The way the pitch was created came from six weeks of failure in setting appointments from a call center we own in the Philippines. We had input from several solar companies and copies of their sale scripts. When we mentioned solar, close to 80% of the prospects hung-up within 20 seconds.
Our break through came from interviews with the top sales agents from several different solar companies in CA, AZ and TX. Those twenty top sales agents did not know each other, but yet fourteen of the twenty had a very similar sales introduction.
What were the top sales agents using as an opening statement at the in home presentation? Although the wording varied a little, the message was clear.
People don't want to be sold. People want to buy.
"First of all I want you to relax as I am not here to sell you anything today."
"Put your checkbook away - there is no way I am going to sell you anything today. I am only here to give you some information. After you hear all the facts, you will be in a better position to decide for yourself what would be your most economical choice. The yearly increasing electric bills or generating your own electricity."
"Before we begin, I want to let you know, I am here to give you some important information about going with solar vs staying on the grid. After I finish you can tell me no, you're not interested or you can ask me some questions. Is that fair enough?"
Jeff Charles author of the book Sales Techniques For The Non Salesy says, "One of the most persuasive things you can do during a sales interaction is to remind your prospect that they can say “no.”
Reminding them that they have the power to walk away will actually make them more likely to buy from you.
Because people instantly become more relaxed when they realize they are in control of the situation. If you want your prospect to lower their guard, show them that you understand that they don’t have to buy from you. Doing this makes them more open to listening to what you have to say.
If you want your prospect to lower their guard, remind them that they are the ones with the power to choose. Then, the great benefits will convince them to say “yes.”
The reason many solar companies don't have enough leads for their sales reps, is because of their lack of new marketing ideas, to take the place of the old ideas which no longer work. Below are just a couple of new ideas that are easy and inexpensive to implement.
Many things must come together to eventually close a solar system sale. However, it all starts with the ability to complete a simple two minute presentation, filled with benefits, which will lead to an in-home appointment.
The following presentation will relax your prospects by assuring them it will take just two short minutes of their time. It also gives them the power to say, “No.” right up front!
Then, more prospects will give you permission to speak, because they feel you have given them more control. Actually, they have ultimate control anyway, so you gain trust and credibility by acknowledging that fact right away.
The benefits for homeowners to switch to solar are - without a doubt - the strongest benefits that any product could have. However, If you can't get them to listen long enough to explain those benefits you won't get the appointment. It's as simple as that.
Appointment Setting Pitch for Solar Companies
Hello, is this Mr./Mrs.____________? This is _________ from __________.
I understand your time is very important. Therefore, if you would allow me just 2 minutes to share with you something of interest to all homeowners in (____City/ Area____) , our company will reward you - with a free vacation voucher - for 3 days and 2 nights accommodations at a major hotel Casino on the strip in Las Vegas or 50 other resort cities.
At the end of the 2 minutes, you can either say you're not interested, or that you would like to receive more information. Either way, the vacation voucher, valued at up to $200, is yours as a free gift for allowing me two minutes of your time. I think you'll find that this information will be very valuable if you ever do consider solar for your home in the future. Thank you and this starts my 2 minutes.
As you know, electricity prices have been rising an average of about 6.7% a year, with a 20% jump in just the last three years. The only way that homeowners, such as yourself, can stop this never ending yearly increase, is to switch to the benefits of solar energy.
The problem is - there are too many questions - as to the cost of switching - versus the savings - to make the change. Well, good news. The average price of a solar panel has declined by 60% in just the last 3 years, so the cost of going solar has never been more affordable.
There are now programs available, with no out of pocket costs to the homeowner, for a solar installation. The government pays 30% of the cost for a solar installation in federal tax credits and there are State and local rebates to save homeowners even more.
Adding solar is no longer considered an expense, because it's now an investment. Dollar for dollar, solar adds way more value than remodeling a kitchen or bathroom. The savings is instantaneous and the return is infinite as it pays for itself many times over. And the solar payments will be less than you're now paying for electricity so there is no risk. That means, if you can afford to pay your electric bill, you can afford solar for your home.
Solar energy will also increase your home’s value and make it more attractive should you decide to sell in the future. In fact, a home with solar sells 20% faster than a home without solar. If you had the choice of buying a 3 bedroom 3 bath home with solar and no electric bill, or buying the same home with a $300 monthly electric bill, you would take the one with solar, as it would SAVE you over $45,000 in just 10 years and that's if electricity increased just 5% each year.
You can now purchase, lease or finance solar for your home and we would be happy to explain each and every option and how they would best fit your exact situation. There are even options where you save from the 1st month and you would have no payments for 12 months on your solar system.
Well, my 2 minutes is up - so would you like to receive more information such as:
How much money you will save with a solar system over what you are currently paying for electricity? How much are the rebates and tax incentives? How much will solar add to your home's market value? The different options on solar installation for homeowners in your area? What are the different financing options available such as leasing vs. financing vs. purchasing outright. All of course with absolutely no obligation whatsoever?
Wait for their response, answer their questions and book the appointment.
Set an appointment for an energy expert to visit their home, analyze the roof, explain the different options, savings and rebates available. If they refuse to set an appointment, we would simply come back and tell them we can still give them an estimate on what they could save on their electric bill every month, the different options on solar system purchases and leases by email. We could look at their home's roof with Google Maps and analyze their monthly electric bills and get back to them by phone. We need their email address to send a form for them to list each months electric bill. This will keep the lead alive to still set an appointment later. If they do not set an appointment now, we need their email address to send them their vacation certificate electronically. If they set the appointment, the energy expert will deliver it when he shows up with more information.
Start By Focusing on The Customer
*Imagine if your business could offer an unlimited amount of our four great incentive offers to your customers to increase your leads and sales for just $100 per year. If offering these incentives were to get you just one extra sale per year, it would pay for itself. What if offering these incentives got you one extra sale per month, one extra sale per week or one extra sale per day? We have testimonials from telemarketing centers that show they increased their leads by as much as one sale per hour. How much would that be worth to your bottom line? Not convinced yet? We work with thousands of businesses to increase their leads and sales every day.
The first thing to think about regarding marketing, whether it’s solar or any other product, is the customer. Any company that begins marketing by talking about how great they are is making a mistake. It’s always about the customer, not about you. What’s in it for them? How will they benefit from your product?