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How To Set A Solar Appointment In 30 Seconds
68 Plays6 years ago
If you're having a hard time converting spontaneous conversations with random people into appointments, it's probably because you don't have a systematic and proven pitch about solar that you say every single time you meet someone. In this video, I'll be showing you how you can set a solar appointment with a 30-second power pitch.
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Transcript
Introduction to Solopreneurs
00:00:00
Speaker
What do you call an underground group of solar professionals on a mission to create a more sustainable world?
00:00:05
Speaker
We call ourselves solopreneurs.
00:00:08
Speaker
And while some might call us crazy, foolish, and dissatisfied with the status quo, we're the ones taking action to create a better future for ourselves and the world.
00:00:18
Speaker
Solopreneur is dedicated to give you, the solar professional, the tools, skills, technology, and mentorship to take the industry by storm and sell more solar with less effort.
00:00:30
Speaker
We are solopreneurs and this is our story.
Mastering the 30-second Solar Pitch
00:01:12
Speaker
Look, some of the biggest moments in life and your solar sales career come down to just a few seconds, okay?
00:01:18
Speaker
So that's why I want to talk about the importance of mastering your 30-second pitch with solar, right?
00:01:23
Speaker
What is the goal of the 30-second pitch?
00:01:25
Speaker
How do you perform it?
00:01:26
Speaker
How do you craft your own, make it your own with your own voice and flavor so that you can convert people into prospects no matter where you're at?
00:01:33
Speaker
At the line in Starbucks, talking to your friends, talking to your neighbors,
00:01:37
Speaker
knocking doors.
00:01:38
Speaker
You're going to use this pitch every single day, so it's got to be good.
00:01:42
Speaker
You've got to master this thing.
00:01:43
Speaker
It's got to be on top of mind and reflexive, and you don't want to have to think about it.
00:01:48
Speaker
So a couple of key points on the 30-second pitch.
00:01:52
Speaker
One is you want to keep your casual opening and make it kind of an obligation.
00:01:57
Speaker
So how I open my pitch most of the time is
00:02:00
Speaker
Look, John, I got a role here, but I'd be kicking myself if I didn't tell you this.
00:02:04
Speaker
Okay?
00:02:05
Speaker
And that's my open, that's my gateway.
00:02:07
Speaker
I'd be kicking myself if I didn't tell you this.
00:02:09
Speaker
Like, I've just got to tell you this.
00:02:11
Speaker
I just met you.
00:02:12
Speaker
This is what I do.
00:02:13
Speaker
You have 30 seconds that I can go over the idea.
00:02:16
Speaker
Super casual, super obligatory, right?
00:02:19
Speaker
Just getting the job done.
00:02:20
Speaker
You don't want to make it seem like a big deal.
00:02:22
Speaker
Doesn't sound super salesy.
00:02:24
Speaker
Two is you keep it simple.
00:02:26
Speaker
It's relatable.
00:02:27
Speaker
John, the reality of solar is pretty simple.
00:02:30
Speaker
There's a reason you see a lot of people doing it, okay?
00:02:32
Speaker
Yeah, you're going to save money, but the reality is boom, boom, boom, boom.
00:02:36
Speaker
You value stack like we were going to talk about earlier.
00:02:39
Speaker
But the key point with this is the simple and relatable.
00:02:43
Speaker
Look, you've seen a lot of people do it, I know.
00:02:45
Speaker
That is social proof, just so you know, right?
00:02:48
Speaker
You've over 1.8 million people have liked solar, but here's the real reason why.
00:02:53
Speaker
This is all you need to know.
00:02:54
Speaker
This is the skin here, okay?
00:02:56
Speaker
That relatable piece of, hey, this is the simple version, shows that you care, you have empathy for them because they don't care about all the fluffy crap.
00:03:05
Speaker
You're just saying, look, these are the facts.
00:03:07
Speaker
This is all you need to know.
00:03:09
Speaker
You're an expert at this point.
00:03:10
Speaker
Your statuses went up.
Persuasive Benefits of Solar Energy
00:03:13
Speaker
So you're gonna have that casual opening.
00:03:15
Speaker
Look, I gotta tell you about it before I leave here.
00:03:17
Speaker
I'd be kicking myself if I didn't at least show you what solar can do, right?
00:03:22
Speaker
Your ality is pretty simple.
00:03:24
Speaker
A lot of people go solar, but this is the real reason they do it.
00:03:27
Speaker
I'm gonna now value stack.
00:03:29
Speaker
Value stack is simple.
00:03:31
Speaker
I stack the main benefits of solar.
00:03:33
Speaker
They're gonna save money today.
00:03:34
Speaker
They're gonna save the environment.
00:03:36
Speaker
They're gonna have independence from the power grid, right?
00:03:39
Speaker
That sense of security, right?
00:03:42
Speaker
and they're going to be able to save money long term.
00:03:45
Speaker
Future investments, sending kids to college, whatever that is, those are your four benefits.
00:03:49
Speaker
So what am I gonna do?
00:03:51
Speaker
I'm gonna stack those up in my favor to make it seem so obvious, why wouldn't they at least get a solar quote?
00:03:58
Speaker
So here's how it goes.
00:04:00
Speaker
John, I'd be kicking myself if I didn't at least tell you this.
00:04:04
Speaker
The reality story is pretty simple.
00:04:06
Speaker
Yes, people save money.
