Become A Familiar Face
I’m a different-style canvasser. I do some same-day appointments, but I like to go back later. Even if it’s two hours later because it’s an additional touch. It’s like I met you today and an hour from now, I meet you again. Now that I’ve met you again, I‘m a welcome guest in your home. So, I always go into homes and I take off my shoes. A couple of times I’ve been in a home and well, most times, I go into a home and they feed me. We spend time together and we get to know each other. I become a familiar face.
The next thing is to connect. Once you are in the house and relaxed, connect. the Look for commonality and become familiar with one another. When you’re building trust, you’re building value, right? But, no one is going to trust you without getting to know you a bit and forming a bond. Get talking and before you know it, you break bread with them and they’re feeding you all sorts of foods and things like that. So, one time I was in a home and they gave me this whole plate of food. I made the mistake of not discussing what the credit requirements are, right? So, they really liked me and they gave me a whole feast. Like a whole thing a bread, a whole spaghetti meatballs, literally. I had a beverage and all of this sitting in front of me while the credit’s passing- and I figured they’re in a community where they should have good credit, right? Now, I have this big thing of food in front of me and it fails credit. They are saying the typical things people say like, “Oh, I don’t know how that happened. Something must be wrong. I’ve got to call about that.” Usually, we just exit the stage left after something like that. But now I’m there with all this food and I made friends with them and I’m a people person. So now, it’s like kind of awkward and I have to eat all this food. I ate down the whole thing all the way. Cleaned the plate and the bread and everything. That was kind of awkward, but you know, I think it’s more that like you connect with the people and you meet a lot of awesome people.
Referral From Others In The Community
I met the real Mr. and Mrs. Santa Claus in the community here in Florida. And I made them start a little tradition I have. When they get PTO’D (permission to operate), I have them come outside and say “Hi, I‘m ____ from _____ and I power my home from Legacy Power!” And then they hit the switch and turn on the system. And so here they are, they’re the true Mr. and Mrs. Santa Claus and people in the community know them. I went in their house in like August and like they’re getting ready for Christmas. Santa’s there, he’s getting ready for Christmas. When they turn on the system they come out as Mr. and Mrs. Claus, so we kind of have fun when we have a “Turn-on Party”. You know they’ll feed you and you turn around and do a video of them turning on their power. Things like that have been really cool and have been a good referral system for posting that or having them post the video. It really is a huge nugget. They are showing their family that you’re going over the program with them and enrolling them. That others in their community recognize them turning on their power, puts their mind at ease.
Put Their Minds at Ease
We have got to build trust and value in the homes of our customers and put their minds at ease if we’re going to help our planet, help them, and help our own. Because they’re making a big deal out of nothing. It really is nothing. I mean, if you think about it you have the federal government involved in giving a 26% federal tax credit as of right now. The utilities have to give out the net meter and maintain it and cover the cost of that. So, what are they getting all worried about? Why are they there taking all these notes and making all these things and having to have references and ask you what jobs have you done in the community? You could have a picture. This is what it looks like.
Don’t Make It A Big Deal
It’s not that big of a deal and we really need to show them it isn’t a big deal by the way you approach things. The best people I feel in our industry make less of a deal out of it. You just cover all the bases. I’m like, it’s like switching from direct TV to dish. It is not a big deal. How many times have you done that? Or switching phone carriers. People do it every day. It really is not a big deal and too many times we make too big of a show out of it. It seems like a huge deal and a huge commitment and they get freaked out.
Let them know the real deal is extremely compliant and don’t exaggerate. You don’t have to exaggerate. It’s a good thing they’re going slower. Even if they don’t save money or the same money that they’re paying today or a little less, they’re able to own their own powers. That is always a nice tagline in itself. Why wouldn’t you want to own your own power? You know too, many people out there think they need to cut a corner to be successful in this industry. It’s totally not necessary. Just shoot straight, build trust, build value, be genuine, and explain to them the benefits. You win, we win, and the earth wins.
Show The Value
I just show them the the number that they’ll pay for their solar loan and I build tremendous value that for the same money they’re paying now, or a little bit more. Ultimately, the utilities go up. So, even if the payment is a little more than their utilities, it is building value over time. The problem with the utilities is that all the utilities are in the wrong place. They’re all by the water. They need to be by the deserts or by the open fields so that if the fuel is not expensive anymore, all coal oil, or gas- they’re not that expensive but the delivery of the energy and what they have to do in the infrastructure in the United States is moving all that to the fields to the deserts and that’s what’s going to cost a lot of money. So, it’s inevitable your energy rates are going to go up. Owning your own power now enables you to control your own energy for a fixed, predictable payment with an end date. And even if it’s not for them, it’s for their home value and it transfers to a new family with a green loan, such as loan pallet transfers. It‘s a win for everybody