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How To Use Politics To Your Advantage In Solar
131 Plays1 year 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 & Journey
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.
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.
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.
Politics & Solar Industry
00:00:41
Speaker
Hey, solopreneurs.
00:00:42
Speaker
Today, we're going to get a little bit dicey.
00:00:44
Speaker
We're going to be talking some politics.
00:00:46
Speaker
They say you should never talk about religion, politics, or forget what the third one is.
00:00:54
Speaker
But we're going to talk about some politics today because, as we know, we have an election coming up, if you are listening to this, in the U.S. And a lot of things going on with that.
00:01:06
Speaker
Good, bad, ugly.
00:01:07
Speaker
But I think there's some ways we can use this to our advantage.
00:01:11
Speaker
Yes, we're going to jam on that and a whole lot more.
00:01:13
Speaker
Thank you for coming to the show and trusting us to help you further advance in your solar career.
00:01:21
Speaker
And as always, we're here to help you close more deals, generate more leads and referrals.
00:01:25
Speaker
and have a much better time in the solar industry.
00:01:28
Speaker
So before we jump into this, I wanted to remind people, I'm sure you've heard at this point, they've been supporting the show for a couple months now.
Tools for Success
00:01:39
Speaker
But if you have not already, go check out Solar Scouts.
00:01:42
Speaker
These guys, they have a great deal for a great offer for our listeners.
00:01:47
Speaker
And for me personally, they've changed the game on just how I prospect and
00:01:51
Speaker
The data it gives you when you're out on the doors, or even if you're not on the doors, you can implement
00:01:57
Speaker
Just, you know, customer data, phone numbers, emails, an insane amount of data it gives you when you're prospecting.
00:02:04
Speaker
So go check it out if you haven't already.
00:02:06
Speaker
The link is in the show notes, but I believe it's just solarscout.app forward slash Taylor.
00:02:14
Speaker
Anyway, look in the show notes because I probably butchered that.
00:02:16
Speaker
But check them out and you will not be disappointed.
00:02:19
Speaker
Okay, so let's jump into the show.
Personal Stories & Learning
00:02:21
Speaker
So I recently went to Utah, had a little family reunion there.
00:02:27
Speaker
I hung out with my sister that just got back from a church mission, hadn't seen her for 18 months.
00:02:32
Speaker
And it's about a seven hour, six and a half hour drive or so from San Diego where I'm at.
00:02:38
Speaker
We went to Southern Utah, so not terrible.
00:02:40
Speaker
On this drive, always looking for things to listen to.
00:02:44
Speaker
Definitely jump on YouTube, listen to a lot of solar content from guys on there.
00:02:49
Speaker
You know, I'm always trying to learn more about sales, listen to audiobooks, Audible.
00:02:54
Speaker
But I will admit, I got in a deep dive on some of the, you know, press conferences that Trump has been doing and just...
00:03:03
Speaker
hearing from all different angles, even a jump on CNN, Fox News, just hearing all the different angles of
Political Views & Industry Impact
00:03:11
Speaker
what's going on.
00:03:11
Speaker
And I get sucked into this stuff sometimes.
00:03:14
Speaker
And I do want I am pro Trump.
00:03:17
Speaker
I hope Trump wins.
00:03:19
Speaker
So hopefully I don't lose too many listeners over that.
00:03:22
Speaker
But, you know, as far as I'm concerned, Kamala is just super radical and
00:03:27
Speaker
It's going to take the country in a very bad direction if she gets elected, in my opinion.
00:03:32
Speaker
But some people, some opinions that people have are that Kamala is way more pro-solar, that the solar industry is going to be destroyed if Trump takes office.
00:03:44
Speaker
I don't think that's necessarily true.
00:03:46
Speaker
I think Trump did.
00:03:48
Speaker
We had a ton of growth in solar if you look back to when Trump was president.
00:03:52
Speaker
But that being said, there are things that could potentially change.
00:03:57
Speaker
And it's just something to be aware of.
00:03:59
Speaker
How could our industry change depending on what happens with the election?
Creating Urgency through Politics
00:04:04
Speaker
And the main point that I want to make today in this show is we should all be using this to our advantage to create uncertainty for people, to create urgency, most importantly, of why they should go solar now, because depending on what happens, solar could change.
