had looked at it?
00:08:17
Speaker
Yeah, it was just going to cost so much. Yeah, he didn't want a loan. Yeah, he didn't want to lean on the house. OK, so um if this was something that we could do without there being a lien on the home or without there being a loan attached to it, sounds like he'd be pretty open to that.
00:08:33
Speaker
Uh, yeah, probably. I know that's what had been holding him back in the past. Okay, well, let him know. Do me favor. Make sure he doesn't... um You'll tell him to be nice to us when we come back, right?
00:08:44
Speaker
Okay, and good. So just make sure he's open to it, because trust me, I wouldn't want to waste my time if I thought it was the exact same thing I'd looked at before. So make sure you know it's not going to be some long, drawn-out sales pitch. It's not going to be some...
00:08:57
Speaker
think exactly what he looked at before. We'll just get straight to the meat and potatoes, show you guys apples, apples comparison. And then if you like it, great. We'll show you the next steps of how you guys can potentially get involved with it. Sound good?
00:09:10
Speaker
Sound fair? So we'll see you tomorrow. What time? Okay, double confirm it. So if you do that, it's going to help. You know, it's not always going to work, but it will help get you even those one-layer appointments.
Engaging the Audience
00:09:21
Speaker
So try that today. Let me know how it works for you out in the field. ah Shorter podcasts today. Let us know who you would like to see on the podcasts. Let us know what topics you would like covered.
00:09:32
Speaker
Let us know what things you are struggling with out there in the field. You can shoot us a DM. You can shoot us an email, ah support at solarpreneurs.com. If you have topic suggestions, if you have guest suggestions, would love to hear them.
00:09:46
Speaker
um But other than that, keep selling. Please leave us a review if you have not already. Hope you get some deals this week. See you next time.
Introducing Solar Tools and Resources
00:09:53
Speaker
So some of you already know that I run my own door-to-door sales team here in San Diego.
00:09:58
Speaker
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. But if I want to increase my deal flow, I need to do something different to get an advantage.
00:10:09
Speaker
Then we discovered an app called SolarScout. 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. 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.
00:10:28
Speaker
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.
00:10:43
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.
00:10:55
Speaker
Okay, back to the show.
00:10:59
Speaker
Hey, solopreneurs, 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.
00:11:10
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.
00:11:33
Speaker
And it's called Solciety. 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 a day. Currently, Soul Society is open, launched, and ready to be enrolled. So go to soulcide.co to learn more and join the learning experience now. This is exclusively for solopreneur listeners, so be sure to go to soulcide.co and join. We'll see you on the inside.