What’s up guys, Sam Taggert here with the D2D experts and this training. I really want to go into different types of solar pitches. Uh, I’ve sold solar for now over five years and trained hundreds and hundreds of sales companies and, and reps. And what’s interesting is watching and shadowing and going in the field in different markets. I think I’ve sold solar in 13 different markets from Boston to Florida, to North Carolina, Texas, New Mexico, Arizona, California, Utah, Vegas, Denver, and I’ve knocked all over and I’m realizing there’s different pitches, different saturation levels. There’s different customer objections that you’re gonna get based on demographics. And what’s really fun is I’ve actually been able to interview the best solar reps in the country and say, okay, well, what’s your pitch and what’s your pitch. What’s your pitch because I run The D2D podcast. And so in this video, we’re gonna dive into these four types of pitches. So stay tuned and, and really, I’m gonna, pose a question. I wanna ask you guys, what do you, think’s happening to the solar industry over of the next five years? Do you guys think it’s gonna just get saturated beat up by legislation tax credits go away, or do you think this is like the next energy revolution and it’s gonna have a mass adoption. So comment below. I wanna hear your opinion on where is solar going? So, let’s dive in.
Net Metering Solar Sales Pitch
All right, so the net metering pitch is the first one, and this is probably the most common, only trained in D2D and it’s, you know, go to a door and this is used in saturated areas. And so you’re kind of like, Hey, um, I’m here about the net metering program. And so when you, when you pitch somebody it’s more about the program, cause a lot of times in a saturated market, if you’re like, Hey, we’re here with solar, then they’re like, oh, not interested in solar and you don’t get your, you don’t get anywhere. And people that know and haven’t heard of net metering. They’re like, well, what is that? It creates curiosity. And so you’d pitch it just simply like, Hey here about the net metering program. Um, you know, they swapped out the meters a few years back for the digital meters. I’m assuming you were here or was that already here when you were there?
And what it does is it lets it track backwards and forwards and you kind of explain what net metering is and they’re like, oh, that’s interesting. You’re like, yeah. And so what we do is we put a renewable source and you kind of avoid the word solar a little bit and it’s not being manipulated. It’s just saying, when do I choose to add solar into my approach? Cause eventually obviously they’re gonna buy solar and they need to know that they’re spending money on solar. And you know, it’s just timing in play and pacing to help yourself avoid a few of the objections of just solar. I’ve already talked to 10 solar people and that’s an approach to take.
Rent vs. Own Sales Pitch
So number two is the rent versus own pitch. And the rent for zone pitch is actually one of my favorites. I sold most of my solar accounts in Utah where the utility cost is like 10 cents and so, you know, out here you’re not saving ’em 40 to a hundred bucks a month or whatever. You’re actually mostly paying more for solar in Utah. You know, it’s like, instead of paying a hundred bucks, you’re gonna pay $120. Let’s get. And it’s like, ah, so you had to get really good at bringing the value to owning your power versus renting your power. And so the way that I would start this pitch is simply, Hey, um, how long you guys own the house? You, you own the house. Right. And did you guys buy cash or did you finance it? And then you’re like, they’re like, uh, finance it and then why’d you buy the, instead of like rent a home for 10 years financially. And they’re like, well we like the house and you know, we wanna build equity and you’re like, oh, okay.
And you’re like, well, why do you rent your power when you know that? And I’m letting people know there’s an option to actually own your power and build equity in the home and actually get our ROI on that money they’re spending. And my job is to see if they qualify for that. And you go in this direction of like, if you already justified the logic of owning your power or you owning your home, then let’s justify the logic of owning your power. And that’s kind of the angle you take. And, and honestly this works better in middle to upper class neighborhoods. What’s very interesting is, is you get into the lower class neighborhoods or people that aren’t as savvy or, or, and such sometimes they’re like, huh? I bought this cause I, I wanted to be able to hang photos on my house. And I’m like, oh my gosh.
So make sure you don’t come off so confusing, but people understand the logic of equity, appreciating an asset, you know, owning it return on investment. And as long as they can follow you on that, that’s a great approach. I mean, I’m trading on want 2, 3, 4 pitches, but what’s crazy is we’ve spent hundreds of hours putting together content from the best of the best. We have guys like Connor Free that have done over 300 installs. You have guys like Michael Donald who did 2.7 megawatts in a year and earned double golden door awards every year at door to or on. And guys like pistol of Pete, 270 installs in solar in a year. And we, we, what I’m doing is in D2D university, I said, how do we aggregate content that gives you the examples live hidden camera behind the scenes, you know, role playing to and all of this in depth and in a YouTube video, I hate to break it to you.
