Prospecting & Presenting Door to Door
Lead Generation Prospecting & Presenting Door to Door Activity: Movie Trailer
What makes a good movie trailer? What makes a poor movie trailer? (Hint: Its the same for booking appointments!) Activity: Movie Trailer
What makes a good movie trailer?/Door Pitch Exciting Story! / Intriguing Offer! Doesnt give too much Away / Keep it Simple Visually Impressive / iPad, dressed well, badge Good Actors / Engaging Consultants Production Value / Professional Fun!!! At the Door Goals: Keep it simple! Sound competent and be competent.
Dont be apologetic. Set Urgency! Have fun! At the Door Requirements: Wear photo badge at all times.
Carry a copy of the business and solicitation licenses Abide by local rules for door-to-door activities: hours, no soliciting signs, etc. DO NOT make statements that are untrue or could be misleading. Make the statements required by ASD: Stick to the Script!! At the Door When knocking doors, you must state the following for the customer: Who you are Who you are with What you are doing (what ASD offers) What you need from the customer (book an appointment with solar consultant). Call to action. Lead Generation Script
Hi, my name is ____, with ASD. Were installing some solar electric systems in your area and as a courtesy were talking with homeowners to see who qualifies for our Solar Made Simple program, where you can own solar for about the same or less than what youre currently paying for electricity. Qualify However, not everyone qualifies for the program. What is your average monthly electric bill? ___.Whats your highest ____? and lowest ___? Program Ok, it sounds like you may qualify. {Graphic} Heres how our program works. Instead of spending all the money to the utility you redirect it three ways: a little to the utility, some for your home improvement, and the difference is money in your pocket. Lead Generation Script
Roof Analysis Now we need to see if your roof qualifies. Im going to have our engineering team do a Remote Analysis of your home, and see via satellite if you have the right amount of space, angles, and access to the sun. IF all that looks good then Ill have a licensed Consultant come back and share the information with you. Scheduling We have a Consultant available {Give two times 24 / 48 hours later}. What works best for you and all on title of the home? Wrap Up (12, 2, 1) Great, before the appointment, please collect 12 months of kilowatt usage, which you can get on (your utilitys) website, and when we come back, theyll be able to work out all the numbers for you. Please ensure all homeowners are present. Also, please have 1 hardcopy of a recent bill, and again, please make sure all homeowners are present. {Reference the checklist on the back of the reminder card}. Have a Great day, and well see you and your spouse on {date/time}. Observe the Experienced Consultants:
Lunch & Learn! Observe the Experienced Consultants: What did they do well? Did they miss anything? What did you Learn? WE ARE ACTORS! Script Break Down: Youre On! Bring Energy to the Door!
Be Present Script Break Down: Breathe Life into the Script (what are you trying to achieve with each line?) Read line stressing different words (I didnt say he killed her) Improv/Conversational (Connect with the Customer; have a Real conversation). Script Breakdown SCRIPT ANALYSIS Intro Hi, my name is ____, with ASD.
Were installing some solar electric systems in your area and as a courtesy were talking with homeowners to see who qualifies for our Solar Made Simple program, where you can own solar for about the same or less than what youre currently paying for electricity. Qualify However, not everyone qualifies for the program. What is your average monthly electric bill? ___.Whats your highest ____? and lowest ___? ANALYSIS Establish a FRIENDLY, CONFIDENT, EXCITED TONE Use 3rd Party (Neighbors with ASD) Build Value: Switch to Clean Power at no additional cost Take Away Need to Qualify Inoculate Not too Good to be True Script Breakdown ANALYSIS SCRIPT Take Away May qualify
Program Ok, it sounds like you may qualify. {Graphic} Heres how our program works. Instead of spending all the money to the utility you redirect it three ways: a little to the utility, some for your home improvement, and the difference is money in your pocket. Roof Analysis Now we need to see if your roof qualifies. Im going to have our engineering team do a Remote Analysis of your home, and see via satellite if you have the right amount of space, angles, and access to the sun. IF all that looks good then Ill have a licensed Consultant come back and share the information with you. ANALYSIS Take Away May qualify Build Value: Redirect the money, youre already spending! W.I.I.F.M Whats in it for ME Take Away Your Roof May not Qualify WIIFM Value! Were going to do work on your behalf (no cost for the analysis) Assumptive: Dont ask for the appt., Tell them that you will have a consultant some by. Script Breakdown ANALYSIS SCRIPT
Scheduling We have a Consultant available {Give two times 24 / 48 hours later}. What works best for you and all on title of the home? Wrap Up (12, 2, 1) Great, before the appointment, please collect 12 months of kilowatt usage, which you can get on (your utilitys) website, and when we come back, theyll be able to work out all the numbers for you. Please ensure all homeowners are present. Also, please have 1 hardcopy of a recent bill, and again, please make sure all homeowners are present. {Reference the checklist on the back of the reminder card}. Have a Great day, and well see you and your spouse on {date/time}. ANALYSIS Assumptive: Give them a This or That Option (Not a whens good for you?) Lead with All on Title Very matter-of-factly (required) Get them involved! (Make sure they know How to access their kWh info). 12 Remind them that ALL Homeowners must be Present.2 Hard Copy Bill is necc. For the Sale. 1 VALUE: Reference the Awards that ASD has won (on the back Reminder Card) 3rd Party Build Rapport if possible Most Important? Whats the Most important part of your Door Pitch? Your... Most Important Set a Positive Tone Put the customer at Ease
Treat the Customer like you would a Friend Smiles are Contagious Attitude is Everything!
