
Solar Appointments That Close
My company Loyola Media has set thousand of appointments in every major Solar state. I speak with 20–30 Solar executives almost everyday, and I am constantly gathering data on what works, and what does not. Our goal along with selling our product is to provide as much information to Solar companies as possible to help them close more deals.We want to be as helpful as possible.
We currently qualify for shading, credit,utility bill amount, taxable income,type of roof, and verification of the home being a single family.When we talk with our clients we have gotten some great feedback on what works best in closing these appointments.
- Do not call the homeowner 5 minutes after the appointment has been set. Although our appointments are exclusive, we are not the only company calling these homeowners. Between other solar companies, and our friends from India calling they are getting overwhelmed with calls.
- Send a email referencing that you are following up to confirm your appointment and you will be calling at a specific time to also confirm by phone. Let the homeowner know that the appointment was set on your behalf by the marketing company,and you are currently working on a plan to show them how they could benefit if they chose to go Solar. By doing this and making references, they are reminded of who you are and when you call, you are not one of 50 people calling to sell them.
- When you call the homeowner back, reference your email, the marketing company, and the reps name who set the appointment if you have it. The call will go something along the lines of “ Mr Jones, My name is John with United Solar. John with Solar marketing called to schedule a appointment for Tuesday at 8pm. I also sent you a email thanking you and introducing myself, do you remember seeing that? I just wanted to also introduce myself over the phone and let you know I will be stopping by on Tuesday night to give you some free information, on what your savings would look like if you decided to go Solar”
- Do not panic if the homeowner cancels the appointment or needs to reschedule.Be persistent but polite.Do not call them 100 times, always keep in mind you are not the only one calling them. If needed resell, and stress the benefits of Solar.We are hearing our clients who have had cancellations say” I understand you are busy, and you do get a lot of these calls. I have seen homeowners in your area, with identical utility bills save x amount so far, while increasing the value of their home, and receiving substantial tax credits, what time this week could you spare 30 minutes?”
Again there are no hard rules on closing appointments this has been the feedback that we have received from or clients who are closing, and reordering appointments from us weekly.I hope this helps!
