Solidifying and Setting

Solidifying the Appointment

This is going an extra step further than just setting a qualified appointment. It has a lot to do with the questions you ask as you are setting the appointment. This is all about building curiosity and using pullbacks so that the customer feels there’s a need to try qualifying and at least see the numbers. And it’s telling them that you don’t have time right now to go over it with them, but that you will find time to fit them in with all the other neighbors. Here are a couple of other things you can ask or say to make this appointment even more solid.

Find out how much tax credits they get and qualify them based on the category they fall in. Here’s what you should find out:

Have them put the appointment into their calendar on their phone or on the wall! I always say, “I’m going to put that in my calendar right now, if you can just pull your phone out and put it on yours as well.” This will make them less likely to forget, which actually accounts for many flaky appointments because people forget things even within 24 hours.

Tell them exactly what you will do from now until when your specialist comes by to show them the report so they know you are going through enough effort that they should respect the appointment they just agreed to. Say something like this: “Now that I have the usage graph, I will send it to our engineers who will do a shade analysis on your roof and find out how many panels you would need to cover your usage. My energy expert/specialist will have it ready to go to show to you and your wife tomorrow at… Didn’t we say…6?” They will say the time again or correct you.

Use pullbacks throughout. A pullback is telling them not everyone is a good fit or that you are ok with the fact that they may not want solar. It lays off the pressure. A few pullbacks I’ve found helpful are the following:

• “Unfortunately, there’s nothing I can really show you right now because I don’t have the report ready. But once we have it all finished, we can actually see how much solar will help you.”
• “There’s been a few people that I have told not to do solar because they didn’t check all the boxes. That’s what we will find out when we look at the report. But the majority of all your neighbors have been pleasantly surprised on how much of a no-brainer it has been to swap their rented power bill to a bill you actually own and it didn’t even have an upfront install cost.”
• “We will build a report with your usage, and we will tell you if the appointment isn’t even worth either of our time. I just have seen roofs before, and most everyone with a roof like that tremendously benefits switching to solar.”

Lastly, DON'T FORGET TO CONFIRM those appointments on the morning of the appointment. You need to make sure they remember about it.

In summary, customers that are solidified throughout the setting process are more curious to see the results and are more invested to sit down and don't feel pressured or sold by the sales rep. They will have the highest likelihood to SIT with the closer. At that point, he does his job. Your biggest goal is to get him a lot of SITS, not just appointments SET. That's why we solidify throughout.

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