DOWNLOAD SOLCIETY APP NOW! 

BUY YOUR D2DCon Ticket Here 

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. That being said, let's jump into the episode. Oh, and by the way, door door con is in about a month. I believe it's the 13th through the 15th of January. So let me know. So today's topic is this it's something that I had been forgetting about. And primarily as I was out setting up appointments, knocking doors, this is something that I was not doing a good enough job on and 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.

Speaker 2 (04:51):

And there's all the things we can do to solidify appointments, double confirm, confirming them doing the lock close. I talk about, which is so, Hey, besides like a nuclear meltdown, is there any reason you guys will, will not be here at this time having 'em put it in their calendar. I've talked about these things and we'll probably do another episode on things you can do to solidify your appointments even more. But before you get into those ninja tech, think there's something super important that you need to remember about setting up appointments out there, knocking doors. And that is you need to create a massive problem in the homeowner's head. And those that are closing deals. If you're out there closing deals, you should be doing this. That's how you close deals, right? We all know that if you can create a huge problem in your perspective, customer's head, it's gonna be so much easier to close them.

Speaker 2 (05:52):

But how often are you doing this? As you set up appointments? I made a small tweak in my door presentation to really just kind of emphasize the problem more. 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 focus on the problem giving the solution and I was already doing this to a degree, but my presentation, I wasn't focus focusing on it too much. And I wasn't really hammering in the problem. And so something that helped me is just really identifying what are the big problems in your market for solar? Okay. I'm here in San Diego and there's some pretty massive problems with utility here. So it's somewhat easy and most people know what the problems are with. The utility down here in San Diego, in other markets, you're gonna have to be a lot better than I am this cause in other markets, utility is most likely a lot cheaper than San Diego.

Speaker 2 (07:04):

I think last I checked San Diego was I believe like the second highest electric rates in the country. So if you suck at selling, then come sell here because you don't have to be that good at sales to convince people that they should save money and switch, right? But for those 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 all offer them the solution it's maybe in your market. Maybe it is really, really tough to, you know, identify the problem, but you still wanna help people just see that there's some small problem, whatever it is, cuz that's the first step, make sure whatever market write down the biggest three problems in your market with your utility.

Speaker 2 (08:04):

What problems are huge that you can help your perspective clients see? So for me, it's easy. Like I said, rates are going up here and an insane rate. And for us, you can go directly on utilities here and see a huge difference. If you go back 10 years ago in the rates, you can show your customer that and you can show 'em the current rates super easy. There's it's, you know, double the price today compared to what it was 10 years ago. So maybe that's a big problem. And for me that this is what I did change up in my door approach is I said, Hey, you guys noticed the problem with the increasing rates. All your neighbors have been noticing that the rates went up almost double this year, not double, but I just get them to agree that there has been some rate hikes.

Speaker 2 (09:00):

And luckily there's, you know, some pretty big spikes in the bills this year. And for most people we're coming off the summer months, right? I guess it's winter now. But San Diego people are just kind of coming off their higher bills cuz the highest bills tend to be in like September October-ish or in San Diego. So it's still fresh in their minds that they had some high bills. They had spikes say, so that's a problem. Hey, people are noticing that the rates go have gone up quite a bit this year. I'm sure you guys notice the same, right? Just a small line like that. Get getting them to agree. Doing the head nod made a huge difference. Now they're seeing that there is a problem they're agreeing with it. 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 increased the price of electricity.

Speaker 2 (10:02):

So another problem that I helped people see is, Hey, you guys notice how they switch the rate plans from four to nine. It actually cost more guys notice. Yeah. So what I'm, what we're actually out here are doing is just making sure people know to conserve as much as you can from then maybe it's more than notification the value add door approach, right? For some people use. So there's another thing. Figure out some type of problem to throw in there, get them to agree with it. And it's gonna make it just a lot easier for people to pay attention to you, for people to listen to what your solution is. Right? And then another thing that's very important in this, make sure you have some type of slicks. You're showing people, okay. If you can get side by side with the homeowner, you don't wanna be standing in the same place.

