using visual aids

Visual aids are incredibly valuable for salespeople, and there are several types you can use to help homeowners better understand what you're explaining. One type of visual aid is a hard printed copy, which can be laminated for durability. Alternatively, you can show the same printed version digitally on your iPad or iPhone, or even display a website link on your device. You can also use the customer's power bill to illustrate how many solar panels it would take to eliminate their power bill based on their usage history.

Visual aids are not only useful for presenting information, but they also give you an added source of confidence. When you have a tool with facts written on it that you can physically show people, it helps you convey your message more effectively. Another advantage of visual aids is that they don't drain your device's battery like constantly showing digital pictures or videos. Instead, you can use a hard copy to show the customer what you're talking about and avoid fumbling through your device's photo album for the right reference.

When approaching a customer at the door, visual aids can also help you close the gap and get into the personal zone with the customer. By presenting the visual aid like a gift, you can make the customer feel more comfortable and engaged. This is your opportunity to stand shoulder to shoulder with them, showing them that you're on their side and have their best interests in mind. With the help of visual aids, you can explain your message and build rapport with your customers more effectively.

Illustrators are movements that will help amplify what you are communicating. They can be used to implant an image or just to accentuate what you are saying. A common illustrator is using animated (more exaggerated) movements. This helps the customer absorb the information you are sharing. For example, when you tell a customer that you will be installing panels on a neighbor’s house, use an exaggerated arm movement across your body to point to the neighbor’s house (or in that direction). This will give a visual image to the customer of the neighbor to which you are referring.

Use Your Binder / Clipboard / iPad

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To get closer to a customer, open your binder and show them some pictures. Most of the pictures are small, and you will have to move closer to them and turn to an angle for them to get a good view of your brochure. This close proximity will help you get the customer’s attention and develop a better rapport and also move into the personal zone.

A Click-Pen

This is a useful illustrator to help a customer make a decision. After you give a custom- er a closing line, wait. While anticipating the customer’s answer, click your pen in and out three of four times. The noise works like the theme song from Jeopardy getting them to make a decision.

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Nod Your Head Up and Down When you Want Customers To Agree

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When you want the customer to agree with you, shake your head up and down or back and forth. For example, “What your neighbors have liked so much about our program is that you don’t come out of pocket at all for any upfront costs (shake your head back and forth). Instead its no cost upfront and we also will get rid of your bill, replacing it with a fixed payment to save money in the long run(nod your head up and down). [Pause] That’s what all of your neighbors have been choosing to go with us.

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