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REPLAY Successfully Knocking In The Dark
66 Plays2 years ago
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Transcript
Introduction and Special Recognition
00:00:00
Speaker
What's up guys, Taylor Armstrong here.
00:00:02
Speaker
We are doing a replay of an episode from a couple years back now.
00:00:08
Speaker
And this episode is specifically about knocking in the dark.
00:00:12
Speaker
I thought it was very fitting because at the time of this recording, it's daylight savings time.
00:00:17
Speaker
We got to get back used to knocking in the dark.
00:00:20
Speaker
So I'm going to replay this episode.
00:00:23
Speaker
I thought I had some good little nuggets in here.
00:00:26
Speaker
And before we jump into that, I wanted to thank everyone that left a review.
00:00:32
Speaker
As I mentioned in some of the previous episodes,
00:00:36
Speaker
I want to do something special for the person who left the 200th review.
00:00:41
Speaker
And that person that I am seeing here, review number 200, whatever your gender is, guess we can call you a they.
00:00:51
Speaker
but it says finding topics to help from sweet CN.
00:00:58
Speaker
I've been around solar and in it a little.
00:01:00
Speaker
I search and find all sorts of topics.
00:01:02
Speaker
I enjoy motivated individuals, people changing themselves.
00:01:06
Speaker
Thanks for the podcast.
00:01:08
Speaker
You are very welcome.
00:01:10
Speaker
Sweet.
00:01:11
Speaker
Cian, I guess that's how you say it.
00:01:13
Speaker
Thank you for the review.
00:01:15
Speaker
And this is the one that I counted as the 200th review.
00:01:20
Speaker
We did have another person post that they were number 200th.
00:01:24
Speaker
But appreciate all the reviews.
00:01:26
Speaker
So whoever you are, if you want to shoot me a DM on Instagram, on Facebook, or shoot me an email, I want to send you a little something.
00:01:36
Speaker
So hit me up.
00:01:37
Speaker
If I don't hear from you, I'll hit up maybe the other ones that posted that they were the 200th.
00:01:42
Speaker
Appreciate all the reviews.
00:01:43
Speaker
It is so very much appreciated.
00:01:46
Speaker
And hope you guys enjoy the replay of this episode, Knocking in the Dark.
Podcast Purpose: Sales Strategies for Solar Professionals
00:01:53
Speaker
Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level.
00:01:59
Speaker
My name is Taylor Armstrong.
00:02:00
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.
00:02:10
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.
00:02:21
Speaker
What is a solopreneur you might ask?
00:02:24
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.
00:02:32
Speaker
What's up, Solarpreneurs?
00:02:33
Speaker
Taylor Armstrong here.
00:02:34
Speaker
How are you?
00:02:35
Speaker
Back with another episode here to help you close more deals, generate more leads, get more referrals, and hopefully make your life a lot easier as a solar sales rep, solar business owner, or whoever you may be involved in the solar industry.
00:02:52
Speaker
So today we are in the fall season, winter season, I should say.
00:02:57
Speaker
I'm in San Diego, so really it's basically the same weather all the time here.
00:03:02
Speaker
It is getting a little chilly.
00:03:04
Speaker
But with that being said, a lot of people use the fall winter weather as a time to dial back down, not work as much, give up easier than usual, not close as many deals.
00:03:16
Speaker
I hear it all the time from newer reps especially.
Overcoming Winter Sales Challenges
00:03:21
Speaker
It's darker earlier.
00:03:24
Speaker
People are busy with the holidays.
00:03:27
Speaker
Really, you could come up with all sorts of excuses, especially right now we're in the middle of COVID pandemic.
00:03:34
Speaker
So we've been dealing with this for an entire year, basically, of excuses we can tell ourselves.
00:03:39
Speaker
But now I know a lot of people are dealing with new obstacles during this winter season.
00:03:45
Speaker
That's what we're gonna talk about today.
00:03:47
Speaker
Something that's, especially now we just hit daylight savings time, which here in California where I'm at, it is dark.
00:03:57
Speaker
It's five o'clock, it's dark outside.
00:04:02
Speaker
And it's not late, but it's dark.
00:04:05
Speaker
What we're gonna talk about today is how can you continue to dominate even when it's darker earlier, even when it's winter.
00:04:12
Speaker
For those of you that are in different markets, maybe it's snowing outside.
00:04:16
Speaker
And that I won't be able to speak as much about.
00:04:19
Speaker
I've never knocked in the snow personally.
00:04:22
Speaker
I should go and do that.
00:04:23
Speaker
I'll fly out to Utah where I'm from, go knock a little bit.
00:04:27
Speaker
But I do enjoy the weather.
00:04:28
Speaker
So if you want to not knock where it's freezing, then hit me up.
00:04:32
Speaker
We'll hook you up with an opportunity out here in California.
00:04:35
Speaker
But it does get dark extremely early.
00:04:37
Speaker
So today we're going to talk about that.
