How to sell solar panels online
How to Sell Solar Virtually
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Timecodes:
all right so today we're gonna talk
about five tips on how to sell solar
virtually and a lot of you guys are
switching from door to door to online
selling and it might be a struggle for
you and it really is actually more
mental than it is your actual
salesmanship and selling virtually is a
very common thing I used to work for a
company clear solar who did probably the
majority of their business all virtually
and you know I'd see guys close over a
hundred kilowatts in one month just on
the phone and on zoom' so I'm going to
go through some best practices not
necessarily the sales presentation but
some of the best practices on how to get
the most out of your experience with
customers and that way you have the
highest chance of success so we have
tons of other sales trainings and videos
if you want to subscribe to the channel
click the link let's get a subscribe
going but let's not let's dive into it
so first one is have the right tools now
as you can see I am NOT an apple guy and
the reason being is I have a touchscreen
you know you might have an iPad but it's
hard to go jump around and hop back from
proposal to this to that unless you use
a proposal tool so I like to be a drawer
if I'm in person at somebody's home I
have a notepad and paper and I'm used to
being able to draw things and show the
customer visually how I'm selling them
and so I want to be able to have tools
like a stylus to be able to actually do
that in person so you know using things
like OneNote or a whiteboard on your
computer to be able to draw and say you
know hey this is what's going on as you
can see on my screen here and we'll go
through that so a common thing in solar
is you're gonna be drawing this graph of
like okay here's your current utility
company here's what we're gonna do is
we're gonna finance this thing for 25
years this all is equity this all is
going to the garbage all this is savings
you know you're drawing stuff like this
then you're drawing that metering in
you're like okay this is a house with
solar this house doesn't have solar you
know which one's worth more okay how
this works is they have a little meter
it spins backwards and forwards kind of
thing you got the Sun hitting so I'm a
very visual person as you can see on the
screen I'm always drawing I might be
asking them questions I might be saying
like okay so what are the things you're
mainly looking for out of this
appointment it's like okay the first
thing is how much is it going to say
okay now customer you know what are the
things you already know about solar oh
you know that it's a you know good on
the south-facing and so I'm like writing
that down
so I'm actually showing that I'm
listening so the more that you can feel
like visually showing your customer
what's going on that you're listening
that you're paying attention the more
that you're going to have your customer
engaged in that zoom conversation so
things like calendly things like zoom or
some type of go-to meaning software you
have some kind of visual drawing you can
do that with a mouse you can do that
with other things but my I love having
the stylus cuz it's a lot quicker
cleaner I can get sharper lines and then
also just having some kind of texting
software like vanilla message comm
there's other ones out there and some
kind of phone recording things so
whether you're gonna do it all on
recording I would have a way to send
that to the customer after you're done
with it so that if they want to re-watch
that recording they can and they're like
oh man I forgot what he said about this
is I want to have some kind of recording
mechanism zoom and a lot of them
actually give you the capability to
record it afterward and then send it
send it to the customer so those are
some just tip number one have the right
tools
number two is have you know have the
mindset that selling is the same on like
zoom as it is in the home where a lot of
people go wrong is they think that it's
a whole different sales process and they
try to like mix up and they wig out and
they think oh well I can't do those
steps because I'm not there in person or
oh I can only sell one person at a time
cuz how do you get husband and wife on a
zoom call so therefore you know and they
they mentally think that there's a
difference of closing percentage they
mentally think they wig themselves out
more than they need to so sell the exact
same ways if you were in the home so
what I mean by that is don't skips the
cells so it don't don't skip steps in
the sales and DDD you in our solar
presentation and a lot of our sales
training that we offer and we have you
know here's the ten steps to a solar
sail and in other videos you'll be able
to see that or on our on our university
access but for
example if I'm trying to build pain in
the problem in the solar presentation
I'm still gonna ask the questions like
so you know are you environment like are
you doing this more so for the
environment or for the savings and
they're like go for the savings like
okay what does that mean to you and and
what does it look like and how much
money do you spend X amount a year and
if you were to move in ten years where
else that money go and and I'm creating
the fear of loss and I'm creating the
fear of missing out and I'm creating the
the urgency deadlines through you know
hey i TC credits gonna go away an X
amount of time and I'm creating utility
deadlines and I'm recruiting I'm doing
the same stuff I would do as if I was in
their home but I've watched people go
try to sell virtually and it's like they
completely changed their sales process
so don't do that
the next thing is decision makers
present just like as if you have you
know a sale your likelihood of selling
them and closing them on a thirty
thousand dollar solar system and only
one leg is there is really low so step
number three is make sure to have the
decision makers present and then the
fourth one is the reminders and
follow-up and so this is when you'd use
a system like calendly where they can
self create their own their own
appointment date and time and then in
the paid version of calendly you can set
up Auto reminders to email them saying
hey your meeting starts in twenty
minutes or it starts in an hour or it
starts in five minutes and you can have
these Auto reminders and then you can
have some Auto follow-up and so one of
the software's that a lot of people use
in solar would be if you can see on my
screen here is vanilla message and
something like this you can create
campaigns so you go here and you go to
