You can see why the ability to disagree and redirect will be so important in the new buyer’s journey. If clients have done their research, there isn’t a lot of guarantee that they’ve found great information, especially information that represents your company the way that you’d like. Most reviews posted online about a company are negative. Most of the stuff they’ll read about solar is old, partially because the industry is moving so quickly that anything older than a year or two is going to be false. As a salesman, you’re harming yourself if you aren’t willing to challenge what your potential clients have read.
#4 Refining the Sales Process
As you know, the solar sales cycle is a long buyer’s journey. In our example, buying a car can reasonably be accomplished in one afternoon, once the decision has been made. With solar, chances are it’ll take at least a few weeks or months before install.
This leaves a lot of time for losing customers and making mistakes, so here’s what you should focus on doing:
Demonstrate professionalism throughout the process, but especially in the way you manage the deal. Digital forms and contracts, e-signing, and on-the-spot credit checks are all great ways to do this.
Eliminate errors as much as possible. Again, digital forms and contracts are a great way to ensure you’re collecting the right information and prevent any chance of it being lost.
Be unified in all your interactions with the customer. Nothing is more frustrating than having a rep say something that was said by another employee or project manager. If you’re all taking notes on a client on the same platform, this will eliminate a lot of embarrassment.
Be quick to resolve concerns and questions that may arise. It would be smart to develop a resource for those who have decided on a plan but are waiting for estimates or installation. This resource should resolve FAQs, build confidence in the company, and increase excitement for the product or service.
Install a product or provide a service that’s more immediate and compliments your solar offering—for example, some companies use thermostats or energy efficient light bulbs. By blending the main offering with a low cost, high value item, you provide immediate gratification to the new client and strengthen their relationship with the company.