Opportunity Knocks!
Dedication to the Craft
D2D Sales Representatives are part of a culture >>> we are dedicated to the craft! It’s only for those single minded few who are devoted to succeed at all costs. We’ll knock till our knuckles bleed!
“Dedication to the craft" means committing to consistently working on and improving your skills through practice, discipline, and passion. It involves putting in the necessary time, learning from mistakes, seeking to master techniques and pushing through challenges to achieve excellence.
This commitment is a journey, an unrelenting pursuit of continuous improvement… which leads to maximum performance, accomplishment and fulfillment.
Next Step… the Challenge!
You will begin your journey of excellence by memorizing your door script and learning how to manage your sales territory.
Every detail and nuisance of your door sales presentation will have a significant impact on your success scheduling appointments. Your precise management of your territory will make sure you leave no stone of opportunity… unturned.
Four Keys to Your Success
Memorize the Door Script
Boot Camp of the Mind is where your journey starts. It’s hell week and time for the extremely rigorous task of memorizing your script. All those before you took the challenge of this sales initiation… the weak failed and the strong survived.
Understand the Power of Words
Every word you are saying has purpose. Do not waste any words. Words are the Sales Rep’s tools to create and close business. And, a word’s meaning is in its tone and the flavor of which it is spoken.
Strategically Manage Your Turf
Every tuff is a sales territory with incredible potential and opportunity for business success. Your tuff is just that… Yours! And, it needs to be treated with tedious care and an understanding of its substantial value. Do not leaving opportunity waiting… time is money!
Sensational Service
Giving each person you meet in your territory exceptional service, is the key to building a monument of satisfied customers. And, happy customers become your ambassadors. Ambassadors who will promote you and send referrals your way. Referrals are a sign of a job well done!
D2D Presentation
KEY #1 Memorize Your Door Script
Always start with a huge smile… you must get homeowners to smile back.
“I appreciate you coming to the door…I’m working with Tim a few houses down… he’s going to “……….”. “
“Why haven’t you gone solar yet?”
If they say they are not interested in a casual way say…
“I know, I know.... that’s exactly why I’m here. The reason we’ve gotten so many yesses in your neighborhood is because this isn’t the solar… you and your neighbors are used to…… What I mean by that is…”
- “You pay no money out of pocket (zero down)”
- “Your bill goes down 20-30% (so you’re saving money day one)”
- “And, the Federal government pays up to 40% of the total system cost. In the form of a tax credit… Are you familiar with the power tax credit?”
- “It’s a 30% discount on the power your solar system produces…plus, the US Department of Energy has designated Concord an Energy Community giving additional Tax Credit Bonuses”
- “Most of your neighbors are getting $12,000-$20,000 of their solar system, paid for upfront.”
“My job is simple. Not here to get a decision today.”
“…….I just want to get a proposal built so you know what you’re saying yes/no to before the tax credit expires. Sound fair?”
After they nod, say yes…. immediately…. GET YOUR PHONE OUT and start going through you calendar to find a date that will work for both of you to meet.
- Once you get the appointment scheduled go through the rest of the door pitch
- The rest of the pitch is to solidify the appointment so you will have a high percent of sits (full sales presentations).
Solidify Appointment
“How much is your average electric bill? Ok, That’s the average around your neighborhood.”
“Perfect!! We can build a proposal based on that average, We’ll come back tomorrow at 3 or 7…. which one works better for you and your wife/husband?”
“Great, I’ll send you a calendar invite for tomorrow at 3. What’s the best email for me to send this to?”
“We‘ll send you a text five minutes before we arrive. What number should we text you at?”
Now…. do you have access to your PG&E account online or do you get a paper bill… we will used the kWh of power you use annually to create an accurate proposal for you. Do not worry, as long as you can get into the account, we can go through it with you and find how much power you use per year.”
- If they have a paper bill… see if they can get it for you. Take a picture of the graph on the front page which we can use to build an accurate proposal. Otherwise, we can wait until we arrive to get their electric power usage from the PG&E website portal.