Speaker 2 (11:00):

Just pitching the homeowner for 10 minutes. Right? Most likely people aren't aren't even gonna listen to you that long. 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 gonna pay attention and they're gonna close the door. They're gonna be busy. They're gonna have to take a phone call. They're not gonna, they're not gonna listen. So step number two in all this is engage and the best way to do this in my opinion is get some type of door slick. Okay? So our friends over at kn star university, okay, go listen to Taylor MCCA, these podcasts, if you haven't already. But he talks about how he uses slicks on the door. A slick is just like a laminate. You can pass them. And the actual information on the slick is less important than just using it to engage with the customer.

Speaker 2 (11:56):

Okay? Maybe it's a line. Like I say, Hey, did you guys get this in the mail? Did you guys have this notification come in, pass it to 'em make sure you're turning it to the side. So they can't just read it. Right? You wanna slip it almost like CRO chop to 'em have them grab it. And then what do you do? Boom, you swing right to the side pivot. You're standing side by side and you're walking 'em through the actual information on that. So if you can combine your problem, selling your problem, presentation on the door with having your proof of that, slipping it to 'em having 'em handle it. Having 'em see it having 'em taste it. Okay. Not taste it. But you get the idea, engage in as many of the senses as possible. These are gonna help people digest that there is a problem happening.

Speaker 2 (12:47):

There, there is stuff going on and that they need to pay attention to what you're saying. Cause people, I, most people are visual learners. Okay. That's the thing we forget. If we're just speaking to someone they're only taking it, especially on their doorstep. They're already thinking that you're bugging them. That they're, that you're pitching 'em on something. So if you have something in their hand that they can see, it's gonna add credibility to whatever you're saying. They're gonna buy, they're gonna buy what you're saying. Right? They're gonna believe a lot more that the rates are going up or whatever's going on. But whatever your market is, go look up. If you don't have some type of door slick, make your own right. Go buy the knock star ones. Okay? Love supporting those guys. But worst case, just go print off something, go to a print shop, go to your local staples, whatever.

Speaker 2 (13:40):

Just find some type of I don't know, article that's relevant, some type of rate plan. It's where your utility is something that can be added into your presentation and it's gonna help out tremendously. Hey, so these are the two things that help me. Not only set up more solid appointments, but like I said, also get them to generate more interest, get them to listen more and get them to sit down. Cuz guess what? 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 gonna see a reason to sit down with you. Right. And that's something I realize over the last few weeks and something that helped me boost my sit down rate is just making sure I hammer down that problem. Cuz if you can hammer it down, they're gonna see a need to actually sit down with you, hear you out and buy your product.

Speaker 2 (14:38):

So don't forget. Make sure you include this in your presentation. Take a look at whatever you're saying right now. If it doesn't include something on the problem of your market, the problem, the, our product, which is solar can solve, go and write it down. Write down three of the biggest problems in your market promise is gonna help you and send this to someone who's been struggling to set up appointments this week. Hope that helped hope you have an awesome week. Love you guys. And again, hope to see you at door to door con shoot me a message. Let me know if you'll be there. Let's plan a meetup or something if possible and use the code when you're getting your ticket. So we'll talk to you soon. I see you on the next episode.

Speaker 3 (15:25):

Hey, Solarpreneurs quick question. 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. 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. 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. And it's called the Solciety, this learning community with designed from the ground up to level the playing field to give solar pros access to proven members who want to give back to this community and help you or your team to be held accountable by the industry. Brightest minds four, are you ready for it? Less than $3 and 45 cents a day currently Solciety is open, launched, and ready to be enrolled. So go to Solciety.co To learn more and join the learning experience. Now this is exclusively for Solarpreneur listeners. So be sure to go to solciety.co and join. We'll see you on the inside.