Sales Development Representative

Close Basics

Trainings

Booking an Appointment

Solar Scripts

Call Recordings

Explore

Solar Scripts

Cold Lead Script

Hey (NAME), how are you going?

OR Hey (NAME), can you hear me?

Prospect: confused Who’s this?

This is just (YOUR NAME) here. We haven’t actually spoken before, and this is a bit of a random call, so if you feel like hanging up at any point, feel free to do so, ok?

Prospect: confused Ok... OR What’s this about?

The reason for the call is ... with the recent 30% price increase for electricity that happened in August last year, we have found that most people can get solar and save 80% or more from their electricity bills without paying any money upfront….

I wanted to ask… have you ever considered going solar before?

Prospect: Not really...

No problem. Do you know how solar works?

If they answer NO, explain briefly how solar works

If they answer YES, keep going with script

Prospect: Yes I have, but it was just too expensive...

That makes sense. Our program is probably a little bit different than what you looked at in the past because with us you can get the solar put on for $0 upfront.

Do you mind if I explain how it works?

The way our program works is, if you qualify.... you can get the solar installed without paying anything upfront. Once you start saving money with solar, the savings help pay for the system so that you don’t have to pay anything more than what you’re paying now.

Then the goal is, once the solar gets paid off in a few years, you’re done! No longer paying a huge bill and no longer paying for the system. Does that make sense?

Prospect: Yeah that makes sense

Ok cool. Well, at this point, I’m not quite sure that we can help you just yet. Usually, what we do from here is go through a few simple questions to see if you qualify. Then, if you do qualify, we can book an appointment with one of our specialists for them to go through all the details with you and make sure that this will work for you.

The most important one is....

How much are you paying for electricity at the moment? (be sure to ask if that’s per month or per quarter!)

If it’s around $100-150 per month, let them know that they’re around our cost-neutral threshold, and they’re unlikely to be excessively out of pocket.

If they’re paying less than the average, let them know that solar can still be a good option for them, but they may be a little bit out of pocket.

If they pay more than the average, let them know they’re in a good position for solar.

What sort of electric appliances are you using? How about gas appliances?

______________________________________________________________________________________________________________________

So there are two steps to the process with us: the first step is just a quick chat with me to see what questions I can answer. The second step is getting you booked for a phone consultation with one of our solar specialists. They’re the ones that look over your bills and see what might be suitable for your property.

So, if you’d like, I’m happy to go through some of the questions and get you set up with one of our specialists.

When going through the following questions, it’s often helpful to go through them as if they’re a checklist.

You’ll want to be less engaged here, and more “getting through the list,” in order to not make your lead uncomfortable with more personal questions.

Great. So I have ADDRESS here. Is that correct?

What is your roof made out of? (Tiles, metal?)

Is your house a single or a double-story?

Are there any trees or anything that will cast shade over the roof?

Are you planning to stay in this house for at least five years?

If they’re not planning on staying in the house for at least five years, they may or may not get an actual savings out of their system before moving. However, a solar system will increase the value of their property when selling.

Explain this to them and see if they’re happy to proceed with the booking on that basis. If not, they Do Not Qualify (DNQ).

Examples of articles that explain value add:

⁠

How does solar increase home value? Homes with solar are valued at $125,000 higher on average, according to Domain. thepropertytribune.com.au⁠

Is your home energy efficient? It could be worth an extra $125,000 when you sell When Rod and Kazz Powell built their family home on Sydney’s northern beaches 16 years ago, making a heap of money in the process was not top of mind. www.domain.com.au⁠

⁠

So then as far as the rebates go...

5. How many people are living in the house at the moment?

Partner, family, kids? Get a gauge for whether or not there’s a partner in the house so you know to book them for an appointment together. If they mention a partner, this is a good opportunity to ask for their name. It is extremely important for both partners to be present for their consultation.

6. Is it just you on the title, or with PARTNER’S NAME? (If so: what’s your partner’s name?)

7. Do you (or the two of you combined) earn less than $210,000 per year?

8. Do you and PARTNER’S NAME work full-time, part-time, self-employed?

9. Is there a council rates notice for the property?

10. Are you up to date on your tax returns?

______________________________________________________________________________________________________________________

Great! Based on all of this, you're eligible for the program. So when would be a good opportunity for you and PARTNER’S NAME to have a phone consultation?

Try to book within a 24-48 hour period. If they ask why both partners need to be there, let them know that it’s essential to have both homeowners present – it’s an extensive discussion, and there are usually good questions that may arise.

Great so I’ve booked you for (APPOINTMENT DATE & TIME) with (CONSULTANT NAME).

Before your appointment, (CONSULTANT NAME) will just want to take a look at a couple of documents, and it’s just what we’ve talked about before: a copy of your electricity bill, a copy of that rates notice, and a photo of your fuse box, with all the fuses and switches.

I’ll send you an email with all of this information as well. Do you mind confirming your email address?

Prospect:
...@gmail.com⁠
⁠

Great, I’ll send that through so you can have a read of our information.

I do want to let you know that there is no obligation, so if you and (PARTNER) do not want to proceed, that is totally fine, we can just part ways – however, if you’re happy and want to get started then, by all means, we can do an application for you.

So in terms of getting the solar, if all the numbers work out financially for you and you can save money with this, is it something you’re wanting to move forward with straight away?

Prospect: If everything lines up and we can save money then we would want to get it done as soon as possible. OR We just have to paint our roof first but we can definitely get the ball rolling.

That's everything we needed to go through for now, do you have any questions for me at the moment?

Prospect: No questions so far.

If they do have any questions, make sure you answer them before you move on and finish the call.

Perfect. I have you booked in at (APPOINTMENT DATE & TIME) with (CONSULTANT NAME). I’ll give you a call that morning just to confirm you’re still available, but otherwise you’re all set for your appointment!

Thanks, and have a great day!

Want to print your doc?
This is not the way.

Try clicking the ⋯ next to your doc name or using a keyboard shortcut (

CtrlP

) instead.