Be PROUD To PROSPECT!! You are an Educator You are Helping People You are Helping the Planet Imagine you have a bag with $50,000 in it [savings] Youre just seeing Who you can give it too! Day One What to Bring: Your Badge (must always be worn).
Comfortable Shoes City or Solicitors License Cell Phone Great Attitude Paperwork The iPad! Uniform Attire (Professional .) Role Play Practice Your Canvassing Presentation to Perfection!
6 Times Each! 10-Minute Break Handling Customers Objections
Questions & Concerns Handling Customers Objections Objections Overcoming Objections
Objections are Opportunities! Turn the customers Issue into a Positive + Keys to Overcoming Objections: You have TWO ears and ONE mouth LISTEN Pause before answering any question/objection Dont rebut an objection until you actually get one! Never interrupt a customer - You may Misdiagnose the issue - Youre negating the customers right to express themselves Overcoming Objections
Use the FEEL, FELT, and FOUND Method to overcome Emotional Objections correctly. I completely understand how you FEEL Many of our customers FELT the same way However, what they FOUND with our Program is Or the REPEAT, RELATE, and RESUME Method In order to overturn a logical objection correctly I completely understand that finances are tight right now Repeat Many of our other clients were under financial strain as well Relate When they found is that they could redirect the money theyre already spending Resume Objection Handling Or you can use the AKRC Approach Acknowledge Kill
Resell Close * The last one is important; Dont forget to get back on track and book the Appointment!! Common Concerns Costs too Much/We dont have the Money
The advantage of our Solar Made Simple plan is that it avoids up-front costs and simply redirects the money you are already spending today. Allow us to do our customized remote analysis to show you how affordable solar can be for you! Im not interested. Many of our customers were also initially not interested until they found out there wasnt any large up-front cost, and how going solar can save you money. We have a licensed solar consultant available to meet with you this week does Thursday or Friday work better? Im moving. When are you looking to move? You may still be able to see benefits of our program in the short term.Also, Solar can add a Great deal of Value to your home.In fact, ASD offers an Easy Move Option, which allows you to assign the benefits of the program to the next homeowner at no cost to you when you do decide to move. Common Concerns Technology is changing and Im going to wait.
Sure, technology may improve a bit. However, whats interesting is that solar has been around since the space program in the 1960s, and it hasnt changed that much.Now is the best time for solar because we have these great incentives that help make Solar so affordable. I want to purchase. Great! American Solar Direct offers a Cash Option, as well as a Great financed option where you still own the system. Our licensed solar consultant can go over both options with you is Thursday or Friday better for you? I Need a New Roof -When are you thinking of reroofing?Thats actually the perfect time to install solar, because we can work in conjunction with your roofer.AND/OR, we have a roofing team on staff; we may be able to assist you with some of the re-roofing underneath the solar footprint. Go To Responses (to Objections)
Objection Handling Go To Responses (to Objections) I Completely Understand Thats Exactly Why Im Here Were Completely Different * Compliments of Eric Pook Role Play #2 WITH OBJECTIONS!
Practice Your Canvassing Presentation (with objection handling) 6 Times Each! Questions? Faux-Pas Top Faux-Pas. Are you interested in installing solar panels today? (Instead; Be Assumptive) When would you like to meet?(too open) Can you do it right now? (although we can do later in the day if possible) Use words like contract, term, commitment, sign, etc.? Why Choose ASD? Why ASD? Simplicity: One-stop shop for your solar needs. We do it all.