current camp or you go into like custom
message and you create these templates
that say you know hey are you still able
to make your meeting at 5:00 and if they
say yes you're like great I'm excited to
you know chat then see you here here's
the link if they say no you're like
great here's the calendly link to
reschedule click the link and let's get
a new date and time that works best for
you if they say maybe it's like hey I'll
call you and answer any questions so
you're able to customize this and we'll
call this like a you know as you can see
in here this solar company Ida home
solar has created posts
follow-up click funnel and they've
created different follow-up messages
like you know a follow-up message it's
like hey just wanted to send the message
and see if we're still interested in
moving forward if yes please reply yes
and we can talk more awesome love to
schedule a quick call if they say no ok
we're sorry to hear that I would love to
keep us in mind if anything changes and
you're creating this ai texting
automation and if you're smart you're
then just doing this at a fast rapid
pace to go create more time efficiency
and more engagement with your customers
and then on here you're able to just
text back and forth you know the day of
emails is kind of dead the day of like
calling a lot of people it's kind of
inefficient sometimes people are totally
cool with you just texting them being
like hammering and a little late hey hop
on the call hey can I follow up with you
and that was where a you know a system
like vanilla message would would play a
big part in that
now also the follow up is you know
sending them a proposal with the
information that you want them to see
sometimes you give them too much
information so sometimes there's a
there's a smart strategic play based on
how that first visit when our first
meeting went to send them a partial
proposal maybe not divulging all the
numbers but the concept not the
specifics so that you're teeing yourself
up for number two you know meeting
number two so that they're excited to
see what their numbers are right so
sometimes you're strategically may even
have the numbers but you may want to say
hey these are just vague numbers just as
a placeholder on the next meeting we
might just go over the real numbers so
that they're more excited on a two-touch
visit sometimes you're gonna go for a
OneTouch visit but my recommendation on
zoom' just from studying some of the
best at this is making it a two-touch
visit just because a lot of people want
to create that relationship with you and
they want to make sure that they can
trust that some random dude over the
computer isn't trying to scheme them
over a thirty thousand dollar store
system and what's actually going to
happen
that being said step number five is have
all the information necessary ready and
pulled up be prepared for your meeting
like I have here I can click through and
I have my proposal ready to go I have my
banking and financial like your sunlight
financial pour
ready to run credit I have you know my
follow-up campaign everything is like
there that I want to show them I've got
their bill pulled up ready to go so if I
want to analyze their bill with them and
so um hey as you can see right here in
November you had you know this much
going on and in January it was lower and
then look at your July you know and you
can show and be like what the heck did
you have Christmas lights in November
what do you do in November to have this
pop you know as you can see my screen I
can analyze the bill right there with
them show them all the different charges
so them the different blocks and utility
increases the more they use the more how
they're getting penalized or whatever
the utility company provides so what I'm
going to be doing is you can see here on
my screen is I can show them it's like
dude eight hundred and seventy dollars
that's just to run your Parekh and I can
have all this and then I can readily
jump right back to the proposal and be
like okay let me show you here on your
proposal you know where that where your
panels are gonna go and you can really
visualize and let them kind of taste
touch feel see everything that you're
doing and then the other thing that a
lot of people end up doing wrong on this
whole virtual present presenting is they
do all the talking and they don't listen
it's easier to kind of read body
language and and and see a customer when
you're in the home but on zoom or
virtually you tend to just automatically
go into like vomit on them mode my
recommendation is slow down and map out
your questions maybe on a piece of paper
on the side maybe you have like a
notepad you're writing down questions
and you're saying okay I need to make
sure I ask these 10 questions throughout
my presentation to ensure that the
customers engaged and they're not
sitting there watching the football game
while you're sitting there trying to
sell your cell your heart out and
they're just sitting there texting and
watching Netflix the whole time or you
know what I mean so you want to make
sure that you're asking questions so it
forces their attention to stay engaged
into what you're doing because it's easy
for them to get distracted and pretend
like they're listening to you so having
all that all the things ready to go and
then the last thing I would do is say
here's the next steps you never want to
leave an appointment especially a
virtual appointment with not a next step
the next step is I'm going to email you
the information we're gonna meet again
on Thurs
the next step is we're gonna you're
gonna get an email with all these things
that we just got completed and you're
gonna get a call from our site survey
expert the next step is like whatever
the next step is for you make sure that
it's so clear and then give an email
summary report at the end of that saying
hey just loved our call appreciate the
time you spent with me here's the next
steps in case you have questions here's
my phone number and you're showing this
like sales courtesy to show and walk
them through a path to success so these
were my basic tips on how to really run
a successful solar virtual training or a
virtual presentation and you know we
have a ton more videos and content on
our online University and we're continue
to film and train and capture content
with the best of the best and we
realized a lot of people in this time of
social distancing and stuff like that
this a lot of things are migrating dirt
digital and that's not a bad thing
that's not a bad thing sales of sales
psychology psychology people are people
buyer's or buyers you can still go out
and sling a bunch of deals this way
