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The 2 Things I Tweaked in My Presentation to Double My Appointments
54 Plays4 years ago
Use the code ArmstrongD2D to get a Solarpreneur Exclusive DISCOUNT!
Speaker 1 (00:02):
Welcome to the Solarpreneur podcast, where we teach you to take your solar business to the next level. My name is Taylor Armstrong and 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 fail. I teach you to avoid the mistakes I made and bringing the top solar dogs, 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 Solarpreneur you might ask a Solarpreneur is a new breed of solar pro that is willing to do whatever it takes to achieve mastery and you are about to become one.
Speaker 2 (00:42):
What's going on Solarpreneurs Taylor Armstrong. Back with another episode we're in the month of December, we're spreading some Christmas joy by saving people money on their utility bills. So I hope you're having an awesome start to the month of December or whenever you're listening to of this podcast. And as always, if you haven't heard it before, I'm here to help you save time in closing more deals and generating more referrals and having a much better experience in the solar industry. So today we're gonna do, a quick announcement, then we're gonna jump into the topic of today and I'm gonna share something that helped me double my sits from the previous few weeks, a small tweak I made in my presentation as I was out knocking doors. And this is gonna be something that can be applied to whatever were doing in solar.
Speaker 2 (01:43):
Whether you're setting up more appointments, trying to close deals or doing online appointments, setting up leads over the phone appointments. We're gonna jump into that. But before we get into that wanted to make a quick announcement. And that is along with spreading the Christmas chair here of the season. What's the next thing that's coming up that you should have on your calendar. That is a door to work on. If you haven't been to door to work on, it's coming up in January, it's the best event, in my opinion, for door knockers across all different industries. And if you haven't heard our episodes on it, you can go back a year ago. We've done a couple door-to-door con review episodes, couple episodes of why I think you should attend live events. So go check those out. But I wanted to extend a special invitation to you, especially if you have not been to door-to-door con yet it's the premier event in the door to door industry.
Speaker 2 (02:48):
Some of the top guys in door to door in solar are gonna be there and you're gonna be able to network with the best and learn from just top people and entrepreneurship business, self development. So I hope I can see you there. And the gift that I'm extended to you is a little discount. If you want to go. And the second invitation I have with it is let me know if you're going, I'm considering doing a little meet up there, depending on how many people we can get going. First of all, shoot me a message and we will see if we want to do, we can get little meet and greet, lined up. We'd love to hang out with some listeners of the podcast there. And especially if you you know, use the coupon. Okay. So shoot me a message over on Instagram, on Facebook.
Speaker 2 (03:44):
And I'll just drop the code here. Okay. If you want to get your door to door con ticket at a solar exclusive discount, then use the code it's Armstrong D two D. And we're gonna put in the show notes instantly the door con, where you can get your ticket, but consider coming to it. And again, shoot me a message. Let me know if you're gonna be there would love to hang out with my solar premier peeps. Th
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Transcript
Introduction and Personal 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 Solarpreneur you might ask?
00:00:33
Speaker
A Solarpreneur is a new breed of Solar Pro that is willing to do whatever it takes to achieve mastery and you are about to become one.
Spreading Holiday Cheer and Sales Advice
00:00:42
Speaker
What's going on, solarpreneurs?
00:00:44
Speaker
Taylor Armstrong back with another episode.
00:00:47
Speaker
We're in the month of December.
00:00:50
Speaker
We're spreading some Christmas joy by saving people money on their utility bills.
00:00:56
Speaker
So I hope you're having an awesome start to the month of December or whenever you're listening to this podcast.
00:01:03
Speaker
And as always, if you haven't heard it before, I'm here to help you save time in closing more deals and
00:01:12
Speaker
and generating more referrals and having a much better experience in the solar industry.
Improving Door Presentation
00:01:20
Speaker
So today we're going to do a quick announcement, then we're going to jump into the topic of today.
00:01:28
Speaker
And I'm going to share something that helped me double my sits from the previous few weeks, a small tweak I made in my presentation as I was out knocking doors.
00:01:39
Speaker
And this is going to be something that can be applied to whatever you are doing in solar, whether you're setting up more appointments, trying to close deals, or doing online appointments, setting up leads over the phone appointments.
00:01:54
Speaker
We're going to jump into that.
00:01:56
Speaker
But before we get into that, I wanted to make a quick announcement.
Door to Door Con Promotion
00:02:00
Speaker
And that is, along with spreading the Christmas cheer of the season, what's the next thing that's coming up?
00:02:08
Speaker
that you should have on your calendar that is a door to door con if you haven't been to door to door con it's coming up in January it's the best event in my opinion for door knockers across all different industries
00:02:24
Speaker
And if you haven't heard our episodes on it, you can go back a year ago.
