You’re ready to go out and make some solar sales. You’ve got your sneakers on, your polo pressed, and a great attitude. What else do you need to do before going to knock on doors? We’ve got 8 tips to get you started—including research to do the night before.
Tip 1: Do your homework the night (or day) before.
Choose a section in your city that you know is full of homeowners. Then, scout out the streets or sections of your city that have little to no shading from trees. Tools like Google Maps and Google’s Project Sunroof can visually qualify a home before you even reach the front door. Once you know where you want to canvass, check for HOAs (which may limit your ability to canvass) and make certain the utility provider in that area is a partner of Palmetto. Some utility companies do not support solar.
Tip 2: Invest in a tablet or lightweight laptop with hotspot capabilities.
Having a quick way to obtain the homeowner’s name, address, phone number and email is key to successful canvassing. Add wifi capabilities to the mix and you’re on the road to making the connections that lead to sales.
Tip 3: Set a goal, like 50 prescreens, each day.
The more homes you visit, the more leads you’re establishing. Visiting more homes also lets you confirm the research you did the night before (you did research right? That’s Tip 1!) to ensure the roof isn’t too shaded for solar.
Tip 4: Choose your canvassing hours wisely.
Many homeowners work from 9 A.M. to 5 P.M. This means key canvassing hours could be between 5 P.M. and 8 P.M. Late afternoon/early evening canvassing also allows you to use the daytime to develop lists of neighborhoods/regions to target and do some of that research we mentioned above.
Tip 5: Set your closing/follow-up appointment 48 hours in advance of your initial conversation.
Palmetto offers FREE solar design services, a one-of-a-kind benefit to you and the homeowner! Our design team needs at least 48 hours to create a proposal for you to walk your customer through. Schedule some time to follow up with your homeowner later in the week where you can walk them through their proposal and finish signing their deal.
Tip 6: Go through the proposal with your homeowner.
There’s a lot of detail in the proposal to ensure homeowners know how their arrays will look and how much money they will save. Take some time before you meet with your homeowner to familiarize yourself with the proposal, so you can answer any questions or objections from the homeowner. Then, walk them through their new system confidently.
Tip 7: Financing options are key—so offer them!
You should provide at least three different purchasing options when you finish presenting the proposal. Alchemy, our proprietary software, makes it easy for you to do this by changing prices and financing terms based on your homeowner’s choices. These options include: 10-year, 15-year, 20-year, and 25-year terms, as well as cash purchases.
Tip 8: Know your state and federal tax incentives.
You may not be an accountant, but knowing state and federal tax incentives can sweeten the deal for homeowners unsure about going solar. Currently, the U.S. Federal Government is offering 30% of the solar system cost to be paid back in the form of the homeowner's tax credit. Most commonly, individuals must be employed and paying income tax in order to tax advantage of the Federal 30% rebate and the same goes for State rebates.
Knowing how to generate leads and close a sale are key to ensuring your time is well spent canvassing neighborhoods. As your solar fulfillment partner, we work hard to bring you the tools you need to be successful in the field.
Interested in selling solar? We're expanding our team—and you're invited!