Ownership:We feel the best value for our customers is to own their system. Exclusively Residential Solar:Many solar providers offer too many solutions:thermal, PV, general contractor, data center, commercial etc. ASD is 100% Residential PV. Its all we do. Commitment:We are Customer Focused. Partner with a premier solar provider.We are with you every step of the way. Your Local Provider:Choose the provider who Hires locally!Just ask your neighbors! Loan or Cash WE DO BOTH! 20 Year Money Back Production Guarantee + 25 Year Manufacturers Guarantee! iCanvass App! The iPad Its a Great Tool Use it!
Dont keep it to yourself: Show the customer the Slides. You are Responsible for The ipad (ASD property) Do Not take it out of the Country Log in Log In - Put your username and password in a safe place. Select Street 1) Select Canvass at the Top
2) Set Street pops up Hit Done * If there is no cell signal, you can type in the street manually iCanvass Select the Arrow icon to Zoom to my location
Select the i icon to select Hybrid view iCanvass Hold your finger down on the Home that you are about to canvass The address will pop up Select the Sun icon to go into your pitch Local Installs This slide should be open when the customer answers the door SHOW them our installations in their neighborhood [3rd Party] Hi, my name is ____, with ASD. Were installing some solar electric systems in your area and as a courtesy were talking with homeowners to see who qualifies for our Solar Made Simple program, where you can own solar for about the same or less than what youre currently paying for electricity. Bill? Under the Additional Info Tab, you can select the utility bill in their area (if they need a reference) Qualify However, not everyone qualifies for the program. What is your average monthly electric bill? ___.Whats your highest ____? and lowest ___? Solar Made Simple In the Upper Right Corner of the Your Home Tab, select the Program icon Program Ok, it sounds like you may qualify. Heres how our program works. Instead of spending all the money to the utility you redirect it three ways: a little to the utility, some for your home improvement, and the difference is money in your pocket. Roof Analysis In the Upper Left Corner of the Your Home Tab, select the Analysis icon Roof Analysis Now we need to see if your roof qualifies. Im going to have our engineering team do a Remote Analysis of your home, and see via satellite if you have the right amount of space, angles, and access to the sun. IF all that looks good then Ill have a licensed Consultant come back and share the information with you. Scheduling Show the Customer How busy we are
We have a Consultant available {Give two times 24 / 48 hours later}. What works best for you and all on title of the home? Show the Customer How busy we are Select the check icon next to the appt time. Customer Data Put in All of the Customer Info
Make sure you get the Get a 2nd Contact Customer Data Build some Rapport Put details in the NOTES
These are Extremely helpful for the Consultant Select which utility provider they have Put in the average bill amount Customer Data Hit Submit after all of the info is filled out
Have the customer hit OK to Confirm the Appointment Show Make sure You are selected Statuses are On
The Correct Dates are set to show your Canvassing History Statuses Negative (Decline) SUN (Open the Pitch) House (Not Home)
CLOCK (Follow Up) House (Not Home) Statuses CLOCK (Follow Up) Negative (Decline)
* Follow Ups are Great!Put in NOTES * Select the Reason Why it is Declined History Select the History Tab to see your results for the Day
Take a picture of your Results and send them to your Team Leader at the end of the day Role Play #2 WITH OBJECTIONS!
Now Practice Your Canvassing Presentation (with the iPad) Yep, you guessed it; 6 Times Each! Mileage, Hours and Comp Mileage Example * Mileage tracking begins from your First work location (to other work locations).You will not be reimbursed for your commute to and from work. Mileage Example * Mileage must be signed off by you Team Leader Mileage Cover Sheet * Mileage must be submitted before Noon every Monday.Turn your forms (& cover sheet) into your Regional Admin. Time Card Log in to you ADP Account Keep track of your hours
30 Hour Minimum/Week You cannot work more than 40 hours per week. You must take a lunch break after 4.5 hours Your Team Leader will Approve your Time. CIT POSITION OVERVIEW Fast Start Bonus! Reports to TL or ATL $6000 Training Opportunity
$12/hour Standard commission amounts: $50/appointment completed $100/proceeding deal (post cancel period) Fast Start Bonus = $2500: 8 completed appointments in first 45 days Recommendation by manager to attend next upcoming Solar Academy Solar Academy Certification ASDs Secrets to Success
A quitter never wins A winner never quits. Action brings positivity and inaction brings negativity. Practice, Practice, Practice MOMENTUM is Everything.When you start, dont stopfor anything! Visualize your results Optimism Do it and Do it Right Function of effort in will results in results out. f(effort) =f(results) Goal Setting. Set it, write it, and repeat it frequently. Hard work and perseverance will ensure success. You Create Your Own Opportunities!!
Go Get It!!