00:02:27
Speaker
We've done a couple door-to-door con review episodes, a couple episodes of why I think you should attend live events.
00:02:35
Speaker
So go check those out.
00:02:36
Speaker
But I wanted to extend a special invitation to you, especially if you have not been to door-to-door con yet.
00:02:44
Speaker
It's the premier event in the door-to-door industry.
00:02:48
Speaker
Some of the top guys in door-to-door in solar are going to be there.
00:02:53
Speaker
And you're going to be able to network with the best and learn from just top people in entrepreneurship, business, self-development.
00:03:02
Speaker
So I hope I can see you there.
00:03:04
Speaker
And the gift that I'm extending to you is a little discount if you
Listener Meetup Opportunity
00:03:10
Speaker
want to go.
00:03:10
Speaker
And the second invitation I have with it is let me know if you're going.
00:03:16
Speaker
I'm considering doing a little meetup there depending on how many people we can get going.
00:03:23
Speaker
First of all, shoot me a message and we will see if we want to do, we can get a little meet and greet lined up.
00:03:31
Speaker
We'd love to hang out with some listeners of the podcast there.
00:03:35
Speaker
And especially if you, you know, use the coupon code.
00:03:39
Speaker
Okay, so shoot me a message over on Instagram, on Facebook.
00:03:44
Speaker
And I'll just drop the code here.
00:03:46
Speaker
If you want to get your DoorDorCon ticket at a Solarpreneur exclusive discount, then use the code.
00:03:55
Speaker
It's ArmstrongD2D.
00:03:58
Speaker
And we're going to put in the show notes the link to DoorDorCon where you can get your ticket.
00:04:03
Speaker
But consider coming to it.
00:04:04
Speaker
And again, shoot me a message.
00:04:06
Speaker
Let me know if you're going to be there.
00:04:07
Speaker
I would love to hang out with my Solarpreneur peeps.
Creating a Perceived Problem in Sales Tactics
00:04:12
Speaker
That being said, let's jump into the episode.
00:04:15
Speaker
Oh, and by the way, DoorDoreCon is in about a month.
00:04:18
Speaker
I believe it's the 13th through the 15th of January.
00:04:23
Speaker
So let me know.
00:04:25
Speaker
So today's topic is this.
00:04:27
Speaker
It's something that I had been forgetting about.
00:04:31
Speaker
And primarily as I was out setting up appointments, knocking doors, this is something that I was not doing a good enough job on.
00:04:41
Speaker
And
00:04:42
Speaker
Coming up on the holiday season, something that I struggle with, that I know people struggle with, just holidays in general, is appointments falling through.
00:04:52
Speaker
And there's all the things we can do to solidify appointments, double confirming them, doing the lock close I talk about, which is saying, hey, besides like a nuclear meltdown, is there any reason you guys will not be here at this time?
00:05:08
Speaker
Having them put it in their calendar,
00:05:10
Speaker
I've talked about these things and we'll probably do another episode on things you can do to solidify your appointments even more.
00:05:19
Speaker
But before you get into those ninja techniques, there's something super important you need to remember about setting up appointments out there knocking doors.
Tailoring Sales Tactics to Regional Issues
00:05:29
Speaker
And that is you need to create a massive problem in the homeowner's head.
00:05:35
Speaker
And those that are closing deals, if you're out there closing deals, you should be doing this.
00:05:40
Speaker
That's how you close deals, right?
00:05:41
Speaker
We all know that if you can create a huge problem in your prospective customer's head, it's going to be so much easier to close them.
00:05:52
Speaker
But how often are you doing this as you set up appointments?
00:05:56
Speaker
I made a small tweak in my door presentation to really just kind of emphasize the problem more.
00:06:04
Speaker
and I noticed that almost right off the bat my appointments sat more I was having less cancellations people listened to me more the more I focused on the problem, gave them the solution and I was already doing this to a degree but my presentation I wasn't focusing on it too much and I wasn't really hammering in the problem
00:06:34
Speaker
And so something that helped me is just really identifying what are the big problems in your market for solar.
00:06:42
Speaker
I'm here in San Diego and there's some pretty massive problems with utility here.
00:06:46
Speaker
So it's somewhat easy and most people know what the problems are with the utility down here in San Diego.
00:06:55
Speaker
In other markets, you're going to have to be a lot better than I am at this because in other markets, utility is most likely a lot cheaper than San
Enhancing Engagement with Local Issues
00:07:04
Speaker
Diego.
00:07:04
Speaker
I think last I checked, San Diego was, I believe, like the second highest electric rates in the country.
00:07:11
Speaker
So if you...