00:04:08
Speaker
Over 1.8 million people have gone solar, but the real reason you want to go solar now is you pay an electric bill.
00:04:15
Speaker
Right now, let's say it's $150 a month.
00:04:18
Speaker
You can save, on average, 20% to 30% less than that with solar, but it doesn't stop there.
00:04:25
Speaker
That 20% to 30% compounds over time, and on average, every single person I work with
00:04:31
Speaker
saves about $21,000 over the lifetime of their solar system without spending a penny in out-of-pocket expenses.
00:04:39
Speaker
Not only that, you get a federal tax credit of 30% for the total cost of the system, completely paid for for free, which, by the way, it's going away next year, okay?
00:04:50
Speaker
And then on top of that, to help you become a better person, right?
00:04:55
Speaker
Joke, joke here.
00:04:56
Speaker
You get to help out with the environment, have a bigger impact, right?
00:05:01
Speaker
Be proud of putting something up on your house rather than just buying from a dirty electric company, right?
00:05:06
Speaker
These reasons are why people are going solar.
00:05:09
Speaker
Then I'm going to go to the logical and reasonable thing.
00:05:13
Speaker
Wouldn't you think it would be worth at least 15 minutes of your time tomorrow evening at 6.30 or maybe I can make some room Saturday morning at 10 to go over the details, get you a free quote, and see how much money you can save?
00:05:27
Speaker
Do you think that sounds like a good idea, John?
00:05:30
Speaker
What do you think?
00:05:30
Speaker
Should we go forward with that?
00:05:31
Speaker
Should we get you an appointment set up?
00:05:34
Speaker
Boom.
00:05:34
Speaker
And that's it.
00:05:35
Speaker
Right?
00:05:36
Speaker
So I open it up, simple, relatable, value stack, the reasons for solar, just environment, money, impact, federal tax credit, it's no brainer, do this, logical and reasonable.
00:05:50
Speaker
If anything I even said resonates with you, just the slag spin, let's say I'm even half right here, don't you think it's worth 15 minutes tomorrow morning to at least figure this out for yourself?
00:06:03
Speaker
What if you go the next 10 years and you see all these people going solar in 10 years and you remember back to this day when you met me and you're just kicking yourself on, oh shoot, I should have done this 10 years ago.
00:06:17
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I don't want you to have that situation.
00:06:18
Speaker
Why don't we talk about it right now?
00:06:20
Speaker
You can
Refining Your Pitch
00:06:21
Speaker
be the judge of this.
00:06:21
Speaker
Tomorrow, 10 o'clock, we good?
00:06:24
Speaker
Boom, didn't get your appointment.
00:06:26
Speaker
Guys, it really comes down to just being prepared, using this formula, using exact times and dates.
00:06:33
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Suggest two times and dates.
00:06:35
Speaker
Tomorrow at 6.30 or Saturday at 10, which one is better for you?
00:06:39
Speaker
Don't ask them if they want to get a quote.
00:06:41
Speaker
Which one of these times are better for you?
00:06:43
Speaker
Assume they're going to go forward with the appointment, okay?
00:06:46
Speaker
So guys, that is it.
00:06:47
Speaker
Follow this equation.
00:06:48
Speaker
Go back, listen to this.
00:06:49
Speaker
There's a lot of gold there.
00:06:51
Speaker
Craft your own.
00:06:52
Speaker
Make it your own.
00:06:53
Speaker
It's really going to be similar to what I did, but you want to have this just autopilot.
00:06:57
Speaker
So when you meet somebody, it's just a casual, hey man,
00:07:00
Speaker
I just got to tell you what I do here.
00:07:02
Speaker
I'm sure you notice a lot of people go solar, right?
00:07:04
Speaker
The reality is they just do it because of boom, boom, boom, value stack.
00:07:09
Speaker
Wouldn't you say it's worth at least 15 minutes of your time tomorrow at 6.30 or Saturday at 10 a.m.
00:07:14
Speaker
so we can go over the details?
00:07:16
Speaker
Does that sound like a good plan?
00:07:18
Speaker
We in?
00:07:19
Speaker
Yes, sounds good.
00:07:20
Speaker
Perfect.
00:07:21
Speaker
Guys, use this.
00:07:22
Speaker
Use it all the time.
00:07:24
Speaker
Master it.
00:07:25
Speaker
Let me know how it goes in the comments below.
00:07:26
Speaker
I'll see you in the next video.
00:07:28
Speaker
Bye-bye.
Listener Engagement and Special Training
00:07:34
Speaker
Wow, what another value-packed episode of The Solarpreneur.
00:07:37
Speaker
Guys, if you couldn't tell, we spend a lot of time and energy to put these episodes out to hopefully give you just one strategy, one golden nugget that's going to launch your solar career to the next level.
00:07:48
Speaker
And we do it all for free.
00:07:50
Speaker
And if you found any value in this episode or it's helped you in any way, all I ask in return is that you just take 30 seconds of your time and leave us a review on iTunes so that we can help more solopreneurs like you to change the world.
00:08:02
Speaker
And as a gift for leaving us a review, we have a special training package exclusive for solopreneur listeners over at solopreneurs.com.
00:08:11
Speaker
Remember, you need to leave us a review on iTunes to qualify for the training package.
00:08:16
Speaker
So take care of that now and we'll see you on the next episode.