00:04:39
Speaker
How do you continue to knock?
00:04:41
Speaker
How do you generate leads?
00:04:43
Speaker
How do you continue working even when it gets darker earlier?
00:04:47
Speaker
Even when you can come up with plenty of excuses?
00:04:50
Speaker
So I've got a few tips, things that have helped me.
00:04:53
Speaker
And then obviously I always love to hear from our listeners.
00:04:56
Speaker
What are you guys doing to dominate in the dark?
Strategies for Late-Night Sales Opportunities
00:05:01
Speaker
So here's the tips.
00:05:02
Speaker
The first thing is you have to realize that it's not actually late when it's dark.
00:05:09
Speaker
Here, like I said, it's dark at five o'clock, but is it late?
00:05:12
Speaker
No.
00:05:13
Speaker
Five o'clock, that's not late.
00:05:16
Speaker
I don't think anyone's going to bed that early.
00:05:19
Speaker
So you've got to realize that that's a thought you tell yourself.
00:05:22
Speaker
Grant Cardone says any objections that you think you hear, any objections you hear, they were your objection first.
00:05:30
Speaker
So if you have this thing in your head going, it's too late to knock, it's too late to be outside talking to people, it's too late to be working, guess what?
00:05:40
Speaker
That's your objection.
00:05:42
Speaker
That's not the customer's objection.
00:05:44
Speaker
That's something that you're telling yourself and it's coming across in your work ethic and what you're doing.
00:05:50
Speaker
So realize that it's not actually late.
00:05:52
Speaker
It's just dark.
00:05:54
Speaker
Okay, and you can go listen to other podcasts.
00:05:57
Speaker
Anyone that has been knocking doors for any amount of time, you heard these alarm guys, pest control guys, pretty much from any different industry, go listen to the door-to-door podcast.
00:06:08
Speaker
over Sam Taggart's podcast.
00:06:12
Speaker
He interviews people all the time.
00:06:13
Speaker
I just listened to one of his episodes.
00:06:15
Speaker
He interviewed a girl actually that I think manages for an alarm company.
00:06:22
Speaker
She told stories about how she is knocking literally until midnight, a lot of nights.
00:06:28
Speaker
She's out working, out hustling super, super late.
00:06:32
Speaker
Obviously, ladies are generally more cautious later it gets, right?
00:06:39
Speaker
So if a girl can go out there and knock until midnight, then I think anyone should be able to do it, right?
00:06:47
Speaker
We're telling ourselves excuses if we're not willing to get out there and hustle.
00:06:52
Speaker
So get it out of your head.
00:06:53
Speaker
Get that excuse out of there.
00:06:55
Speaker
Go listen to those other podcasts if you want to hear people that are knocking until literally midnight.
00:07:01
Speaker
If they're doing it, then it can be done.
00:07:05
Speaker
And then the second tip is look for clues.
00:07:09
Speaker
You can use this to your advantage.
00:07:12
Speaker
When it's late, you can see what lights are turned on.
00:07:17
Speaker
It's a lot easier to tell who's home and who's not home.
00:07:21
Speaker
So in a way, it's actually easier.
00:07:23
Speaker
In a way, you should be talking to more people.
00:07:26
Speaker
And I get it.
00:07:26
Speaker
Some people are going to answer the doors less.
00:07:28
Speaker
Some people don't want to open the door when it's dark.
00:07:31
Speaker
But generally, you're going to talk to probably just as many people when it's dark because of that reason, because of the clues you're able to identify.
00:07:41
Speaker
Look for garage doors that are open.
00:07:42
Speaker
Look for lights that are on.
00:07:44
Speaker
And granted, all the people from the alarm industries, other industries, if they're knocking until midnight, they're not knocking every door.
00:07:52
Speaker
So I'm not saying go knock until midnight and knock every single door.
00:07:56
Speaker
You got to be strategic about it.
00:07:58
Speaker
That's what they're looking for.
00:07:59
Speaker
They're looking for clues.
00:08:00
Speaker
They're looking for people who are home.
00:08:03
Speaker
And at the end of the day, even if you absolutely refuse to knock in the dark or go out and work, guess what?
00:08:09
Speaker
You still got a huge opportunity.
00:08:12
Speaker
Go out and hustle all day, generate leads, and schedule all your appointments for when it is dark.
00:08:18
Speaker
Then you won't have to be cold calling, knocking on doors in the dark.
00:08:23
Speaker
Just schedule your appointments for after dark and that solves the issue right there.
00:08:28
Speaker
But inevitably appointments are going to fall through.
00:08:31
Speaker
There's going to be times where you don't have anything scheduled for those evening hours.
00:08:36
Speaker
You need to be willing to get out there and hustle.
00:08:40
Speaker
Go and take someone out if you need to.
00:08:42
Speaker
Go train someone.
00:08:43
Speaker
Knock with another rep.
00:08:45
Speaker
But don't be afraid to get out there.
