Lead Generator Script

I will be super quick with you

[Start beating up solar with problems]

[Overcome objections before they come up]

[Outside of savings, what are the value adds to the customer and how are you going to include them?]

What are the customers biggest concerns?

• how can I get rid of their concerns

• how to overcome concerns

• how to avoid concerns

• how to make them feel more comfortable with concerns

• help them see that our option is different which is why they should not have those concerns anymore.

[If you come across a lot of the same objections in an area, start brining those objections in the objection section of the pitch]

You need to separate yourself from other sales people

• Shift peoples minds from what they thought before to listening mode to hear why you are different

• Overcome preconceived notions of what they have thought about solar

• Get them to a point where they agree with you, and we that you are both on the same page that solar is a bad decision.

[This opens things up to get them to ask why you are here]

Solar used to be bad

• Solar used to suck, now it doesn't

• Here is the reason it does not suck

The solutions goes hand in hand with the problem

In the solution section, overcome all the objections you brought up in the problem section with a value proposition

• Cost

  • It was 10k - 30k down to get solar, now there is zero out of pocket.  

  • Zero money down to get solar.  

  • There is nothing down whatsoever.  

  • You won't have any investment.  

  • You won't have to change your budget. [say it at lease 3 ways to make it register]

• Moving

  • You couldn't move, now you can.  

  • It does not matter if you live here for 6 months, 1 year, or 20 years. 

  • This is a transferrable moving plan.  

  • This is what it makes it so different, you can move any time and it does not matter.  

  • We don't care who lives here, we just want whoever who lives here have solar.  

  • You can move and sell whenever you want.  

  • We sell to people all the time that plan on moving in a year and often to take that Federal solar credit. [say it at lease 3 ways to make it register]

• There were leans, now there are no leans

You can get solar from anyone [create exclusivity]

• There is a new program, but not everyone qualifies for it

• You have to qualify to get it through us.

I am giving you the brass tax because everyone else beat around the bush and has given you a bait and switch.

I don't know if you will qualify like I said, this whole program is different than what it has been in the past.  [the pullback] But if you do qualify, if your roof meets our standards, here is how this would work.

We would determine the number of panels to move your power bill to zero.  It is really simple, we then compare how much you paid with the power company and compare what you would pay for solar.

Just so you know that all the neighbors that have been setting up appointments with me, we are not trying to save you a bunch of money today.  

The reason so many people are meeting with us, is because they want to see the difference between the two, because the solar payment is guaranteed to never change. It does not go high in the summer and low in the winter.

As inflation continues to rise and utility costs to keep rising, your solar payments are guaranteed.

So, most of the neighbors here are trying to see if they can get their solar payment within like $50 of their current electricity payment, even if it is a little bit more.  The fact that it will never change, it is guaranteed to never change, it will never ever change.  This gives you more control of the payment. [this is a no brainer to lock in prices]

This is why so many homes are having us meet with them.

And still we don't know if your home will qualify. [another pullback]

The Pullback Option 1

My job is just to pick out homes that I think might qualify since not every home does, and schedule you to get a quick quote.

Obviously, you guys pay your power bill, right?

Everyone does. A lot of your neighbors just want to see the numbers and compare what they pay now vs what they will pay with solar.

Does that make sense?

The Pullback Option 2

The reason I am here is to introduce you to something completely different.  We are introducing something completely totally different than everything you have previously heard that changes everything you know about solar.

I don't know if this will even work for you yet. [a pullback]  This only works out for a few homes that actually qualify.

So I will keep it pretty quick, if it does we will look at what this could mean for you, and I will show you what that means and why so many people around here have asked us to, and if not, no big deal and we won't take more of your time.

Expectations Option 1

All I do is schedule a time for you to get a quick quote.

They will show you pictures, answer any questions you have, and they will show you how much you pay now vs how much you will pay with solar.

Does that make sense?

Perfect, we are meeting with the neighbors over the next two days to show them as well.

Expectations Option 2

We are going to take your bill that you already pay, you have seen it go up every year, the bill you already pay and replace it with a bill that has complete transparency.  This is the same reason you bought your home instead of renting.

The neighbors are wanting to see the difference and see what they pay now and what they pay with solar so that they can have control and transparency as long as they live here.

The same way you would look at if you would rent this house or buy this house and determine the value proposition between the two.  Does this make sense?