FM Door Pitch Flashcards
Intro/Short Story
Hey! (Wave to homeowner) Is this the Homeowner Name residence? How are you doing? (Wait for an answer)
Pleasure to meet you, my name Ian Daley and I’m part of the scouting team in town with Trinity Solar.
We’ve been working with several of your neighbors and my job is to identify homes that might qualify to have their solar equipment and installation performed with no out-of-pocket cost.
Homes that qualify will get savings in writing on day one. Our company offers guaranteed production and a comprehensive warranty.
Presentation
There are a lot of state and federal incentives to increase clean energy. Some of those allow homeowners like you to lock in their energy rates going forward.
Everyone pays in, but not everyone qualifies.
Homeowners that do qualify can receive a no cost solar installation and have price protection on their future electric bills. Again, your house gets a lot of sun but there are some additional things you need to qualify.
Can I ask how long you’ve owned the home?
How high does your electric bill get in the summer? (Comment on how much money they pay)
Lastly, is your roof in good condition? (Yes- Great!)
(No- ok, no problem. We have a plan for that, and I will put in the notes to have our solar pro talk to you about upgrading to the roof program.)
The Close
Awesome, my job is just to find a better time for you guys to get more information and to see if you qualify.
Then we can have a solar professional come out and see what we can do for you.
Once they determine if your home qualifies, they’ll explain how the system comes at no cost, they’ll calculate the exact rate we can lock you in for and they’ll present a cool little 3D model of how the system will look on your home.
We are seeing some of the neighbors today and tomorrow- what generally works best for you, Mornings or evenings? (Find closest time—within 48 hours)
Ok, let’s just confirm your contact info. (Input homeowner full name, address, cell phone number, email address into Spotio + submit lead.)
Final requirement is stable home ownership, to qualify you do need a credit score of 600 or higher. Trinity can qualify more families than any other company due to our minimum credit score being lower than others. Does anyone in the house have a 600 or higher?
Perfect, I have to call the office to make sure that time is available. (Call Scheduling Coordinator). We are pretty busy, is TIME always good for you? (Identify back up time.)
So, I’m glad you got a time that works for you: TIME/DAY. You will receive an email with Trinity’s contact info and a link to our A+ rated BBB profile. The last thing I’m going to do is put down some notes for the solar professional. Here’s what I have:
Button up
Remember: Taking time to button up and let the homeowner feel your genuine connection with them is the best way to secure a sit, not your follow up.
So just to reiterate what the scheduling coordinator was saying, we do have you set up for DAY/TIME at ___. It’s like any other appointment where we are going to reach out during the day.
(Appt within 24 hrs.: We will reach out to you soon to confirm.)
(Appt outside of 24 hrs.: We will reach out to you to confirm within 24 hrs. of the consultation.)
Because of the high demand for this program, we do need to hear back from you in order to send the solar pro. We’re going to call/text/email, whatever you prefer, we just need to hear back to confirm one way, one time.
I just want to make sure I have all my notes right, (go through all notes you have so far)
1) A couple other things really quick, what time of year are your highest months?
2) How long have you been paying that high?
Wow, ok our goal with this consultation will be to bring more control over your bills to you and your family, again we want you to be able to make an informed decision.
3) What other questions can I put down for you?
4) Do you know how much you’re paying into this program?
Like I said earlier, everyone in the state is paying into it, but every household is a little different. This is all about giving you guys control of your utility bills.
5) If the utility company stopped by today like I did and offered you a flat rate for as long as you live in the home, would you take it?
All you need on DAY/TIME is a copy of your electric bill- this is the road map to the savings. If you and your spouse come up with any other questions, please be sure to write them down, and we can go over all that with you when we come by on DAY/TIME.
Take care, good luck and have a great day!
Objection Handling - 1st Vague Not interested
No problem! But real quick, I’m sure you’ve experienced inflation in your energy bill.
What if the utility company came by and offered you the ability to lock in your current electric rate at no cost, to never raise it again, would you take it?” -Overcome initial pitch objection
Next Vague Not Interested
“I’m sure people have stopped by before, what’s held you back from looking into this?”
If you don’t know how to/won’t answer an objection
Mirroring what the homeowner says will help them feel validated and lower resistance. Repeat what they say in an affirmative statement, then let them know they will learn more about it. “The warrantee, yes, you want to hear more about the warrantee.
