Follow Up
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It is said that the average sale takes 7-11 follow ups. Between the initial appointment being set, calling/texting to confirm, sitting the appointment, texting after the appointment, confirming site design, applying for HOA approval, scheduling install, install day, inspections, and PTO there are a lot of steps in solar. You have to be willing to contact the customer many times throughout the process and not shy away from follow up. This is not a “sell it at the door and forget about it” sale. It is a very interactive process between you and the customer. Sales reps who actively follow up and proactively maintain their accounts have a much higher sit ratio, close ratio, and install ratio than reps who don’t.
Following up is so important because it truly is the difference between being good, and being great, there are different types of follow ups but all are equally as important.
- Appointment Follow up - Send a professional text message with info on aveyo to tie down the appointment . This should be done the morning of the appointment as a reminder for the customer that their Energy Consultant will be stopping by to meet with them. If they respond to this message, then you know it is a CONFIRMED appointment.
Example; Hey Bob, this is Sam with Aveyo. I just wanted to confirm the appointment with Kevin, our energy specialist, at 5pm today with you and your wife. Does that still work for you guys?
- Sale Follow up - write a thank you card and see if there are any questions to be answered for better pull through
- Install Follow up - get referrals, go to install, shoot content and celebrate.
- PTO follow up - more referrals, turn system on with customer and congratulate them
The general rule of thumb is the chance your clients and customers respond will decrease the longer you take to follow up. We have seen top performers get the most production from proper follow up techniques and pushing referrals.
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