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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!!