- When leaving… remember to leave them excited about the money they are going to save… etc. If they truly desire to see the proposal… they will make sure to be there for the appointment.
If they say they are not interested in a strong way, to the first question of “why haven’t you gone solar yet”… Say
“I understand, have you gotten a solar proposal in the past….?”
If they say yes, ask them
“What made you initially interested in looking into solar before…… after they answer, what was it that held you back from moving forward?”
After they tell you what held them back
“I understand how you feel”…. “Others” initially felt the same way”…“What other people have found” …. “Tell them about a neighbor who felt that way but ended up going with solar”
“Well… the reasons I’ve gotten so many yeses in your neighborhood is because this isn’t the solar… you and your neighbors are used to…… What I mean by that is…” go into benefits and get back to the script.
If they say no…
“Well… the reasons I’ve gotten so many yeses in your neighborhood is because this isn’t the solar… you and your neighbors are used to…… What I mean by that is…” go into benefits and get back to the script.
If the customer is showing some interest but still will not commit to an appointment… here are some questions that might give you another opportunity to close them to just taking a look at a free solar proposal... schedule the appointment.
“How much did your last PG&E bill surprise you?”
- Gets them to talk about the pain of unpredictable bills.
“If you could pay less than PG&E’s rates starting right now, would you want to see how that works?”
- Simple, cost-focused hook.
“PG&E rates have gone up over 101% in the last decade—what’s your plan if they keep rising?”
- Makes them think about future costs and risk.
“Would you rather keep renting power from PG&E forever, or pay a lower fixed rate with solar that you control?”
- Frames PG&E as renting, solar as ownership/control.
“If there was a way to get cheaper, cleaner power without paying a dime upfront, would you want to hear about it?”
- Overcomes the common cost objection right away.
“What would it mean for your family if your power bill never doubled again?”
- Makes it personal, emotional, and future-focused.
“Do you know how much of your monthly bill is actually PG&E’s delivery and extra fees—things you don’t even use power for?”
Memorize the top portion of your script first, then add some additional word tracks to help you with people who are on the fence and just need a little more incentive to get a free solar design and proposal.
Understand the Power of Words
Be Prepared for Success
SMILE… always be smiling. Smiling is contagious and if you get your customers to smile they’ll buy from you.
Often the success you will have D2D will be based on your positive energy and the way the customer perceives you at the door. You must have a clean and professional look that creates immediate trust.
Knock on the door with a friendly knock… a rhythm (knock, knock, knock…. Paussssse… knock, knock)
- Stand back about five feet from the door and stand at an angle so you do not look intimidating.
- If they do not answer, knock again and ring the door bell… they may not have heard you.
- If you see them looking through the door peephole… wave and smile.
Once they open the door… SMILE… start your script >>> Your On!
“I appreciate you coming to the door…”
The Tone of Voice and Speed of Speech
A confident friendly tone works best and most often you must talk slower than you can imagine.
Most brand new D2D Sales Reps talk way to fast and end their sentences with a squeaky high pitch… both which show a lack of confidence. This turns your potential customer off and gives them a lack of trust in doing business with you. You must slow down and speak in a confident and friendly voice.
Be genuine in your tone of voice. “I appreciate you coming to the door” should create a sense that you are truly appreciative and grateful to your customer. This set the “tone” for the rest of your door script.
Make sure everything you say has the tone that conveys the thought you are trying to create and make sure you listen to your customer and respond back with respect and love. The tone of voice you use and the speed of how you deliver your door presentation will dramatically affect your results.
Be kind, no matter what… and SMILE! You are trying to build a sales territory and the person telling you no today, might become your customer ”tomorrow”. Always leave every conversation in a friendly way.
Speaking Words of Purpose and Body Language
Have a positive attitude in the neighborhood and wave to people… be polite. A happy person in contagious. Often people can see you walking up to their home or will use their video doorbell to see who’s there. A confident stride with a contagious smile is always your best bet to create your next opportunity.
