DiscoverSolar.org
Jun 20, 2015
DiscoverSolar.org
WHAT IS SOLAR AND
HOW DOES IT WORK?
WHAT BENEFITS DO YOU THINK
YOU CAN HAVE
BY ADDING A
SOLAR PV SYSTEM TO YOUR HOME?
Benefits of solar
Reduced electricity bill The First reason most households install solar is to Take Control of their money and monthly budget, and immediately reduce their Utility electrical bill.
By offsetting the operating expense of home appliances with the “Cost Free” fuel of electric sunshine, homeowners instantly cut their monthly utilities bill to almost nothing immediately.
Then the power of cost control stays and grows with the family, for years to come.
Benefits of solar
It is a renewable energy source Utility sourced electricity is generated from fossil fuel. Costs for those fuels (Gas / Oil / Nuclear) Peak, Spike, and Soar almost daily, with every Local, National and Global news story.
Solar energy is a terrific alternative to those Uncontrolled Run-away Fuel costs, because as long as the sun shines, the supply of electricity is inexhaustible
And the price for “Sunshine” fuel will always be FREE !
Benefits of solar
Environment friendly Old, Obsolete, fuel powered plants Waste and foul our clean Air and Water, impacting the quality of all our lives, our homes, and our community.
Harnessing the sun to power our homes is not only Environmentally friendly, but it is Financially Smart.
The Solar PV decision is an investment in a healthy and prosperous future for you and your family – and the “healthy” financial returns start Right Now, Today!
Benefits of solar
Low / no maintenance needed
Once installed, an ORE Solar PV system, is backed with a
written Guarantee, and is Warranted to produce electricity
as designed for twenty five years and more.
Your Solar Partnership with ORE guarantees that you
WON’T EVER have to Maintain, Adjust, Repair, or Replace,
a single component at your expense. Ever!
You may need to hose the panels down from time to time,
to wash off environmental dust and debris, but only so that
the panels can operate at their performance peak.
Low Bill/Discount Suggestions:
Make sure the home owner understands that some Utility bills combine gas, & water on the page along with electricity charges.
Determine if this is the case, and then help them identify the “Generation Charges” (which is the
actual cost of electricity). If they can find that number, have them compare it with the total amount of the Bill to be paid.
Point out the difference between the Cost of what they bought…and the Price they are being charged for it.
Low Bill/Discount Suggestions:
Explain that “Solar Power” can be the solution to the problem
of Unfair, Out-of-Control Power bills from the Utility.
Ask the Home Owner if they have a recent bill available. If
they do ask how much they are being charged, and whether this
bill is typical, or is higher/lower than normal.
Try to determine if they receive any discounts. Discounts will
disqualify a home owner from our Solar Lease. None of the
discounts are acceptable. Any electricity discount, no matter
how small will disqualify a customer.
What are the Qualifications to get solar panels
WHAT QUALIFIES A GOOD LEAD?
So what’s a FICO ?
Credit scores:
650 or greater
WHAT QUALIFIES A GOOD LEAD?
• Big Electric Bill Each Month
• $140 a month in energy bills
WHAT QUALIFIES A GOOD LEAD?
The Numbers that
you will be asking
them for will be
those that are
identified as
“KwH” or KiloWatt
Hours.
The AVERAGE lowest
bill should be $150
dollars a month or
more.
A typical Lease / Solar
system is NOT able to
SAVE customers
enough money if their
lowest bills are
Smaller than $150 per
Month.
The home MUST be a single family
residence
NO
Duplex
TownHome
Condominium
To qualify for our Lease or Purchase
programs, the Owner must:
Be the owner of the property
Must be named “On Title” for the property
Must be the Named customer on the Electric Bill
What should the Home be like?
If it has a Swimming pool , Spa,
Hot Tub, water features or
landscaped surroundings it will be
a better candidate for solar
What should the Home be like?
Average Square Footage of the
home’s footprint should be 1500
sq/ft or better
More BEDROOMS, means more
occupants means a much higher
use of electricity….bigger bills !!
SCRIPTING
Hi I am an energy consultant with Discover Solar. My name is __________. I represent a National program that will give you control over your electric bill.
If it didn’t cost you anything out of pocket, would you rather pay a better rate for electricity than what you are paying to (Utility Name) now?
Must be YES
Would you like control over that bill for years to come into
The future
Must be YES
SCRIPTS
Are you are the homeowner or a renter at (Address)?
Must be YES
Is your home a traditional single family structure, not a
condo, townhome or mobile home?
Must be YES
SCRIPTS
Have you applied and qualified for a discount from the Power company in the past?
Must be a NO
Are you currently on “D Care” or discounted Utility billing?
Must be a NO
SCRIPTS
The reason we’re speaking is to see if we can qualify
If we can Immediately lower your bill, give you control over the
power company far into the future, and do it all without any cost
Must say YES
SCRIPTS
• Would that be valuable to you?
• Would that Interest you?
• Would you like to know more, get the details?
• Is that a choice you would like to have?
you for the installation of a full Solar Electric system.
“out of pocket” to you and your family…
REBUTTALS
If they feel like you are Listening to them, skilled rebuttal can assist a homeowner give in to their natural curiosity, making them open to having a Solar Consultant visit .
Listen for reasons and feelings. Repeated objections may be based on feelings of Solar being too complicated for them to understand, or costing too much money.
Be aware that too many rebuttals can make the customer feel that you aren’t hearing them
Too many rebuttals can make a homeowner feel pressured.
Rebuttals
Objection: “I am just not interested”
Rebuttal: “Got it. So please help me understand.
You aren’t interested in taking control back from
the Power Company?
Rebuttal: “Do I hear that you are concerned about
what this will cost you?
Rebuttal: “So what is it about going Solar that
you’re concerned about”?
Rebuttals
Notice at the end of the rebuttal, it is
followed up with a question. The most
effective way to get back on script is asking
questions.
The person who is asking the questions is
the one in control.
Rebuttals Cont.