00:04:20
Speaker
I don't think it will drastically, but we should be using this to help our potential customers take the next steps and go solar.
00:04:30
Speaker
So I'm going to talk about three ways we can use this uncertainty and these potential changes coming up to close more deals and to add urgency.
00:04:40
Speaker
And I would just invite you, wherever you're listening to this, pay attention to your local happenings, politics, whatever.
00:04:47
Speaker
These are all things we can use to our advantage.
00:04:49
Speaker
and just create reasons for people to go solar.
00:04:53
Speaker
Because I think one of the toughest things of this job is getting people to take action.
00:04:57
Speaker
It's like, let's be honest, solar is never at the top of anyone's home improvements list, or at least very rarely it is.
00:05:05
Speaker
And it's just one of the toughest parts, I think, is just getting people to take action now when they can always find reasons to put it off, to wait till panels get more efficient, to wait till
00:05:18
Speaker
more people on their street do it, whatever.
00:05:19
Speaker
There's a million reasons that people
00:05:22
Speaker
want to wait sometimes.
00:05:23
Speaker
So our job is to build the urgency and get people to take action now.
00:05:27
Speaker
And this I think right now what's going on is one of the best ways to create more urgency and use it to advantage is let's talk about the three things you can do.
Sales Strategies & Political Changes
00:05:37
Speaker
Okay, so I broke it down to setting, closing in in your follow ups.
00:05:42
Speaker
And so here's what I would do.
00:05:43
Speaker
And here's what I'm going to do.
00:05:45
Speaker
Okay.
00:05:45
Speaker
And so whether you are setting with your closing,
00:05:48
Speaker
Whether you're a company owner, whether you're marketing, there's ways you can use this.
00:05:52
Speaker
Okay, so first let's talk about how we can use the politics in setting.
00:05:57
Speaker
Okay, so you're out on the doors, you're knocking doors, you're trying to get people to book an appointment.
00:06:02
Speaker
Okay, so what I am going to experiment with and what I know will help is...
00:06:10
Speaker
saying a line similar to this, something like, hey, we've had a ton of inquiries about the program now just because of incentives that are potentially expiring.
00:06:19
Speaker
Are you guys familiar with the Green New Deal?
00:06:21
Speaker
You can talk about the Inflation Reduction Act, Green New Deal, which go look that up if you don't know the details on it.
00:06:28
Speaker
You don't have to know all the details.
00:06:30
Speaker
You know, most people are going to be like, no, what's that?
00:06:33
Speaker
So you tell them.
00:06:34
Speaker
And so depending on what happens with the election, a lot could change.
00:06:38
Speaker
So we're having all these inquiries, just making sure we can get people the current incentives available for renewables.
00:06:44
Speaker
Because right now, the people that we're able to help on this program, they don't have to pay anything out of pocket.
00:06:53
Speaker
Okay, so just seeing lines like that, you could even print off a little slick to use, you know, show people details about what the current incentives are, about the Green New Deal, Inflation Reduction Act.
00:07:09
Speaker
Those are all things you could pull up, you know, either on your phone or even better print off a little slick to use it.
00:07:15
Speaker
So some of you already know that I run my own door to door sales team here in San Diego.
00:07:20
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.
00:07:26
Speaker
But if I want to increase my deal flow, I need to do something different to get an advantage.
00:07:31
Speaker
Then we discovered an app called Solar Scout, but it's not a door knocking app.
00:07:36
Speaker
It's a data platform that shows us who is likely to go solar in our market.
00:07:40
Speaker
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.
00:07:50
Speaker
It's been working for a lot of teams across the country, and now I'm on board too.
00:07:54
Speaker
I'm going to be one of the first to use SolarScout in San Diego, so I decided to partner up.
00:07:58
Speaker
But I told them, hey, if I'm going to talk about SolarScout on my show, you need to give my listeners a great deal.
00:08:03
Speaker
And they did.
00:08:05
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.
00:08:14
Speaker
That's solarscout.app forward slash Taylor.
00:08:17
Speaker
Okay, back to the show.
00:08:19
Speaker
Hey, so experiment with that in setting and I may do a follow up on this because these are just things that I'm doing real time.
