Are you wondering what it takes to sell solar panels door to door? If YES, here are 10 tips on how to sell solar panels door to door in 2021. In the United States, due to the ample tax incentives and rebates being offered by the state and Federal government, coupled with encouraging net-metering, it has never been more suitable and convenient for homeowners to consider solar. However, sourcing and partnering with a reliable company can seem like a difficult process, especially for low and middle-income earners.
Owing to that, a good number of solar companies in an attempt to secure market share, leverage the door-to-door method to source clients. Door-to-door canvassing may sound like an old-fashioned sales technique more aligned to the 1950s than the 21st century, but according to reports, there is at least one product that makes going door-to-door a useful strategy.
Over the years, door-to-door solar sales has remained a wonderful way of selling solar panels. The industry has depended on the direct sales approach to directly connect with homeowners. Note that leveraging this sales method is not an easy task as you will have to put up with certain challenges that field sales reps in other industries face. Coupled with that, you also have to handle other issues relating to solar energy.
However, the unique selling point between the modern buyer and former generations is that the modern buyer invests adequate time researching a product before they come to a purchasing decision. Note that this has proven difficult especially for door-to-door reps, who are striving within a very small window of opportunity, eager to convince buyers who are already used to buying almost everything on their own terms.
In this social media and Internet age, most people take time to do the research and come to a decision, all on their own. This has to lead to many seeing visits from door-to-door reps as an intrusion. However, a well-coordinated rep who is well versed and considerate can work with clients in a way that feels comfortable to the customer, whether they have already considered solar or not.
Tips and Strategies to Sell Solar Panels Door to Door
In this technological age, the buyer prefers to be the one coming to the company, not the other way around. But there are tips and strategies you can use to your benefit, and they include;
Table of Content
- Become an Expert on Solar
- Manage Your Area Intelligently
- Understand the Power of Personal Branding
- Target Solar-Friendly Houses
- Focus on the Problem
- Control the Information
- Live by the 90/10 Rule
- Establish the “Empire” Mindset
- Anticipate Rejection and Get to Know it Fast
- Allow Some Time for Decision-Making
Become an Expert on Solar
You have to first understand that anyone you are talking to in this modern age knows a thing or two about solar, or maybe they have questions for clarifications. Also, expect these questions and clarifications to be super-specific and you will be expected to have great and extensive industry knowledge. It is advisable you take your time to do your homework, read papers, industry publications, and stay updated on the latest solar trends and developments.
Manage Your Area Intelligently
When you are confident with the knowledge you have and also know how the modern buyer reasons, you can easily improvise your approach to suit every client. Note that this starts with the way you coordinate an area and make customers aware of you.
Just like it was stated above, clients of this age tend to spend more time in researching and consideration, so find ways to make them aware of your company before you even knock on their door. Note that you can do this through email lists, flyers, mail campaigns, web ads, or business cards. Have it in mind that it will be quite easier to knock and talk to someone who already knows you’re coming.
Understand the Power of Personal Branding
As a salesperson, have it in mind that you are portraying a company or a business. Therefore, it is imperative that you know your onion and also anything customers are likely to ask and be ready with answers. Note that by doing that, you can confidently position yourself as an authority figure in your domain.
Note that any “pushy” sales approach makes customers retreat and say “no” even before you start. Always remember that you make more money as a door-to-door salesperson when you help customers make a decision with the right information, which could be cost, long-term savings, clean energy, and so on.
Target Solar-Friendly Houses
Indeed not every house is ideal for solar. Note that roofs with too many vents or trees above it won’t make a good location for solar. To be ideal for solar, a roof should be in good shape. Although solar can be installed on these not-so-suitable roofs, it will indeed need a lot of work and investment and the homeowner might not be that eager to invest so much to convert to solar. Therefore, only gun for houses that have a big, unobstructed plain.
Focus on the Problem
You have to understand that the first and foremost step in the buyer’s journey is to understand the problem. Notably, no one is quite free from the impediments that warrant homeowners to invest in solar. Is it raising energy costs, environmental concerns, or the quest for self-sustainability?
Indeed you will be marketing a product with nearly universal appeal, so focus on those reasons. Have it in mind that the more you can help a prospect understand the problems that your product solves, the more shot you have at success.
Control the Information
Note that to leverage and successfully navigate the new buyer’s journey, you’ll have to find a way to let people know about your service. In this generation, almost everyone has heard of solar, however, the problem is whether or not they’ve thought about it as a feasible option for their situation. A good number of solar companies are doing this by either establishing leads through digital marketing or purchasing lead lists full of people who have already done their research and expressed interest.
Live by the 90/10 Rule
As a door-to-door salesperson, it is imperative you spend 90% of your time doing your homework and setting up the sale and use the remaining 10% to close the deal. Aside from the training you received from the solar company, to succeed in this endeavor you need to read quality books on direct selling, watch training videos, and fine-tune their own sales pitch. Also, take time to find out the exact sales approach that works best.
Establish the “Empire” Mindset
You will also need to create and sustain the “empire” mindset. This mindset is more or less about having high aspirations and building yourself on a day-to-day basis to advance towards those aspirations. Have it in mind that solar sales is a very challenging competitive market, and sales representatives who are eager to be successful will need to stay ahead of the competition, which may include assigning some responsibilities to others so that you can focus on the core selling process.
Anticipate Rejection and Get to Know it Fast
In this sales method, rejections will definitely be unavoidable. Even the best salespeople are not always 100% successful with closing deals. In some situations, sales executives even have to put up with awkward situations where customers abuse them verbally, call the police, or even release the dogs, or come to the door with a gun.
Yet, the journey is expected to continue the next day. A good number of people are also too holy or maybe polite to tell you that they are not interested in buying at all and let you finish your sales pitch. However, to avoid pitching to individuals who may not be interested but end up wasting your time, get to know fast if their answer is “no” by asking relevant questions. For the whole thing, you should not spend more than 20 minutes.
Allow Some Time for Decision-Making
Note that purchasing solar is not the same as buying an oven. People will take time to consider the proposal and make their own research. Try not to be in a hurry to close the deal before time as it may lead your prospect to say “No!” In addition, it will very much unlikely that you will be able to close a deal on the first visit. Therefore, ensure to give your prospects time to decide. You can request for an interview or call back to find out their final decision.
Indeed door-to-door sales is an art that requires extensive preparation, well-oiled presentation, and coordination. To fully master the art, you will have to focus most of your training on the 90/10 rule. This is because your 90% preparation will bring about more results during the 10% sales closure, and your preparedness will dictate the sequence and success of sales.
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