Transcript
Speaker: Welcome to the Solarpreneur Podcast where we teach you to take your solar business to the next level.
Speaker: My name is Taylor Armstrong.
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.
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.
Speaker: What is a solopreneur you might ask?
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.
Speaker: What's up, solarpreneurs?
Speaker: Taylor Armstrong here.
Speaker: How are you?
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.
Speaker: So today we are in the fall season, winter season, I should say.
Speaker: I'm in San Diego, so really it's basically the same weather all the time here.
Speaker: It is getting a little chilly.
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.
Speaker: I hear it all the time from newer reps, especially it's darker earlier.
Speaker: People are busy with the holidays and
Speaker: Really, you could come up with all sorts of excuses, especially right now we're in the middle of COVID pandemic.
Speaker: So we've been dealing with this for an entire year, basically, of excuses we can tell ourselves.
Speaker: But now I know a lot of people are dealing with new obstacles during this winter season.
Speaker: That's what we're going to talk about today.
Speaker: Something that's especially now we just hit daylight savings time, which here in California where I'm at, it is dark.
Speaker: It's five o'clock.
Speaker: It's dark outside.
Speaker: And it's not late, but it's dark.
Speaker: What we're going to talk about today is how can you continue to dominate even when it's darker earlier, even when it's winter.
Speaker: For those of you that are in different markets, maybe it's snowing outside.
Speaker: And that I won't be able to speak as much about.
Speaker: I've never knocked in the snow personally.
Speaker: I should go and do that.
Speaker: I'll fly out to Utah where I'm from, go knock a little bit.
Speaker: But I do enjoy the weather, so if you want to not knock where it's freezing, then hit me up.
Speaker: We'll hook you up with an opportunity out here in California.
Speaker: But it does get dark extremely early, so today we're going to talk about that.
Speaker: How do you continue to knock?
Speaker: How do you generate leads?
Speaker: How do you continue working even when it gets darker earlier, even when you can come up with plenty of excuses?
Speaker: So I've got a few tips, things that have helped me.
Speaker: And then obviously I always love to hear from our listeners.
Speaker: What are you guys doing to dominate in the dark?
Speaker: So here's the tips.
Speaker: The first thing is you have to realize that it's not actually late when it's dark.
Speaker: You hear, like I said, it's dark at five o'clock, but is it late?
Speaker: No.
Speaker: Five o'clock, that's not late.
Speaker: I don't think anyone's going to bed that early.
Speaker: So you've got to realize that that's a thought you tell yourself.
Speaker: Grant Cardone says any objections that you think you hear, any objections you hear, they were your objection first.
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?
Speaker: That's your objection.
Speaker: That's not the customer's objection.
Speaker: That's something that you're telling yourself and it's coming across in your work ethic and what you're doing.
Speaker: So realize that it's not actually late.
Speaker: It's just dark.
Speaker: Okay, and you can go listen to other podcasts, anyone that has been knocking doors for any amount of time.
Speaker: You heard these alarm guys, pest control guys, pretty much from any different industry.
Speaker: Go listen to the Door-to-Door podcast over Sam Taggart's podcast.
Speaker: He interviews people all the time.
Speaker: I was just listening to one of his episodes.
Speaker: He interviewed a girl, actually.
Speaker: that I think manages for an alarm company.
Speaker: She told stories about how she is knocking literally until midnight a lot of nights.
Speaker: She's out working, out hustling super, super late.
Speaker: And I mean, it's a lady, so obviously ladies are generally more cautious later it gets, right?
Speaker: So if a girl can go out there and knock until midnight,
Speaker: then I think anyone should be able to do it, right?
Speaker: We're telling ourselves excuses if we're not willing to get out there and hustle.
Speaker: So get it out of your head.
Speaker: Get that excuse out of there.
Speaker: Go listen to those other podcasts if you want to hear people that are knocking until literally midnight.
Speaker: If they're doing it, then it can be done.
Speaker: Okay, and then the second tip is...
Speaker: Look for clues.
Speaker: You can use this to your advantage.
Speaker: When it's late, you can see what lights are turned on.
Speaker: It's a lot easier to tell who's home and who's not home.
Speaker: So in a way, it's actually easier.
Speaker: In a way, you should be talking to more people.
Speaker: And I get it.
Speaker: Some people are going to answer the doors less.
Speaker: Some people don't want to open the door when it's dark.
Speaker: But generally, you're going to talk to probably just as many people when it's dark because that's
Speaker: reason because of the clues you're able to identify.
Speaker: Look for garage doors that are open.
Speaker: Look for lights that are on.
Speaker: And granted, all the people from the alarm industries, other industries, if they're knocking until midnight, they're not knocking every door.
Speaker: So I'm not saying go knock till midnight and knock every single door.
Speaker: You got to be strategic about it.
Speaker: That's what they're looking for.
Speaker: They're looking for clues.
Speaker: They're looking for people who are home.
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?
Speaker: You still got a huge opportunity.
