When it comes to selling solar panels, contacting clients over the phone facilitates solid relationships that are the key to developing loyal, satisfied customers
In our previous post, we focused on six mistakes that undermine potential sales. Today we will be sharing tips to help you create the ideal telemarketing script.
According to salesman extraordinaire Jordan Belford, the real-life character portrayed by Leonardo Dicaprio in The Wolf of Wall Street, a well-composed telephone sales strategy that is void of smoke and mirrors will create amazing results. “A perfectly balanced, rhythmic, almost hypnotic sales script keeps you in control while still encouraging productive dialogue… turns skeptics into believers, and prospects into lifelong customers…”
Belford’s sales ideology is especially relevant if you are a solar panel contractor. Unlike social media and mainstream advertising that contribute to soft relationships – better suited for selling razor blades and power tools – telemarketing facilitates solid relationships that are the key to developing loyal, satisfied customers. With that in mind, here is a brief guide to creating the ideal telephone solar sales script.
Don’t overwhelm your prospect during the call
To sell solar you need to be quick and succinct. The longer the script, the more confused the prospect may become. So simply focus on the key points; avoid bombarding a prospect with too much info. If and when the homeowner expresses interest, that’s when you arrange for a face-to-face meeting.
Start your call correctly
Identifying potential clients who might be interested in solar is critical to the sales process. That’s why a comprehensive solar sales app like Solargraf, that provides a pool of high-quality, call-verified leads in a specific area, is a great starting point for your telephone sales campaign.
But access to sound leads is only a small part of the battle. Once you start dialing potential prospects, you need to inspire their interest in solar within the first few seconds after they answer the phone. Renowned sales trainer John Barrows, who has helped define marketing strategies at software companies like Google, and Salesforce, insists that prospecting isn’t really about selling a product or service. It’s about piquing consumer interest, and leading them to the next step.
2 – Ignoring a prospect’s fears
From a contractor’s perspective, installing solar panels is an easy decision. But for homeowners who regard solar panels as potentially ugly additions that may devalue their property, not to mention inconvenience their lives during the installation process, the decision may not be so cut and dry. Other factors include anxieties about the expense, unanticipated problems with maintenance, and the promise of lower electricity bills not manifesting. Flippantly dismissing such concerns with pat answers can undermine your sale. Instead, acknowledging such anxieties and going the extra mile to reassure the prospect why such issues need not be a cause of trepidation will increase your potential to close sales.
3 – Not following up with leads in a timely fashion
Once you have access to potential leads, it is best to contact them promptly. When a prospect expresses an interest in residential solar, strike while the iron is hot. If you wait too long to touch base with a potential solar customer you risk losing them to the competition. So as a rule of thumb, contact your prospective lead early, before they contact someone else.
4 – Pushing the customer to make a decision before they’re ready
Acting promptly on your list of prospects is indeed good practice. This said, being overly zealous at other stages of the process can have an adverse effect. As an installer, you know that going solar is a wise decision that will save customers money in the long run, and simultaneously contribute to a greener planet. But it’s important to put yourself in your prospect’s shoes. A homeowner may need time to weigh the financial costs, and how the installation process may affect their home. So once you’ve provided them with a proposal, give them some space. People often need a few days to consider their options before making the decision. If you hurry them, it might scare them off the install.
5 – Ignoring the details
Ensure that you are on top of your game. Having a comprehensive and updated knowledge of solar is essential. By not demonstrating that you’re thoroughly organized throughout the entire proposal process you’ll lose the confidence of the homeowner. That’s why utilizing a tool like Solargraf is so important. The specialized software, that was designed by solar installers, integrates the highest quality HD imagery through partnerships with Nearmap and Eagleview, making it easy to measure a roof in real time, provide precise quotes on the fly, and even inform clients about how much energy they’re going to save. It can even help you to close deals by getting a prospect’s e-signature, on the spot. So if you want to impress your clients and separate yourself from the competition, Solargraf will give you the edge you need.
6 – Bashing the competition (before the prospect is sold on solar)
Customers weigh their options, including whether to go with you or a competitor. As a consequence, it’s tempting to portray your rivals in a negative light. By claiming that your competitors’ workmanship is shoddy, that their financing is questionable, and their equipment is second rate you might be inadvertently scaring a homeowner from solar altogether. So before you critique the competition ensure that your prospect is already enthusiastic about the installation. Once you feel that a client is committed to install, it’s safer to question your rivals’ effectiveness.
As a solar installer, if you want to rise above the competition, it’s crucial that you don’t let these six common sales mistakes stand in the way of you closing sales. Talk less, address prospects’ doubts, follow up on leads quickly, yet don’t rush their decision-making, keep track of all details with a specialized tool like Solargraf, and resist the temptation to critique the competition prematurely. Follow these tips to stand out in a crowded market and steadily grow your installation business.