Question

Topic: Customer Behavior

Door To Door Selling Question With Solar Systems

Posted by james.ray0001 on 1/29/2014 at 2:25 AM ET 50 Points
What's a good sales pitch for door to door selling with solar systems?

What about:

Please tell me what you think of this sales pitch:

Hi, are you the owner of this property? (If not, ask how to speak to the owner, see if you can arrange a time to speak with them). Does it concern you that electricity bills are going up and up? Are you concerned that fossil fuels are bad for the environment? Rest assured, going solar will help to solve both these problems. Plenty of locals have already signed up, in fact there are about a million households in Australia who have already gone solar. I'm sure you'd like to go solar too right?

If the prospect responds with an objection, handle the objection and ask if that makes sense. For example, if they say "I am too busy" say "All we do today is jot down a few details. In about a week someone will give you a call to talk you through going solar." Then say, "makes sense?"

If they reply with something stupid or the same objection, don't waste any more time, politely bid them goodbye and leave.
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RESPONSES

  • Posted by mgoodman on 1/29/2014 at 12:55 PM Accepted
    The questions you're asking are "loaded" (i.e., biased) to begin with. That's going to raise a red flag in the subjects' minds. Better if you can ask more fact-based questions to learn if they're even qualified prospects.

    Your questions assert that electricity bills are going up and up and that fossil fuels are bad for the environment. How do you know the subject agrees with them?

    "Sounds like a sales pitch coming whether I'm interested or not."
  • Posted by SteveByrneMarketing on 1/29/2014 at 1:21 PM Accepted
    To be successful with door-to-doors sales, you need to establish some level of "empathy" (put yourself in the customer's shoes). What's going on when the customer answers the door? Is she holding a baby, on a cell phone, seem like she's rushing for something, etc.?

    Forget starting with "Hi, are you the owner of this property?". Her question might be who are you and why are you bothering me? Start by saying who you are and something that can make a connection with her in the moment. Then get down to business and do not waste her time.
  • Posted by Moriarty on 1/29/2014 at 3:03 PM Member
    I reckon 75% of the questions people ask will be the same - and 75% of their objections too.

    Why not just set up a website and get them to phone you instead? Pounding the pavement is a tough job and pretty thankless too. As importantly, with an online campaign you'll be able to determine where your best customers are located - so if you do want to spend a morning knocking on doors, you'll at least know where your best prospects are.

    And just to show that it can be done, mine are in Paramatta.
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