00:08:46
Speaker
Okay, and the other tip I have is use names to your advantage.
00:08:52
Speaker
In previous episodes, I've talked about how we train all of our reps to use a name list.
00:08:58
Speaker
So keeping track of who you've talked to in the neighborhood, who you've already scheduled appointments with.
00:09:04
Speaker
And this becomes, I think, even more important when you are knocking in the evening hours.
00:09:11
Speaker
So if they know you just finished with Joe across the street and you're just coming swinging by here, the last stop of the night, then they're way more likely to listen to you.
00:09:20
Speaker
And use that in your evening pitch too.
00:09:23
Speaker
Bring it up before they do.
00:09:25
Speaker
If you've been in sales, you know that we need to bring up objections before the customer does.
00:09:31
Speaker
So it's no different when you're out there.
00:09:33
Speaker
If it's dark, bring it up before the customer
Advanced Sales Techniques and Personal Connections
00:09:35
Speaker
can.
00:09:35
Speaker
Hey, Mr. Jones, I know it's dark outside.
00:09:38
Speaker
It gets dark super early now, right?
00:09:41
Speaker
But yeah, you guys are actually the last person I needed to let know what's going on out here.
00:09:44
Speaker
You're right after James across the street.
00:09:48
Speaker
If you bring it up before they do, they can't use that as an excuse.
00:09:50
Speaker
They can't get mad that you're knocking in the dark.
00:09:53
Speaker
So a couple tips for you.
00:09:54
Speaker
Hope these things helped.
00:09:56
Speaker
Really just get out of your head that you can't work.
00:09:59
Speaker
Be willing to follow up.
00:10:01
Speaker
Be willing to schedule go backs.
00:10:04
Speaker
Like I said, these are all things that I know it's ideal.
00:10:08
Speaker
You want to be in appointments.
00:10:09
Speaker
You want to be going to scheduled visits when it is dark.
00:10:13
Speaker
But I challenge you, get out there this week, especially if you haven't done it before.
00:10:17
Speaker
Go out, hustle in the dark, put your sweatshirt on, and just do it.
00:10:24
Speaker
And I always feel good after I knock in the dark because, yeah, it is spooky to get out there sometimes, Halloween and all that.
00:10:34
Speaker
I know it's past Halloween now, but it does get spooky out there.
00:10:38
Speaker
But that's my last tip is get a little light out there.
00:10:43
Speaker
We have these, I'll post a link to it, but you can get on Amazon these flashing lanyards.
00:10:50
Speaker
And what they do is they just, the whole lanyard, it has these little lights in it and they're flashing.
00:10:56
Speaker
And it's cool.
00:10:57
Speaker
You feel cool out there knocking with them.
00:11:00
Speaker
And it's also a great conversation starter.
00:11:02
Speaker
So we'll post a link to that.
00:11:04
Speaker
But if you're afraid of the dark like me, go out and get a flashing lanyard.
00:11:09
Speaker
It's going to help you see and it's going to help you be seen and that's going to be something cool to talk about.
00:11:13
Speaker
I also like to use the little mini segues.
00:11:16
Speaker
They have a light on them.
00:11:17
Speaker
Those are pretty cool.
00:11:18
Speaker
If you're not trying those, go get yourself a little mini segue.
00:11:22
Speaker
They help you jet super fast door to door and then you'll also be seen.
00:11:27
Speaker
So it's just a few tips.
00:11:29
Speaker
Don't use that as an excuse.
00:11:30
Speaker
Get out there.
00:11:31
Speaker
Knock on some night doors today.
00:11:33
Speaker
Don't be afraid of it.
00:11:35
Speaker
And most of all, keep dominating.
Community Engagement and Resources
00:11:37
Speaker
So we'll see you on the next episode.
00:11:39
Speaker
Let me know what you thought of this.
00:11:40
Speaker
Let me know what other tips you have.
00:11:42
Speaker
As always, we invite everyone to join the Solarpreneur Facebook group.
00:11:46
Speaker
And there we want to talk more discussion about each topic of the show and connect with our listeners.
00:11:54
Speaker
So I hope you enjoyed the episode and we will see you on the next one.
00:11:59
Speaker
Hey, Solar Pruners, quick question.
00:12:00
Speaker
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?
00:12:10
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.
00:12:22
Speaker
That's why I want to make a truly special announcement about the new learning community exclusively for solar professionals and
00:12:29
Speaker
to learn, compete, and win with top performers in the industry.
00:12:33
Speaker
And it's called Solcitee.
00:12:35
Speaker
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.
00:12:54
Speaker
Currently, Soul Society is open, launched, and ready to be enrolled.
00:13:00
Speaker
So go to soulciety.co to learn more and join the learning experience now.
00:13:08
Speaker
This is exclusively for solopreneur listeners, so be sure to go to soulciety.co and join.
00:13:15
Speaker
We'll see you on the inside.