00:07:14
Speaker
suck at selling then come sell here because you don't have to be that good at sells to convince people that they should save money and switch right but for those of you true salespeople that are selling in markets where maybe people aren't even saving money going solar it's even more important that you hammer this down that you figure out what problems are there and how can you offer them the solution
00:07:42
Speaker
Maybe in your market, maybe it is really, really tough to identify the problem, but you still want to help people just see that there's some small problem, whatever it is.
00:07:54
Speaker
Because that's the first step.
00:07:57
Speaker
Make sure whatever market, write down the biggest three problems in your market with your utility.
00:08:04
Speaker
What problems are huge that you can help your prospective clients see?
00:08:11
Speaker
So for me, it's easy.
00:08:12
Speaker
Like I said, rates are going up here at an insane rate.
00:08:17
Speaker
And for us, you can go directly on the utilities website here and see a huge difference.
00:08:23
Speaker
You go back 10 years ago in the rates, you can show your customer that.
00:08:28
Speaker
And you can show them the current rates.
00:08:30
Speaker
Super easy.
00:08:32
Speaker
It's double the price today compared to what it was 10 years ago.
00:08:37
Speaker
So maybe that's a big problem.
00:08:39
Speaker
And for me, this is what
00:08:41
Speaker
I did change up in my door approach is I said, hey, you guys noticed a problem with the increasing rates.
00:08:48
Speaker
All your neighbors have been noticing that the rates went up almost double this year.
00:08:54
Speaker
Not double, but I just get them to agree that there has been some rate hikes.
00:09:00
Speaker
And luckily there's some pretty big spikes in the bills this year.
00:09:04
Speaker
And for most people, we're coming off the summer months, right?
00:09:08
Speaker
I guess it's winter now, but San Diego, people are just kind of coming off their higher bills because the highest bills tend to be in like September, October-ish here in San Diego.
00:09:18
Speaker
So it's still fresh in their minds that they had some high bills.
Using Visual Aids in Sales
00:09:23
Speaker
They had spikes.
00:09:25
Speaker
So that's a problem.
00:09:26
Speaker
Hey, people are noticing that the rates have gone up quite a bit this year.
00:09:31
Speaker
I'm sure you guys noticed the same, right?
00:09:33
Speaker
Just a small line like that, getting them to agree, doing the head nod made a huge difference.
00:09:40
Speaker
Now they're seeing that there is a problem, they're agreeing with it.
00:09:44
Speaker
So adding statements like that, another problem that we have here in San Diego, and again, this isn't gonna apply to all markets, but here in San Diego, they charge people on the time of use rates, which means from four to nine, they increase the price of electricity.
00:10:02
Speaker
So another problem that I helped people see is, hey, you guys notice how they switch the rate plans from four to nine?
00:10:09
Speaker
It actually costs more.
00:10:11
Speaker
You guys notice?
00:10:13
Speaker
Yeah.
00:10:14
Speaker
So what we're actually overdoing is just making sure people know to conserve as much as you can from then.
00:10:22
Speaker
Maybe it's more the notification, the value add door approach, right?
00:10:28
Speaker
For some people use.
00:10:29
Speaker
So there's another thing.
00:10:31
Speaker
Figure out some type of problem to throw in there, get them to agree with it.
00:10:37
Speaker
And it's going to make it just a lot easier for people to pay attention to you, for people to listen to what your solution is.
00:10:46
Speaker
And then another thing that's very important in this, make sure you have some type of slicks you're showing people.
00:10:54
Speaker
If you can get side by side with the homeowner,
00:10:57
Speaker
You don't want to be standing in the same place, just pitching the homeowner for 10 minutes, right?
00:11:04
Speaker
Most likely people aren't even going to listen to you that long.
00:11:07
Speaker
And the second issue is if you're just spouting out information, facts, you're not engaging your customer, your potential client, they're not going to pay attention.
00:11:18
Speaker
They're going to close the door.
00:11:19
Speaker
They're going to be busy.
00:11:20
Speaker
They're going to have to take a phone call.
00:11:22
Speaker
They're not going to
00:11:23
Speaker
They're not going to listen.
00:11:25
Speaker
So step number two in all this is engage.
00:11:28
Speaker
And the best way to do this, in my opinion, is get some type of door slick.
00:11:33
Speaker
It's our friends over at Knox Star University.
00:11:36
Speaker
Go listen to Taylor McCarthy's podcast if you haven't already.
00:11:41
Speaker
But he talks about how he uses slicks on the door.
00:11:45
Speaker
A slick is just like a laminate.
00:11:47
Speaker
You can pass them.
00:11:49
Speaker
And the actual information on the slick is less important than just using it to engage with the customer.
