Setter Smokescreens and Objections

Question 1

Not interested x1

Answer 1

Slight chuckle, oh this is a little bit different.. I don’t know if you know, but
(go into a story about price increases, etc…)

Or

I hear ya, you’re right it used to be really expensive and made no sense, a lot has changed where I’d we do select the home it would be 0 to get it done, and then it would just lower your electric bill- how much did you pay last month?

Do you know (neighbors name) he didn’t win the lottery to get this done or take any money out of his checking account, he paid 0 to get it done, and now he just pays less for power. How much did (energy company) charge you for power last month?

Question 2

Not interested x2

Answer 2

I hear ya, have you actually sat down with someone and seen the numbers, or was is just something at the door like this?

Gotcha, I’m glad you didn’t do it yet because it used to be really expensive, but now if you qualify it costs 0 to get it done and then it usually ends up being less than what you pay.

Question 3

Not interested x3

Answer 3

I’m sure you have a good reason for saying that, would you mind sharing it with me?

Don’t like how they look
I agree, but I’m sure you check your bank account more than you look at your roof right? Haha

Or

That’s the neat thing, it used to be super ugly looking you probably remember the blue panels, the ones we use are a lot more clean looking (show a picture) transition..

Question 4

Can’t afford it

Answer 4

I’m sure you plan on paying for power next month right? That’s why I’m here, if you qualify, this would actually eliminate your electric bill and replace it with a more affordable solar option.

Or

That’s exactly why I’m here, a lot of people can’t afford their rising electric bills which is the whole reason why they have us in your neighborhood. The families we help are usually saving money day one.

Question 5

I’m moving

Answer 5

That’s awesome! Where are you headed?
Would you say 6 months or maybe closer to 1-2 years?

If it’s over 1 year: I’m really glad you told me, if you qualify for our movers program, this could drastically reduce your electric bill and put money back in your pocket when you sell the home

Or

I think we can both agree, in the x time that you’re living here, the utility company isn’t going to refund you any money right?
But when we go solar, you actually could get money back when you sell.

I know someone that had a bad experience
Really!? What happened?

Wow I’m glad you told me, that’s actually one reason why so many of the neighbors work with us, because we’re a little different. What’s funny is I just happened to have some time to swing by, but we do the majority of our business based off referrals.

We are more selective with which families we choose to help. We look for people that will be vocal about a REALLY good experience.
⁃ pull back, I don’t know if your the vocal type, if someone went above and beyond for you and put your family in a much better situation, if someone asked, if you would share that experience? Or would you keep it to yourself?

Question 6

I don’t like solar

Answer 6

Really? What was the red flag for you?

Question 7

I don’t want two bills

Answer 7

I’m so glad you told me, there’s a lot of families who feel the same way and that’s why they like to work with us. If the numbers don’t come back looking amazing for the home we won’t even come by, but just because your roof is so good, I would be surprised if this wasn’t going to be a home run for you guys.

Question 8

Your the 3rd+ guy this week

Answer 8

They send the ugly ones first!
Nah I’m just kidding, did you actually sit down with them and see the numbers or was it just a convo you guys had at the door?

Question 9

I’m too old

Answer 9

Out of all the age groups, families that are retired are my favorite too help. I assume you’re retired or on a fixed income?
That exactly why so many people who we win the same boat are going solar, because they’re budget does not allow for them to pay more every single year for the same electricity.

Question 10

Hard to sell my house

Answer 10

Yeah it used to, and there are programs that don’t make sense. We do an ownership model, where if we can work with y’all, this would actually help the home sell quicker and faster.

Question 11

Hard to sell home x2

Answer 11

Do you know anyone that had that issue? What happened?

I’m glad you told me, the families we help out here have never had an issue, in fact the homes in your specific market with the panels are selling faster than homes without it.

Question 12

They don’t work or last very long

Answer 12

You’re right, some panels don’t last very long, our panels will actually last longer than you’ll likely even live in the house.

Question 13

I don’t want to go into debt

Answer 13

I gotcha, some I’ve heard that a few times. Did you buy your home in cash?
Why did it make sense to finance a home compared to rent?
Solar is no different, it makes way more sense to own your power and add value to your home than it does to continuously throw money away to the utility company

Do you plan on paying power next month?
How long have you lived here?
The goal of this is instead of donating thousands of dollars and being in debt to the utility, you can actually re-direct this money back into the value of your home, so the money stays with your family.

Question 14

Tired of looking into it

Answer 14

I totally understand.
What was your experience like?
Since you already have a PHD in solar we’ll keep it short and simple and just show you what’s different. I hear this all the time where it didn’t make sense with most of these other companies, but sometimes the numbers come back on our end and we are able to surprise people. I’ll just do a design for you- if it looks awesome we’ll pop back by and show you, if not it’s no big deal. Sound fair?

Question 15

My spouse isn’t interested

Answer 15

What concerns did she have?
So a lot has changed; I’m sure she’d love to know about this, if she’s home know go ahead and grab her real quick for me so I can explain this to her (act busy)

Question 16

Too many projects

Answer 16

We just want to see if we can help put your family in a better situation, If this is going to add anything to your to do list, we won’t even do it. It’s not like you have to put the panels on there chuckle transition

Or

What kind of projects?
That’s a huge reason why so many families out here like working with us because it is completely hands off. I take it you’re planning on paying for power next month right? Your projects aren’t getting in the way of paying that bill. All we want to do is have a conversation with y’all and show you how the savings look. If you like the idea of lowering the cost of a bill your never going to cancel, we handle the whole project, and all you have to do, is pay less.

Question 17

I just moved in want to wait

Answer 17

How long ago?
Where’d you move from?
Build rapport, what funny is I run into people all the time that wish they did this when they first moved in. Transition

Or

I just moved in don’t have usage
How long ago?
Where’d you move from?
Build rapport, we’re a little different than most companies, we actually specialize in new developments! Based off a few questions we can build a system to meet your families needs. Transition

Question 18

Worried about disposing panels

Answer 18

Yeah people don’t typically do it to save the environment, there’s really no answer to that yet, they do it because they can own their power and pay less. Transition.

Question 19

Don’t pay much for power

Answer 19

How much did you pay last month?
It’s obviously not much, but how many years have you lived here? Or are thinking of living here? What a lot of these families noticed is even though they don’t pay much, it still adds up to thousands of dollars. They decided it makes more sense to keep that money instead of donating it to the power company, transition.

Don’t want to be locked in for 25 years
How long was your mortgage loan on this house?
25 years wow that’s a long time, do you feel like you’re in a better financial situation now compared to renting this whole time?
Solar works the same way, it’s the exact same principle as owning your house?

Question 20

We’ll how long is the loan?

Answer 20

There’s different options just like your home.

Question 21

General question

Answer 21

That’s an awesome question, I’ll write that down and my consultant will swing by later and go over that for you guys. What other questions do you have?