00:08:29
Speaker
I'm going to start implementing this as I am setting appointments on the doors.
00:08:33
Speaker
So would love to hear people's feedback.
00:08:35
Speaker
How are you using the elections, the politics to your favor when you're setting and closing and follow ups.
00:08:45
Speaker
But these are some of my ideas and things that I'm going to start implementing and trying.
Scripts & Follow-up Techniques
00:08:50
Speaker
And so the second one in closing.
00:08:53
Speaker
All right.
00:08:53
Speaker
So you got in the appointments, you're sitting down to do the deal.
00:08:57
Speaker
Okay, so here's where I would use the political environment right now to build urgency when you're in the close.
00:09:04
Speaker
Okay, and that is during the fact finding.
00:09:08
Speaker
right?
00:09:09
Speaker
One of, I think the best ways to preframe the deal is to add urgency.
00:09:15
Speaker
You know, you go over what's been your experience with solar.
00:09:17
Speaker
Have you guys looked into solar?
00:09:19
Speaker
What would you want?
00:09:20
Speaker
I got going solar, ask your like fact finding questions, right?
00:09:23
Speaker
And then you're going to do the preframe.
00:09:25
Speaker
And before you do the preframe, you got to sprinkle in the urgency because you want to give people the reason why you're going to get the ball rolling with them today, right?
00:09:33
Speaker
So what I would do is something like this, right?
00:09:36
Speaker
You've been through the fact finding, you've
00:09:39
Speaker
Then you're pre framing you say something like hey I'm the application guy for the neighborhood.
00:09:44
Speaker
I know solar isn't the number one priority for most people but the reason why so many of your neighbors are trying to get in right now is because what could change after the election.
00:09:55
Speaker
Hey I'm not here to talk politics but depending on what happens there could be a huge change in the renewable energy.
00:10:02
Speaker
energy incentives that would make solar way more expensive and not make sense for a lot of homes.
00:10:07
Speaker
Because of that, we're in three to four appointments a day right now.
00:10:11
Speaker
So I just don't have much time to come back.
00:10:14
Speaker
Okay, so what we'll do today, if it makes sense, I'll help you guys take some next steps and see if we can get the home approved, submit some forms to lock in those incentives.
00:10:25
Speaker
But if it doesn't look good or doesn't make sense, then we won't do anything.
00:10:28
Speaker
Does that sound fair?
00:10:30
Speaker
Boom.
00:10:31
Speaker
Okay, so something like that.
00:10:32
Speaker
And this is where you want to have some way to build urgency.
00:10:38
Speaker
Even if you're not using the political stuff, the election, you definitely want to be adding some type of urgency builder when you are framing the deal.
00:10:47
Speaker
Something I think is very important and that I didn't do for a long time.
00:10:51
Speaker
And I will get pushback sometimes because I would try to pre-frame the deal, but I wasn't giving people a reason why they should do it.
00:10:58
Speaker
get the ball rolling with me today.
00:11:00
Speaker
Right.
00:11:01
Speaker
So that's how I would use it in closing.
00:11:03
Speaker
Okay.
00:11:04
Speaker
And then in closing, pun intended, the last one, step number three is follow up.
00:11:12
Speaker
I have been terrible at following up in throughout my solar career.
00:11:16
Speaker
It's something I'm
00:11:18
Speaker
working on a lot now that I didn't do much of in the past.
00:11:22
Speaker
But if you were to follow up with people, what I would suggest is take a list of all your people that did not sign up with you over the past year, or it could be even longer, but start with the past year if you can, and then go back and look at all your appointments that maybe they're really interested didn't sit.
00:11:42
Speaker
And
00:11:43
Speaker
This makes for a great follow up text, great follow up voicemail.
00:11:48
Speaker
And I would definitely recommend using a CRM.
00:11:53
Speaker
Myself, currently, I use one called CRMX.
00:11:56
Speaker
It's high level.
00:11:58
Speaker
It's my friend Brent Attaway.
00:12:00
Speaker
He has his custom high level setup called CRMX.
00:12:04
Speaker
Um, let me know if you want to hear more about, about that.
00:12:07
Speaker
I think we also have a link in the show notes.
