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.
Example of a successful introduction
Hello, Mr/Ms (client’s name) My name is MJ and I’m calling from (name of company). How are you today?(Respond politely and appropriately to the customer’s answer).
I would like to thank you for taking time out of your busy day to speak with me. I just want you to know that this is not a sales call. Rather, I’m contacting you to let you know that we are offering a free consultation to determine whether you qualify for solar panels.
Captivate with questions
The objective of the call is to learn about the person on the other end of the line and what might motivate them to consider installing solar panels. To do that you need to ask questions that are compelling.
Did you know that solar panels can significantly reduce your monthly utility bill while simultaneously increasing the value of your home?
Are you aware that there are government initiatives that help cover the costs of installing solar?
I would be grateful if you could describe your concerns regarding what might be holding you back from installing solar panels?
Be prepared for commonly asked questions with succinct, honest answers that impress a prospect with your professionalism.
Questions to anticipate
Will panels devalue my property?
Will the installation process be an inconvenience?
What type of financing is available?
Adopt the right tone
It may seem obvious, but many salespeople lose prospects because any impolite or incorrect language has a negative impact on your sales calls. That’s why you need to employ words that will earn both the homeowner’s trust and respect.
Examples of successful phrasing
We’d be more than willing to do that for you, Sir/ Madam.
That is an excellent question. I will discuss further with our tech specialist, and get back to you.
I would be happy to address any concerns you might have.
Close by setting up an appointment/meeting
Once you have addressed a prospect’s concerns, aim to close the call with a request to meet.
We’d be grateful for the opportunity to meet with you and discuss the proposal in greater detail.
Maximize your odds of success post-call
If the homeowner agrees to meet, you’ve been given a golden opportunity to potentially seal the deal. To ensure a higher likelihood of making the sale, Solargraf can really elevate your game. This unique software, easily installed on a tablet, integrates the highest quality HD imagery through partnerships with Nearmap and Eagleview to generate the exact layout, direction, and measurements of a homeowner’s roof. This ensures a prompt and accurate quote within minutes, allowing contractors and homeowners to view and edit quotes in real-time. The software can also inform clients how much energy they're going to save, and it can even get the client's approval, e-signature right on the spot.
So, if you want to maximize your telemarketing potential, remember not to overwhelm the client during the initial call; create an effective introduction that hooks the client; captivate with compelling questions; anticipate client concerns; close the call by arranging a face-to-face appointment, and always use appropriate language. Follow these tips and your solar sales are sure to increase.
Up next: How solar software is the key to increasing sales
Article by: MJ Stone for Solargraf.