Pain Point/Solution 4
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Unpredictable Power Bill
There is a lot of uncertainty when it comes to power bills. Every month is a different amount, every year there will be rate increases, and none of it is controlled or predictable. It seems that the average homeowner has just accepted this to be a part of life and doesn't have any issues with it. However that has only happened because they don’t know that there’s even another model they could be on.
This pain point and solution can work either for selling loans or PPA/Lease. The solution that we are giving them is predictability with no surprises. Whatever finance product you are selling you are able to give the homeowner a schedule of payments for the next 25 plus years down to the cent. They will know exactly what their payments will be next year, in 5 years, 15 years and even 25 years. That comes as a massive value add if you present it correctly.
Most power companies offer some sort of budget billing or equal pay program where they will calculate the last 12 months average and have the homeowner pay that estimated payment each month—making it somewhat easier to budget and stay more predictable. Some homeowners will use this as a rebuttal, but it’s important to note that each time the power company reevaluates the average they are not only playing catch up, but they are still getting hit with rate increases. The argument against budget billing is that we have something that’s truly predictable not just month to month but year to year. We have terms and expectations that we put in an agreement to where they can know without a doubt what they will be paying for the next 10, 15, or 25 years respectively.
Here is a simple outline to help you navigate this pain point and solution:
Pain:
- Use a bandwagon about the neighbors being frustrated with unpredictability
- Nothing is planned out and there isn’t anything protecting you against future changes
- You don’t know what the price will be in future years and in most cases next month.
Solution:
- Predictable schedule that you agree to
- Everything in writing with no surprises
Example Dialog:
A big reason your neighbors are finally hearing me out is because frankly they are frustrated with how unpredictable their lifelong subscription is with the power company. Nothing is planned out and there isn’t anything in writing protecting you against unexpected rate increases or tricky taxes and fees. You don’t know what your next months payment will be or even what it will be in 5, 10 or 20 years. With solar we put you on a schedule that’s in writing guaranteeing that your payment is predictable and exact down to the cent. You’ll know what next month’s payment will be, as well as 10, 15 or 25 years down the road. It makes it way easier to budget when it’s the same payment every month, and you know exactly what to expect each year.
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