Set The Appointment

Appointment Criteria

• All customer information

• Copy of full utility bill

• Set expectation all decision makers are there

• Set within 48 hours of talking to them on the door

Set expectations before you ask for an appointment

Help the customer know what an appointment is:

My job is just to set an appointment and they come back by and show you the following.

• A lot of home owners are taking this option because it has solved their problems too.

• Lets pause and let me show you what the next steps are to see if this can even work for you.

• We are going to stop by and show you the information you want to see, what it looks like, where it goes, exact costs.  

• They can show you the difference in cost you pay with solar compared to what what you are currently paying with utility company.

• This is why so many of your neighbors are setting appointments with us and then we will be able to determine if this home will qualify or not.

• You will have enough information to make a decision if this is a good idea for you assuming your home qualifies.

Use wording such as “while we are out here” lets people know you will be out here today and tomorrow regardless if they say yes or no.

• Our experts will be in the neighborhood the next two days meeting with all the neighbors and the appointments we have set up.

• We will be working late since our people will be in the area.

Do you get your bill in the mail or on line

• If online you ask if they know their login information (most won't have login info)

• We use the bill to build the quote.  If you can grab that really quick I will wait right here (look at your phone)

If they don't have a bill or don't have access

[Have the major companies saved as favorites in your phone]

• This makes you look like a pro

• No big deal, I have them saved in my phone.  I call them all day, nobody has their bills or login info.  We do this with pretty much everyone.

• This makes them feel like everyone else and this is not a concern.

• Start calling the utility (know the menu system)

While on hold.  Tell the customer 

• We do this for everybody. They will answer in a minute.  When they answer I will ask for permission from you to allow them to speak to me to get the usage.

Set Appointment Strategy: Give an Objection

If you are on the doorstep and you are trying to set an appointment and you have added value.  But they are still giving pushback (the customer probably have another objection they are not telling about)

• Throw in an objection out there that is their objection, often they will correct you on what their objection is.

• Hey look if this doesn't make sense, I totally understand, If finically this just puts you in a position where you can't do it.  I understand.  In the past it was very expensive.

[they want to clarify it is not the money.  They want to tell you what the real objection is]  No it is not about the money it is...