00:11:55
Speaker
Okay, maybe it's a line like I say, hey, did you guys get this in the mail?
00:12:01
Speaker
Did you guys have this notification come in?
00:12:04
Speaker
Pass it to them.
00:12:06
Speaker
Make sure you're turning it to the side so they can't just read it, right?
00:12:09
Speaker
You want to slip it almost like karate chop to them.
00:12:12
Speaker
Have them grab it.
00:12:14
Speaker
Then what do you do?
00:12:15
Speaker
Boom.
00:12:16
Speaker
You swing right to the side, pivot.
00:12:18
Speaker
You're standing side by side and you're walking them through the actual information on that.
00:12:23
Speaker
So if you can combine your problem selling, your problem presentation on the door with having a proof of that, slipping it to them, having them handle it, having them see it, having them taste it.
00:12:37
Speaker
Okay, not taste it, but you get the idea.
00:12:40
Speaker
Engage in as many of the senses as possible.
00:12:43
Speaker
These are going to help people digest that there is a problem happening.
00:12:47
Speaker
There is stuff going on, and they need to pay attention to what you're saying.
00:12:52
Speaker
Because people, most people are visual learners.
00:12:56
Speaker
That's the thing we forget.
00:12:58
Speaker
We're just speaking to someone.
00:12:59
Speaker
They're only taking it, especially on their doorstep.
00:13:02
Speaker
They're already thinking that you're bugging them.
00:13:05
Speaker
that you're pitching them on something.
00:13:07
Speaker
So if you have something in their hand that they can see, it's gonna add credibility to whatever you're saying, and they're gonna buy what you're saying, right?
00:13:17
Speaker
They're gonna believe a lot more that the rates are going up or whatever's going on.
00:13:23
Speaker
But whatever your market is, go look up.
00:13:26
Speaker
If you don't have some type of door slick, make your own, right?
00:13:29
Speaker
Go buy the Noxstar ones, okay?
00:13:32
Speaker
Love supporting those guys.
00:13:34
Speaker
But worst case, just go print off something.
00:13:36
Speaker
Go to a print shop, go to your local Staples, whatever.
00:13:40
Speaker
Just find some type of, I don't know, article that's relevant, some type of rate plan where your utility is, something that can be added into your presentation, and it's going to help out tremendously.
Focusing on Market Problems and Visual Aids
00:13:54
Speaker
Okay, so these are the two things that helped me not only set up more solid appointments, but
00:14:01
Speaker
But like I said, also get them to generate more interest, get them to listen more, and get them to sit down.
00:14:09
Speaker
Because guess what?
00:14:10
Speaker
Even if you're super assumptive, even if you're saying all the right things, if the customer doesn't believe there's a problem, they're not going to see a reason to sit down with you.
00:14:20
Speaker
And that's something I realized over the last few weeks and something that helped me boost my sit down rate is just making sure I hammer down that problem
00:14:30
Speaker
Because if you can hammer it down, they're going to see a need to actually sit down with you, carry you out, and buy your product.
00:14:38
Speaker
So don't forget, make sure you include this in your presentation.
00:14:43
Speaker
Take a look at whatever you're saying right now.
00:14:45
Speaker
If it doesn't include something on the problem of your market, the problem, the R product, which is Solar Consolve, go and write it down.
00:14:54
Speaker
Write down three...
00:14:56
Speaker
of the biggest problems in your market.
00:14:58
Speaker
Promise is going to help you and send this to someone who's been struggling to set up appointments this week.
00:15:04
Speaker
Hope that helped.
00:15:05
Speaker
Hope you have an awesome week.
00:15:07
Speaker
Love you guys.
00:15:08
Speaker
And again, hope to see you at door to door con.
Introducing Solcitee Community
00:15:11
Speaker
Shoot me a message.
00:15:12
Speaker
Let me know if you'll be there.
00:15:14
Speaker
Let's plan a meetup or something if possible and use the code when you're getting your ticket.
00:15:21
Speaker
So we'll talk to you soon.
00:15:22
Speaker
I'll see you on the next episode.
00:15:25
Speaker
Hey Solarpreneurs, quick question.
00:15:27
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?
00:15:36
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.
00:15:48
Speaker
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.
00:15:59
Speaker
And it's called Solcitee.
00:16:01
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.
00:16:20
Speaker
Currently, Soul Society is open, launched, and ready to be enrolled.
00:16:26
Speaker
So go to soulcidity.co to learn more and join the learning experience now.
00:16:34
Speaker
This is exclusively for solopreneur listeners, so be sure to go to soulcidity.co and join.
00:16:42
Speaker
We'll see you on the inside.