Day 12 Follow Up, Visual Aids

It is said that the average sale takes 7-11 follow ups. Between the initial appointment being set, calling/texting to confirm, sitting the appointment, texting after the appointment, confirming site design, applying for HOA approval, scheduling install, install day, inspections, and PTO there are a lot of steps in solar. You have to be willing to contact the customer many times throughout the process and not shy away from follow up. This is not a “sell it at the door and forget about it” sale. It is a very interactive process between you and the customer. Sales reps who actively follow up and proactively maintain their accounts have a much higher sit ratio, close ratio, and install ratio than reps who don’t.

Following up is so important because it truly is the difference between being good, and being great, there are different types of follow ups but all are equally as important.

Example; Hey Bob, this is Sam with Aveyo. I just wanted to confirm the appointment with Kevin, our energy specialist, at 5pm today with you and your wife. Does that still work for you guys?

The general rule of thumb is the chance your clients and customers respond will decrease the longer you take to follow up. We have seen top performers get the most production from proper follow up techniques and pushing referrals.

When you're on the doors, you’ll hear the word “no” many times. Sometimes, you might even hear it multiple times in a row. But don't let that discourage you. Oftentimes, the first "no" isn't a genuine rejection. It might just be the customer's way of trying to politely decline your offer or get back to their daily routine. It's important to keep pushing and continue with your pitch. Don't be discouraged by the first few "no's." As you keep talking and being persistent, the customer may start to show signs of interest.

Remember, it's your job to sell, not to be sold. Keep pushing through those initial rejections, and you might be surprised at how many people end up buying. Even if you're not getting a lot of positive responses throughout the day, don't give up. Stay positive and keep pushing forward. Sometimes, all it takes is one or two successful sales to turn a slow day around. So, stay focused and disciplined, and don't be afraid to persevere through those "no's." At the end of the day, it's perseverance that wins and leads to finding those "yes's" that you're looking for.

“A river is easier to channel than to stop.”

― Brandon Sanderson, Shadows of Self

Regulating momentum is the one of fundamental principles that we live by at Aveyo. There is a cycle that when deliberately applied can ensure that your success builds upon your success, that with every step you take you gain more of it.  This cycle tells us that Success builds confidence, confidence builds action, action creates habits, and habits create results or Success. The fact is that everyone likes doing what they are good at and few like to do what they are not good at. Athletes love to compete in sports, artists love to draw, salesmen love to sell.  When we are good at something we find pleasure in doing it, we bring confidence into that activity which makes us even better.  The more confident that we feel the more we want to do the activity, the more we do the activity the more it becomes a habit, and successful habits are the blueprint to the life of your dreams.

Have you ever felt momentum in your life? Whether it is good or bad we have all felt it. When you’re hot you’re hot and when it rains it pours.  What we are suggesting is that you no longer have to leave it to chance.  That you can command and regulate the law of momentum and ride the waves created by it to your any desire. Luck is something that is 100% created by your focus, your thoughts, your actions, and you having the responsibility of regulating your feelings moment to moment.

Let’s break down the momentum cycle into segments that we can apply in our day to day lives. The first thing that creates momentum is Success. Now what the hell is success? Everyone wants to be successful yet very few people even know what it means or how to feel successful. Teachers have broken it down as “Success is the progressive realization of a worthy goal.” Earl Nightingale. The dictionary defines it as – “the accomplishment of an aim or purpose.” Others feel if they wake up in good health and a smile on their face they are successful. The truth is that it means something different to every single person and it could change depending on what stage in your life you are at.  What we do know is that success is a FEELING that is truly unquantifiable. It is a very powerful feeling and it definitely breeds confidence.  So how can one feel successful right now no matter what their lives may look like?

It’s all about FOCUS.  The most successful people in all walks of life have the ability to selectively focus on what is working in their lives (their wins) and have a “selective amnesia” about what is not working.  Selective amnesia is the ability to immediately forget any setback or failure that may show up.  Success like winning is a state of mind.  Society has programmed us to feel unsuccessful in most of what we do. Our schools have a “one size fits all” approach and if you don’t fit in to the 9-5 slavery model that they set up, society tries to say you are a failure. That you are not intelligent, that you should be flipping burgers, that you should give up the airy-fairy and lofty goals that truly light your fire.  The programming runs so deep that our parents buy 100% into the model and feeling that they have our best interests in mind will make us feel the same way if we can’t fit into the mold.  This, my friends, is simply not true.

The truth is each of us is so very different that to have a one size fits all program for anything is nonsensical. That being said, if you are reading this chances are you are naturally inclined to solve problems, to influence, to create win-win opportunities, to communicate, to compete and so on.  If you are reading this you have the drive to be a successful salesman. Success in this model will require you to become a master of FOCUS. To search for throughout your day, as often as possible small and big wins.