“I appreciate you coming to the door”
- Smile… Get them to smile
- Make them feel genuinely appreciated, heart felt.
“I’m working with Tim a few houses down… he’s going to “……….”.
- Keep up with the Jones
- Others in the neighborhood ore doing it… it must be worth it.
- It’s super popular!!!
“Why haven’t you gone solar yet?”
- This question should sound like you’re surprised…. Solar is so popular, wondering why you have not gotten it yet.
- It’s like asking a friend… “how come you have not seen Star Wars yet? It’s amazing and you’d love it.
- Do not use this question to gather up ten reasons why they do not want to go with solar… we are working toward creating interest… not trying to find out why they have not gone solar.
If they say they are not interested in a casual way say…
“I know, I know.... that’s exactly why I’m here. The reason I’ve gotten so many yesses in your neighborhood is because this isn’t the solar… you and your neighbors are used to…… What I mean by that is…” go into benefits
If they say they are not interested in a strong way… Say “I understand, have you gotten a solar proposal in the past….?”
If they say yes, ask them “why they were initially interested in looking into solar…… after they answer, what was it that held you back from moving forward?”
- Then use feel, felt and found to handle objection and circle right back to the I know, I know… and the three main benefits.
- Feel, Felt and Found….
- Feel: “I understand how you feel”…. Demonstrates you respect their beliefs.”
- Felt: “Others” initially felt the same way”… Ensures they are not alone in their feelings and makes sure that you do not alienate yourself from them.
- By using the word ‘initially’, you’re subconsciously hinting that people just like them, who ‘once shared their beliefs’ – no longer share those beliefs, because they’re now a client of yours.
- Found: “What other people have found” by looking at your product or service in a different light.
If they say no… “Well… the reasons I’ve gotten so many yeses in your neighborhood is because this isn’t the solar… you and your neighbors are used to…… What I mean by that is…” go into benefits
Remember the next three points are the main benefits… so be excited for them… be enthusiastic!
- “You pay no money out of pocket (zero down)
- Your bill goes down 20-30% (so you’re saving money day one)
- And, the Federal government pays up to 40% of the total system cost. In the form of a tax credit…
- Are you familiar with the power tax credit?
- It’s a 30% discount on the power your solar system produces…plus, the US Department of Energy has designated Concord an Energy Community giving additional Tax Credit Bonuses.
- Most of your neighbors are getting $12,000-$20,000 of their system paid for upfront.” ***Your customer should feel some “WOW” by the statement and be ready to learn more.
“My job is simple. Not here to get a decision today.”
- At this point of the door script… you have given your three benefits with a WOW statement. The customer may feel you are about to close them and hesitate to tell you they are not interested. To stop this from happening, do not pause between your last benefit and “my job is simple, I’m not here for a decission today”. Also, when saying this, put your hands up and take a slight step back to set them at easy so they do not feel pressured before you close on your appointment.
“…….I just want to get a proposal built so you know what you’re saying yes/no to before the tax credit expires. Sound fair?”
- When you ask a question you want a yes to…. Nod up and down when you ask it. When you nod up and down, often the person you are talking to will start nodding yes as well. Helps to get a solid yes to the apoointment.
After they nod, say yes…. immediately…. GET YOUR PHONE OUT and start going through you calendar to find a date that will work for them to meet.
Rest of the pitch is just in the tone of business as usual setting up an appointment. It should seem to them that you help people in their neighborhood setup appointments all the time. This tone gives them confidence as you gather the information you need for them get a proposal.
After getting all the information, create some friendly conversation that is non-business related. Then end with getting them excited about the savings they’ll receive switching to solar, And finally say, “we’ll be here on… Monday at 3PM… and we’ll be sure to be on time.”
