Solar At Scale - Solar Setter Mastery
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2. Outbound Calling

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Aged Lead Script

Step 1. HEY

Hey NAME, how are you going?
OR Hey NAME, can you hear me?
Prospect: confused Who’s this?

Step 2. Random Call

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?

Step 3. Program Intro

Reason for the call, a little while ago, you enquired with us about a government-funded Solar program where, if you qualify, you can save 80-100% on your electricity bills with no money out of pocket. Does that ring a bell?
Prospect: Not really, OR OK, sure...

Step 4. Connect

What is their overarching goal? What are they trying to achieve?

Have you... found what you were looking for since then? Or are you still looking for ways to save money on your power bill?
Wait for response
Do you know what you’re looking for?
Wait for response
When you started looking at solar, do you remember what attracted your attention in the first place?
Wait for response

Step 5. Next Steps

Option 1. Book the Triage w/ Specialist

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 book a phone appointment with one of our specialists, just for about 5-10 minutes, so that they can go through all the details with you and make sure that this will work for you. Would that help you?
When would be a good time for them to give you a call?

The best thing to do here is to make the booking AS SOON AS POSSIBLE. The same day if possible.

Option 2. Complete Triage

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, which only take about 5 - 10 minutes 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.
Do you have some time now, or is this a bad time?

From here, you would either book a Triage on your own calendar to call them back if they don’t have time, or if they do, you complete the triage right here.

If they have time, proceed to

If they don’t have time:

Oh, I apologise, I didn’t mean to interrupt your day.

Option 1: Second-time permission
How much time do you have at the moment?
Prospect: Only have 10 minutes until my meeting
Okay, great, this should only take 5

Option 2: Schedule Triage
Ok, when would be a better time for us to review a few quick questions to see if you qualify for the program?
Book Triage on your calendar
I will send you a text so you can save my number.

Action Step: Send “Triage Booked” Text Message

Hey {{contact.first_name}}, just {{user.first_name}} here.
We just spoke about our government-funded Renewable Energy program, where you might be able to save 80-100% off your energy bills with no money out of pocket - if you qualify.
You asked for a callback on DATE at TIME, and I just wanted to make sure you had my number so you know it's me calling :)
Thanks, and talk soon, {{user.full_name}}

Other Resources

Personalised Introduction

You know how electricity prices have just increased by 30% on the 1st of August and are predicted to go up by another 50% in the next two years?
Prospect: Oh really? I didn’t know that.
You: Yeah, that’s according to the Federal Budget announcement
Well, what we do is help homeowners and business owners save on their electricity bills and protect against the rising costs by investing in a Solar System with a government-funded program that costs nothing upfront and no money out of pocket. Does that sort of make sense?
Prospect: Yeah, I think so

Rebuttals

Prospect: How does the no out-of-pocket work?

Step 1. If you qualify, we get you approved, and then we can get the solar up there without you paying anything yet.
Step 2. Once the solar is up, you save 80 - 100% on your electricity bills. Makes sense so far?
Step 3. What we do is redirect that money you save on the bills to pay off the equipment or the solar panels on your roof.
What this means is you’re paying the same thing as before, except instead of renting your power and paying for a liability that is probably going to go up in cost next year, you now own the thing that makes your power; you added value to your property, and once you’ve paid it off, you’re done! No longer paying a huge bill and not paying for the system anymore as well.
Does that make a bit more sense?

Let’s say that you do qualify and you can save 80-100% off your energy bills with no money out of pocket, would you be opposed to looking at that as a possibility?
Prospect: Sure, if I can save money...
Optional: What attracts you most about that, if anything?
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