3 Common Pitfalls to Avoid When Setting an Appointment

3 Common Pitfalls to Avoid When Setting an Appointment

1. Forgetting to prequalify an appointment

—> A qualified appointment will have:

• Both decision makers present for the time of the appointment
• A credit score of 660(+)
• Homeowners (on title)
• No plans to move in the next 2 years
• No pre-existing solar (other than water heaters)

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1. Not letting the homeowner know to expect a confirmation call

• Best practice is to send out a group text introducing the sales agent and homeowner via group text (use template), to break the ice while establishing credibility, and create the expectation that they will be receiving a call before the appointment date. This increases the likelihood of achieving better reception on the confirmation call. (including a picture at home with the homeowner is bonus points - they see it whenever they go back to the text thread)

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1. Overselling the appointment

• Many new affiliates attempt to sell the homeowner on solar as opposed to creating curiosity by leaving questions unanswered. If the homeowner feels like they know all they need to know before an appointment takes place, the desire for the appointment goes away.
• When setting an appointment you want to defer to the energy specialist on questions - in all cases possible, so we can create problems that desire a solution, without solving them before our appointment.
• A best practice is to follow the structure of the set to the “T” and not deviate. The marketing materials and leave behinds are informational on “the why”, excluding the how intentionally, we leave a gap so that it can be filled in the future.

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