Speaker: Go out and hustle all day, generate leads, and schedule all your appointments for when it is dark.
Speaker: Then you won't have to be cold calling, knocking on doors in the dark.
Speaker: Just schedule your appointments for after dark, and that solves the issue right there.
Speaker: But inevitably, appointments are going to fall through.
Speaker: There's going to be times where you don't have anything scheduled for those evening hours.
Speaker: You need to be willing to get out there and hustle.
Speaker: Go and take someone out if you need to.
Speaker: Go train someone.
Speaker: Knock with another rep.
Speaker: But don't be afraid to get out there.
Speaker: Okay, and the other tip I have is use names to your advantage.
Speaker: Okay.
Speaker: In previous episodes, I've talked about how we train all of our reps to use a name list.
Speaker: So keeping track of who you've talked to in the neighborhood, who you've already scheduled appointments with.
Speaker: And this becomes, I think, even more important when you are knocking in the evening hours.
Speaker: So if they know you just finished with Joe across the street,
Speaker: and you're just coming swinging by here the last stop of the night, then they're way more likely to listen to you.
Speaker: And use that in your evening pitch too.
Speaker: Bring it up before they do.
Speaker: If you've been in sales, you know that we need to bring up objections before the customer does.
Speaker: So it's no different when you're out there.
Speaker: If it's dark, bring it up before the customer can.
Speaker: Hey, Mr. Jones, I know it's dark outside.
Speaker: It gets dark super early now, right?
Speaker: But yeah, you guys are actually the last person I needed to let know what's going on out here.
Speaker: You're right after James across the street.
Speaker: You bring it up before they do.
Speaker: They can't use that as an excuse.
Speaker: They can't get mad that you're knocking in the dark.
Speaker: So a couple tips for you.
Speaker: Hope these things helped.
Speaker: Really just get out of your head that you can't work.
Speaker: Be willing to follow up.
Speaker: Be willing to schedule go backs.
Speaker: Like I said, these are all things that I know it's ideal.
Speaker: You want to be in appointments.
Speaker: You want to be going to scheduled visits when it is dark.
Speaker: But I challenge you, get out there this week, especially if you haven't done it before.
Speaker: Go out, hustle in the dark, put your sweatshirt on, and just do it.
Speaker: And I always feel good after I knock in the dark because, yeah, it is spooky to get out there sometimes.
Speaker: Halloween and all that.
Speaker: I know it's past Halloween now, but it does get spooky out there.
Speaker: But that's my last tip is get a little light out there.
Speaker: We have these.
Speaker: I'll post a link to it.
Speaker: But you can get on Amazon these flashing lanyards.
Speaker: And what they do is they just, the whole lanyard, it has these little lights in it and they're flashing and it's cool.
Speaker: You feel cool out there knocking with them.
Speaker: And it's also a great conversation starter.
Speaker: So we'll post a link to that.
Speaker: But if you're afraid of the dark like me, go out and get a flashing lanyard.
Speaker: It's going to help you see and it's going to help you be seen.
Speaker: And that's going to be something cool to talk about.
Speaker: I also like to use the little mini Segways.
Speaker: They have a light on them.
Speaker: So those are pretty cool.
Speaker: If you're not trying those, go get yourself a little mini Segway.
Speaker: They help you jet super fast door to door.
Speaker: And then you'll also be seen.
Speaker: So it's just a few tips.
Speaker: Don't use that as an excuse.
Speaker: Get out there.
Speaker: Knock on some night doors today.
Speaker: Don't be afraid of it.
Speaker: And most of all, keep dominating.
Speaker: So we'll see you on the next episode.
Speaker: Let me know what you thought of this.
Speaker: Let me know what other tips you have.
Speaker: As always, we invite everyone to join the Solarpreneur Facebook group.
Speaker: And there we want to talk more discussion.
Speaker: about each topic of the show and connect with our listeners.
Speaker: So I hope you enjoyed the episode and we will see you on the next one.
Speaker: Thanks so much for tuning into today's episode.
Speaker: I know when I got into the industry, I had almost no resources like this.
Speaker: So I hope this show is helping you get the success you deserve.
Speaker: If you found value from anything in this episode today, think about someone who can benefit so you and I can help people fulfill their potential.
Speaker: Zig Ziglar said if you help enough people get what they want, you will get what you want.
Speaker: So I promise by sharing this it will help you grow and improve.
Speaker: The value bombs on today's show will take you one step closer to success, but it's always to the degree that you apply and execute the principles.
Speaker: I've spent the last few years interviewing the top solar experts and helping other reps and businesses discover their potential.
Speaker: If you want more help achieving your goals, then I put together an exclusive video training on three hacks that help me close multiple deals a week while knocking less than 10 hours.
Speaker: And who doesn't want that?
Speaker: So go check it out at webclass.solarpreneurs.com.
Speaker: Once again, that's webclass.solarpreneurs.com to get exclusive access to the training and take your skills to the next level.