If you wanna be cheap and just go free, you’re not gonna get all of the nitty gritty details. I’m just trying to give you as much as I can hear, but there’s hours and hours and hours of specific step by step from the best in our platform. So there’s a link in the bottom right here in the description. If you click the link, schedule a demo with our team and they can walk you through how either it’ll help your company be, you know, and help all the reps or your team. And you can give access to all your people, which we call a team or a corporate account, or you can get it as a single rep and you can go through it as just yourself and go through the content. So just click the link, but let’s, let’s like dive back into this.
High-rate plan vs. low-rate plan solar sales pitch
So, number three, the pitch.
Now this one, we call the high rate plan versus the low rate plan pitch. And this is a great one, cause it creates curiosity. And this is where you’re trying to create curiosity in the pitch. So, you knock the door and you’re like, Hey, we’re just seeing which homes qualify for the new utility low rate plan. Versus a lot of people who’ve been complaining about their utility company jacking up the rates and their rates going every year. And like, in the summertime we’ve got a $300 power bill, and stuff like that. And so we’re just seeing which one’s qualified for the low rate plan, just cause a lot of people obviously wanna save some money on their electric bill, you know, cut down on costs, keep it a fixed rate, things like that. So if you do qualify, um, it’s actually a really cool thing.
So, see what I did there. They’re like, what do I need to do to qualify? Like I wanna see if I can save money on my elector bill. What does that low rate plan look like? X, Y, Z. And, and that element right there is going to really accelerate, um, their attention. Right? Cause if you’re trying to pitch them something, then they’re like, oh, I don’t wanna buy anything. But if you’re like, Hey, you already have utility. We just wanna see if you qualify for a lower rate plan, land on that utility. And I’m not saying I’m with your utility company, be up front, be, be like direct. It just sounds like you’re like, yeah, I wanna see if you qualify for a low rate plan, which would be swapping your bill to a solar bill, whether that’s a PPA lease or, or owning it.
And hopefully it’s cheaper than what they’re currently paying and that’s the direction you’ll eventually get to when you get into the solar conversation. So that would be number three.
Solar straight up pitch
And the last one, which is honestly best used in more fresh markets. So, if I’m selling in Iowa, Indiana, Ohio, things like that, where it hasn’t been hammered 50 times by 5,000 reps, which some of you guys are selling in California or um, Arizona and things like that are a little bit more saturated. And this still we’re in this. And if you’re direct and you want to just go, boom, boom, and you hit, ’em straight up.
We call this the solar straight up pitch, which you would just simply knock and you would say, Hey, um, we’re just out here because everybody’s wondering why the freak everyone’s going solar. It’s a matter of time whether you do it now or you do it in five years, we’re just seeing if we can make it cost effective and help people get it at a where they don’t have to come out pocket.
Cause the reason why you haven’t done it so far, I’m assuming is just, it’s expensive. Right? And they’re like, yeah, cause you, you want to pigeonhole them into, it’s just expensive. Right? And they’re like, yeah, it’s super expensive. And you’re like, okay. So as long as the money makes sense, you’re not against helping the planet, saving money. All the other things that’s solar comes with, let’s be honest. That’s the way of the future. So we’re just seeing which homes qualify for our new program to where it’s no money out of pocket. And if it makes sense, money wise, you would do it. Boom. You just hit it straight on. You’re just like, boom, we’re doing solar. And that’s one of my favorite pitches. And to be honest, if you get good at that one, it feels so good. You’re just like, oh my gosh, because solar’s a great thing.
And I I’m so glad you’re watching this cause you’re obviously interested in solar and I’ve trained. Like I said, hundreds of solar people all over the country and I’m like, if you can get good at this fourth one, it’s great.
We have tons more solar training videos in our university. There are tons more stuff on YouTube, but, my invitation is don’t be cheap. Like go get the real good nutty gritty like, and then copy paste, copy paste, copy paste, go implement this stuff. And I promise you could be making life changing money in the solar industry. Life changing money. This is an opportunity to wave. And if you get good at your craft and invest in yourself, this will literally changes the rest of your life. So, hit the subscribe button, share this if you got a lot of value out of this, because I think there’s a lot of people out there that are really struggling. And I remember days where I was struggling and I’d go three weeks and I sold the deal and I’m like, okay, maybe I should get outta this. Maybe I should do a different job. Like I’ve been there and uh, I’m here to help. So hope, appreciate you guys watching and share this and uh, hope you guys enjoy the few videos.
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