Pitch breakdown

Question 1

1.1 Greeting

Answer 1

Hey! (Wave to homeowner) Is this the Homeowner Name residence? How are you doing? (Wait for an answer)

Question 2

1.2 “Who are you?”

Answer 2

Pleasure to meet you, my name Ian Daley and I’m part of the scouting team in town with Trinity Solar and we’ve been working with several of your neighbors.

Question 3

1.3 “What are you doing here?”

Answer 3

My job is to identify homes that might qualify to have their solar equipment installed with no out-of-pocket cost.

Question 4

1.4 “What’s in it for you?”

Answer 4

Homes that qualify will get savings in writing on day one. Our company offers guaranteed production and a comprehensive warranty.

Question 5

2.1 Present incentives

Answer 5

There are state and federal incentives to promote clean energy and allow homeowners to lock in energy rates going forward.

Question 6

2.2 Presentation Pullback

Answer 6

While everyone pays into this, not everyone qualifies for it.

Question 7

2.3 Presentation “homeowners that do qualify…”

Answer 7

Homeowners that do qualify can receive a no cost solar installation and have inflation protection on their future electric bills.

Question 8

2.4 Presentation Pullback #2

Answer 8

Again, your house gets a lot of sun but there’s additional criteria to qualify.

Question 9

2.5 Presentation Qualifying Question #1

Answer 9

So, how long have you owned your home?

Question 10

2.6 Presentation Qualifying Question #2

Answer 10

How high does your electric bill get in the summer?

Question 11

2.7 Presentation Qualifying Question #3

Answer 11

Lastly, is your roof in good condition?

Question 12

3.1 Close Declaration - “Awesome”

Answer 12

Awesome, my job is just to find a better time for you to get more information and to see if you qualify.

Question 13

3.2 Close Offer - “We have a solar pro in town…”

Answer 13

We have a solar professional in TOWN that will come out and show you what we can do for you.

Question 14

3.3 Close - Qualification Caveat into list

Answer 14

Once they determine if your home qualifies, they will explain how the system is at no cost, calculate exactly what rate we can lock you in at and present a 3D model of how the system will look.

Question 15

3.4 Close - The schedule

Answer 15

We are seeing some of the neighbors today and tomorrow- when are you generally available? Mornings or evenings? (Find closest time—within 48 hours)

Question 16

3.5 Close transition

Answer 16

Ok, let’s just confirm your contact info. (Input homeowner full name, address, cell phone number, email address into Spotio + submit lead.)

Question 17

3.6 Close credit check

Answer 17

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?

Question 18

3.7 Close - call the office

Answer 18

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.)

Question 19

3.8 Close - transition into button up

Answer 19

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:

Question 20

4.1 Button Up intro - “Just to reiterate”

Answer 20

So just to reiterate what the scheduling coordinator was saying, we do have you set up for DAY/TIME at ___.

It is 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.)

Question 21

4.2 Button up pullback - “Because of the high demand…”

Answer 21

Because of the high demand for this program, we do need to hear back from you in order to send a solar pro out to you. We’re going to call/text/email, we just need to hear back from you one way, one time.

Question 22

4.3 Button up notes review - “I just wanna make sure”

Answer 22

I just want to make sure I have all my notes right, (go through all notes you have so far)

Question 23

4.5 Button up “what else?”

Answer 23

What other questions can I put down for you?

Question 24

4.4 Button up follow up questions - “a couple other things”

Answer 24

A couple other things really quick, what time of year are your highest months? 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.

Question 25

4.6 Button up “do you know how much you’re paying into this program?”

Answer 25

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.

Question 26

4.7 Button up “if the utility company stopped by …”

Answer 26

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?

Question 27

4.8 Button up “all you need on Day/Time is…”

Answer 27

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.