00:12:09
Speaker
Um, but it makes it really easy cause you can just have all your lists of people already organized in there and you can send out like a massive follow-up texts, um, with the software.
00:12:19
Speaker
Okay.
00:12:21
Speaker
But compile lists.
00:12:22
Speaker
You could, even if you don't have a CRM, just put together a list and then just look up any article, right?
00:12:29
Speaker
Good.
00:12:29
Speaker
Look up any article about the green new deal, um,
00:12:33
Speaker
about the Inflation Reduction Act, same thing that you could potentially print off to use as a slick on the doors.
00:12:39
Speaker
And you can send this out to your entire list of people and just say something like, hey, Joe, it's been a long time since we last talked.
00:12:50
Speaker
It's Taylor, the solar guy that had come by.
00:12:54
Speaker
The reason I'm reaching out is because, as you may or may not know,
00:12:59
Speaker
With elections coming up, there could be some massive changes in renewable energy incentives.
00:13:05
Speaker
And so we're reaching out one last time just to get people the maximum incentives available.
00:13:13
Speaker
before some big potential changes.
00:13:17
Speaker
Let me know if you have five minutes and we can get you some info on the current incentives, something like that.
00:13:24
Speaker
Okay, so anything's better than nothing.
00:13:26
Speaker
Hey, but I guarantee if you send this out to at least 100 people,
00:13:31
Speaker
you should get a few responses back.
00:13:34
Speaker
And I think you should easily be able to get a closed deal off of that.
00:13:38
Speaker
Just sending out texts, that's a legitimate reason why people should look into it now, even if they were too busy or were ghosting you, whatever happened.
00:13:46
Speaker
Okay, so there you have it.
00:13:48
Speaker
That's the three ways I would use politics to your advantage right now.
00:13:53
Speaker
And if you are listening to this, maybe after the election, or maybe things have calmed down, maybe there's not any looming changes,
00:14:02
Speaker
with politics or whatever's going on.
00:14:05
Speaker
Just take the principles of this and again, look for things that are changing with your current utility.
00:14:11
Speaker
Whatever reasons you have to build urgency, you can almost just plug and play
00:14:17
Speaker
the similar responses, similar word tracks, and send them out.
00:14:21
Speaker
Okay, and then last thing I wanted to mention, if you need more help with setting up a CRM, with getting exact scripts to send to your leads and your customers or your people that haven't signed yet, this is something we do extensively in our coaching group, in our coaching program.
Coaching Services
00:14:42
Speaker
We have a few recent spots that have opened up.
00:14:45
Speaker
So if you are interested in taking your follow up game to another level,
00:14:50
Speaker
your sales game to another level, and hitting numbers you never imagined were possible.
00:14:55
Speaker
Shoot me an email, taylorsolarepreneurs.com, and we can send you an application, hop on a call, see if it's something that would be a good fit for you.
00:15:06
Speaker
So that's it for the episode, guys.
00:15:08
Speaker
Again, let me know if there's any other ways you have thought of on how you can use politics to your advantage.
00:15:15
Speaker
Remember, you don't want to get in a rabbit hole with your customers.
00:15:18
Speaker
You can bring this up.
00:15:19
Speaker
But I would recommend not getting too much into politics because you don't want that to be the reason why they don't sign just because maybe you love Trump and they hate Trump.
00:15:30
Speaker
Maybe...
00:15:31
Speaker
You love Kamala, they hate Kamala, whatever.
00:15:34
Speaker
You don't want that to be the reason why they don't go slower.
00:15:37
Speaker
We all know this.
00:15:38
Speaker
People are very passionate right now.
00:15:40
Speaker
It can cause a lot of contention, you know, depending on people's opinions.
00:15:45
Speaker
So regardless of your opinions, let's all be civil about this and let's use these things to our advantage and go make a ton of money before these elections, whatever happens, and help a lot of people, even more important than money.
00:15:58
Speaker
Okay, so that's it.
00:15:59
Speaker
We'll see you guys in the next one.
00:16:01
Speaker
Thanks for listening and go sell some solar.
00:16:04
Speaker
See ya.
Learning Community Announcement
00:16:07
Speaker
Hey, solopreneurs, quick question.
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Speaker
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We'll see you on the inside.