If you’re a door-to-door solar seller, it can be hard to drum up the number of clients you need without being met with a wall of rejection. And if it’s your first day on the job, having a less than willing public to shop around to can really turn you off from continuing. But don’t worry, we all struggle like this in the beginning! Solar power is a huge boon to the modern world, and going door to door is a great way to make a personal connection with a community that could benefit from it. And if you’re worried about the objections you’ll get while selling solar panels, we’re here to help. We’re D2D Experts, and we know what it takes to make that sale.
At the very least, we can help you create a list of clients to follow up with once the initial meeting is over. So, to start the ball rolling, here are the most common objections you’ll come across when selling solar, and a little advice on how to deal with them.
‘We can’t afford solar panels’
This is usually the number objection a person will have when you knock on their door selling solar panels. And of course, we can all see the sense in this objection! Affordability is what controls the market, and without competitive pricing, it can be very hard to entice someone into becoming a customer.
However, when you’re met with such an objection, it’s an idea to take a step back and break down your pricing model. Many door to door sales companies work on payment plans, which takes that one big number at the top of the page and breaks it down into smaller, equal chunks. Whoever you’re talking to is already interested, so explaining this can take your negotiation a lot further.
‘We’ve got no time to talk’
No time to talk is another hugely common objection, and as we explain in our door to door university, will always be a strong motivating factor in whether your sales pitch will be received or not. And of course, some people are too busy; maybe they’re a single mother who had no time to come to the door in the first place, or maybe they’re working from home and are currently on a call.
At this moment, it’s incredibly important to bring an element of convenience to the person at the door. Even just simply offering to come back later can establish a line of dialogue, and eventually trust, between you and the company and someone who can become a beloved customer.
‘We don’t need solar panels’
Some people will hear you out; they’ll listen to your pitch, find out what you’re selling, and will then turn you away claiming they don’t need the product you’re offering. However, when you’re selling something as important as the potential for solar power, you can take this objection with a grain of salt.
Seeing as the person was willing to listen, it’s clear that they’re interested in your sales pitch. And that’s always a good starting point! Not needing something right now doesn’t mean they’ll never need it, and that means this lead can still be made good. For more information on this process, check out our D2D Elite training program; it can really help you to get to the bottom of such an objection like this.
‘We’re not sure solar is right for us’
This is someone who’s on the fence, and just needs a little nudging to go all the way over. That’s great for you, as a door to door seller, and it’s great for the customer as well. You’ve got the chance now to really delve into the benefits of the solar product you’re selling; here at D2D Solutions, we find that an objection like this is rarely an objection at all.
But before you expand on why solar is right for them, at this moment it’s your job to focus on what they’re not sure about. Why are they on the fence? What can you do to reassure them? You’ll need to have plenty of questions ready; make sure they’re direct yet open-ended, to help guide a person into really thinking about why they’re turning you away.
As a door to door salesperson, you’ve got your work cut out for you! But when you’re selling solar panels, it’s important to prevent the objections from getting to you. Knowing what people will say is half the battle won.