Solution is Solar
After you’ve built pain with the customer you’re going to present solar as the solution to that issue you covered. It shouldn’t feel like building pain and presenting the solution are two separate parts when you’re talking. They should complement each other and build off of each other. Sales is not about selling, but about building trust and educating.
Your product is the solution, and your role is to guide your customers to it. Be sure you have these points memorized like the back of your hand. To help you remember the basic points you should be hitting on, below we will break it down to a simple list of the points you should be touching on.
Then we will give you some dialog just as an example of how it might sound on the doors. Building value in your product is absolutely essential! Almost every homeowner will get lost in the solution if you aren’t speaking clearly, slowly, and plainly. The more they understand, the closer they get to saying yes. Customers don't buy products; they invest in solutions. Show them how your product is the investment they've been waiting to make.
Inflation
Talking about inflation will oftentimes be the easiest pain point to gain some ground with. Inflation isn’t just affecting the cost of power but interest rates, property taxes, insurance, food, gas, utilities and almost everything else in our lives monetarily. People are passionate about inflation because they can relate and because they are living through it. Don’t let this moment be an opportunity wasted by just mentioning inflation. Help them FEEL the pain of inflation and the solution that solar will bring into their lives. Sure, solar might not be a fix-all solution for inflation. But it can be a massive help with one of the highest inflating commodities in our economy.
Here is an overview example of what building pain on inflation and presenting the solution might look like. Remember there are many different ways to do it. This example is simple and effective for those learning.
Pain:
- Bandwagon with neighbors
- Get them to agree on some sort of rate increase
- Statistics and facts on rate of inflation with power company
- Why rates are going up and will continue to go up
Solution:
- Bill Swap, No upfront cost
- Never increase again
Example:
Rep: Yeah, just talking with a lot of your neighbors, they’ve noticed a massive increase this past year with electricity rates. Isn’t it crazy how much prices keep jumping right now?
Customer: Yeah it’s ridiculous (be conversational)
Rep: Right, [power company] just had a big rate hike [x number of] months ago, did you guys notice that in your bill?
Customer: No actually.
Rep: Well what’s going on is because of the [event, law, project, situation, etc] the power company is forced to increase prices, and unfortunately it’s not going to be slowing down any time soon. With solar, for no upfront cost we will be able to completely eliminate that increasing power bill, and swap it out for a cheaper solar bill that will never increase again. Again, there’s no upfront cost which means if your home qualifies, there are no install fees.
Rent vs Own
Our society has become completely blind to the fact that every month the money we pay for our electricity is going down the drain. We are okay with this because that’s how it is for a lot of commodities in life. But homeowners aren’t realizing that for about the same cost they could be owning it instead of renting it. By owning it, it will increase the value of their home. It will be on a consistent flat payment, and eventually you will have free power and no more payments. If you are forced to spend money each month on your power bill, why not be a little smarter about it and make that money work for you.
Here is an overview example of what building pain on rent vs own and presenting the solution might look like. Remember there are many different ways to do it. This example is simple and effective for those learning.
Pain
- Ask a question to lead into analogy
- Make analogy of renting vs owning a house
- Losing each rent payment to the landlord
- No equity
- There’s no end date
- Help them see they are renting their power
- You are renting your power
- Your power bill is a lost expense
- It doesn’t increase the value of your home
- There’s no end date
Solution
- Redirect the money you’re currently spending into an asset
- Have an end date
Example:
Rep: Is this your first home? Or have you guys owned in the past?
Customer: No, we’ve owned it for about 15 years now.
Rep: That’s awesome! I bet you guys are so glad you decided to own your house instead of rent it. Just curious, because I know people decide to own for many different reasons, but why’d you decide to buy instead of rent?
Customer: Oh, well it’s the only way to go.
Rep: Right! Well you guys were smart to recognize that money spent renting is completely down the drain and can’t benefit you like building equity can when owning the home yourself. Not to mention that there is actually an end date to the payment. The reason I bring this up is because solar is pretty much the same principle–right now you are renting your power from [power company name], and I’m here to help you own it instead.
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