Make sure to update Sales Rabbit with notes and update lead with scheduled appointment. Also, if you are not personally going to present at the Sales Presentation, reach out to the Sales Representative to double check that they received the info they need to be at the appointment and on time.
Strategically Manage Your Turf
Organization is a Key to Efficiently Closing Business
To often D2D Sales Representatives work extremely hard at creating opportunities, only to lose the customer information or forget to follow up with a customer on the day they agreed on. You must be methodical with your turf and have a plan to mine all the “gold” buried in your territory.
The first thing you need is a strategic plan. Our team leadership will help create a territory that has lots of potential business. The best territories have the following:
- High average credit scores for high approval of solar financing
- Neighborhood has a good amount of homeowners who have already installed solar and it is a bonus if there are already satisfied Got Watts customers in your territory
- High sun exposure without a lot of trees
- Territory is relatively flat with homes close to each other in proximity making it easier to visit more homeowners per hour.
- Combination of retired and working class living in the neighborhood
It is important to keep your first territory to a few hundred homes, at a max of about 500, until you comb through the area. Once you create some appointments and sales you can broaden your territory to a few thousand homes.
The first thing to do in your turf is to work the main streets. When you make sales on these streets, you will get a lot of visibility when our Got Watts trucks and crew are doing the installations. Door knocking around installations is the most effective of all door knocking activities.
Once installed, ask your customer to help you by allowing you to place a small yard sign in their yard promoting you. As your new ambassador, say to them… “if any of the neighbors get Got Watts to install a system… I’ll make sure you get the $550 Referral Reward to show our appreciation for your support.”
Peppering
Your total territory will have several thousand homes but you will concentrate your efforts on a few hundred homes at a time. Once you have created a few sales and have some future installs scheduled, you will move to a new area within your territory. Concentrate on creating some sales and some future installs within this new area in your turf. When the installs in the first area you worked start to be installed, go back to that area and knock around the installations as this door knocking activity gives you your highest return.
As installs start to occur, you will most often see a snow balling effect of multiple neighbors getting solar systems installed. This happens as a result of their neighbors having such an amazing experience with Got Watts and telling them to call you.
You will have several areas within your territory that you “pepper” then rotate and come back when there’s excitement around your solar system installations. Keep rotating until you find that vein of gold called the mother lode.
- The important thing is to not exhaust a concentrated area and turn potential customers into a solid no, when you have their neighbors scheduled for an installation. Wait until the day of installation, when neighbors get curious and show more interest because of the neighbors excitement of getting solar installed by Got Watts.
Consistent Activity
The top D2D Sales Reps all have one thing in common, they daily knock the most doors. Consistently is the key. Knocking between 50-100 doors everyday, day in and day out, gives you the ability to consistently have new customers. Time in… money out.
At minimum, you must knock at least 50 doors a day and if you have a day with no follow ups, sales appointments or installations you may even have the time to knock 150 and even 200 doors in a given day.
- Work eight hours a day
- In most neighborhoods, you will knock between 20-30 doors an hour. If you have no scheduled appointments and had eight hours to prospect, you could easily knock 160 in a day (8 hours X 20 doors an hour)
Keep Accurate Track of Door Knocking Activities and Results
Use Sales Rabbit to keep track of your daily door knocking activities and enter results of each door knocked. Sales Rabbit will help you keep accurate records of your KPIs (key performance indicators) and run reports to analyze your efforts. This information will help you evaluate your performance, keep you accountable to succeed and show you what activities you need to increase or improve on to meet your sales goals.
Sales Rabbit is the finest door knocking app on the market today.
Follow Up
Although consistent daily door knocking is the most important daily activity, follow up is the activity that turns that effort into sales appointments. You must always promptly follow up with homeowners who say they are interested.
If you meet a women who says she and her husband are interested into looking into solar, and you commit to stop by tomorrow afternoon around 3PM to talk with him in person…. You better be there tomorrow at 2:55PM. You’ll use Sales Rabbit to track all your follow ups and make sure you are persistent in your efforts to schedule a sales appointment with them. Do not let opportunities “accidentally” slip through your fingers.