Things that can make you feel successful vs self-conscious and out casted.  Our goal is not to be more successful or better than anyone else, but rather to be the very best versions of ourselves and to challenge others to take the same journey. Life is so much more fun when you get your ass off the bench and you get into the game with the intent to win it.  Asking yourself questions like- What can I look at to feel successful in my life right now? What am I most grateful for in my life? Are my beliefs supporting my success or hindering it? What is it that I want in my life right now? What are other successful people in the company doing that I can model? Is my attitude a winning one? Can help keep you focused on feeling successful.

The first principle of Empowerment will give you tools on getting to and staying in your power. Below are practices that will ensure success within the organization provided you do what it takes to be in your power.

Visual aids are incredibly valuable for salespeople, and there are several types you can use to help homeowners better understand what you're explaining. One type of visual aid is a hard printed copy, which can be laminated for durability. Alternatively, you can show the same printed version digitally on your iPad or iPhone, or even display a website link on your device. You can also use the customer's power bill to illustrate how many solar panels it would take to eliminate their power bill based on their usage history.

Visual aids are not only useful for presenting information, but they also give you an added source of confidence. When you have a tool with facts written on it that you can physically show people, it helps you convey your message more effectively. Another advantage of visual aids is that they don't drain your device's battery like constantly showing digital pictures or videos. Instead, you can use a hard copy to show the customer what you're talking about and avoid fumbling through your device's photo album for the right reference.

When approaching a customer at the door, visual aids can also help you close the gap and get into the personal zone with the customer. By presenting the visual aid like a gift, you can make the customer feel more comfortable and engaged. This is your opportunity to stand shoulder to shoulder with them, showing them that you're on their side and have their best interests in mind. With the help of visual aids, you can explain your message and build rapport with your customers more effectively.

Illustrators are movements that will help amplify what you are communicating. They can be used to implant an image or just to accentuate what you are saying. A common illustrator is using animated (more exaggerated) movements. This helps the customer absorb the information you are sharing. For example, when you tell a customer that you will be installing panels on a neighbor’s house, use an exaggerated arm movement across your body to point to the neighbor’s house (or in that direction). This will give a visual image to the customer of the neighbor to which you are referring.

To get closer to a customer, open your binder and show them some pictures. Most of the pictures are small, and you will have to move closer to them and turn to an angle for them to get a good view of your brochure. This close proximity will help you get the customer’s attention and develop a better rapport and also move into the personal zone.

This is a useful illustrator to help a customer make a decision. After you give a custom- er a closing line, wait. While anticipating the customer’s answer, click your pen in and out three of four times. The noise works like the theme song from Jeopardy getting them to make a decision.

When you want the customer to agree with you, shake your head up and down or back and forth. For example, “What your neighbors have liked so much about our program is that you don’t come out of pocket at all for any upfront costs (shake your head back and forth). Instead it's no cost upfront and we also will get rid of your bill, replacing it with a fixed payment to save money in the long run(nod your head up and down). [Pause] That’s what all of your neighbors have been choosing to go with us.

Everyone you will encounter throughout the summer can be categorized into one of four personality groups; Bull, Owl, Lamb, and Tiger. With the correct approach, all types of people can be sold. It will be up to you to identify, categorize and establish relationships with each type of individual.

Bull - They prefer directness and getting right to the point. Do not go off on tangents or you will lose their interest. Be confident in your dealings with them and make sure you know what you are talking about as they can be a bit impatient. Don’t try to tell them they are wrong; they need to be shown the facts to make their own determinations. Don’t use frills and fluff when dealing with a “bull”.

Traits of a bull:

Signs that you are dealing with a bull:

How to interact with a bull:

Owl - They are generally introverted and serious in nature. Everything must be analyzed and all questions fully answered for an owl to feel comfortable with buying. Too much excitement is unsettling to an owl. They like stability and routines. You can’t rush an owl to make a decision. It is best to present the facts clearly and concisely and let an owl make up their own mind. The owl is very sharp and very reliable. You only get one chance with an owl so don’t mess it up.

Traits of an Owl:

How to interact with an Owl:

Lamb - They are generally more soft spoken and move at a much slower pace. They are good listeners but they do have a hard time making decisions. Patience is a virtue when dealing with a lamb. They can be outgoing or introverted but are generally kind and gentle. Lambs don’t feel comfortable with forceful directness. Use your words and actions wisely and at a slower pace to make them feel as comfortable as possible. You must gently nudge a lamb. The “lamb” will flee if frightened.

Traits of a Lamb:

How to interact with a Lamb:

Tiger - They are playful so relevant chit chat is fine before launching into the core of a discussion. Tigers won’t give you many clues as to what they are really thinking. Have the patience to have fun with them and coerce them into buying. Tigers are also fast and direct once they make up their minds. Tigers are a little more flexible and playful compared to a bull, however, when pushed the “tiger” will hold it’s own.

Traits of a Tiger:

How to interact with a Tiger:

Worldwide, different cultures have different mannerisms and norms of communication. While it is not an exact science, we can typically categorize most cultures into specific sections of the BOLT framework. Ask your manager regarding the specifics in your area.