If a homeowner says they are interested in looking into solar but can not make a appointment right now, you must get their phone number so you can follow up. Most often, if they will not give you their phone number they may not be as interested as they said. However, quickly asking for a phone number may make them shy away from giving it to you. So here are the steps of asking for a phone number.
- After they say they are interested but can not schedule an appointment right now, say “that’s great you’re interested in taking a look at solar… I look forward to helping you with that. I am in the neighborhood this next week, what’s a good day to follow up so we can setup an appointment? (Let them answer) Is morning or afternoon better for you? Evening? (Let them answer - then as you have your phone out putting in the follow up date) “Perfect” I have that you’d like me to follow up on Thursday afternoon. What’s the easiest number to reach you at?” (Look down at your phone as you enter their phone number). “I’ll text you my contact info. If you have any questions or would like to schedule an appointment before Thursday, please reach out… love to help.”
- Now if you stop by their home Thursday afternoon to schedule an appointment and they are not home, you can call and text them to schedule their appointment.
Most people who show true interest in solar, will most likely get solar with 6 months to a year. Keep stopping by over the next few months, until they give you the opportunity to give them a full sales presentation. Say, “well another one of your neighbors made the switch to solar, stopping by to help you save some money too… you ready to take a look at a free solar proposal? …don’t want your neighbors to have all the fun!”
Sensational Service Means Smiling Faces
Sensational Service Starts the Moment You Meet Someone
The positive joy you spread in your territory will be the determining factor of how your customers and the community perceive you. Even the neighbors who decide not to get solar, can support your efforts with others. Genuine care and kindness never go unnoticed and will help you become the go to “solar guy” in neighborhood.
You know you are doing a great job in your territory when people know you by name and smile when they see you coming.
Be on Time
If you say you are going to be somewhere at a certain time… be there. If you say you’ll follow up on Friday… follow up on Friday. If you say you will send them a link latter today, to give them info on a question they had… send them a link today answering their question.
Being a person your customers can count on goes a long way toward them trusting you enough to earn their business. It’s always a pleasure doing business with people who show up on time and follow through on their commitments.
Be the Best in Your Business
You must educate yourself to be able to be the best of the best in the solar industry, Ignorant Sales Reps cannot offer sensational service. You must become a professional in the solar and energy storage business in order to provide your customers the highest level of customer service.
Make your customers proud to work with you and eager to promote your to their friends and family because they have confidence in your skills and ability to take care of even the most demanding customer.
Go the Extra Mile
Where did the saying go the extra mile come from? It came from the Sermon on the Mount when Jesus tells His followers. “Whoever compels you to go one mile, go with him two.” At that time, by law a Roman soldier could compel civilians to carry their gear for a distance of one mile. Jesus’s advice was to voluntarily go an additional mile to show generosity and go beyond what was required.
Be overly generous and go the extra mile for your customers.
Service after the Sale
Sales Reps are known for being very attentive before the sale and then you can’t seem to find them when you need service after the sale. Providing service after the sale is how you build a continual stream of referral business.
Do not think of sales in the terms of transactions… but think of sales as life long relationships. You take care of the people you love. Love your customers and treat them as you would want to be treated.
The Reward
Happy customers… five star reviews… referrals… but the greatest reward is when you look into the mirror at the end of the day and know you are a person of integrity. You are confident because people can count on you, you are a man/woman of your word, you’re generous and kind. And, above all you love your neighbor as yourself.
Next Step is Learning the Sales Presentation
The first step in solar sales is learning how to create interest for your product. This is an art and something that takes time, hard work and dedication to the craft.
You must first focus all your mind and strength on creating sales appointments.
You’ll begin your solar journey with a mentor who will help you close the business and give the final sales presentation to the customer. Once you are proficient at creating appointments, you’ll move up a step to closing the business yourself.