4 Proven Strategies

for Successful Solar

Cold Calling Scripts
From a fiercely competitive customer base to
fast-changing regulations, anyone in the solar market
knows they’re up against big obstacles. That’s why
getting the solar cold calling script right is essential
for outbound call center teams. Below are some tips
and strategies to help you on that journey.

1. Adjust for High Intent vs. Low Intent Data

With high intent data – those who are shopping solar and may be primed to
buy – your call script should reflect what your call is really about: Outshining
the competition. The call is your opportunity for brand-building and to tell them
why, out of any company, they should choose your brand.
If you have a low intent lead on the call, you first need to efficiently gauge their
interest and understanding of solar before proceeding.

2. Customize Scripts to the Local Market

Know who and where you’re calling. The best solar cold calling scripts customize
according to the available data on the lead. Due to regional variations, for
example, your script to a lead in a sun-soaked southern state may have a different
approach than to a New England state, and depend more on the season. In some
areas, environmental concerns may be a driving decision factor, where in another
it’s primarily about saving on utility bills. And very importantly, state specific
regulations can require building compliance language into your solar script.

CLICK HERE to book a demo with Convoso 888.456.5454

 3. Seal the Appointment First, Ask Questions Later

Solar calling scripts are all about scheduling a solar sales rep for an in-home evaluation.
So the best strategy is to structure your script around getting them to say “Yes” to an
appointment before you ask filtering questions about their eligibility. Here are some tips
to help you convert the solar lead.

Move quickly
Once you’ve gauged a low-intent user’s interest or presented your pitch to
a high-intent lead, quickly move to schedule an appointment.

Make it easy
Tell them that you have a solar specialist in their area—whether it’s on
their street, in their neighborhood,or in their city—and ask if they would like to schedule
an appointment immediately that can save them money.

Give them options

As in all sales, it’s important to give your customers options. Inject some urgency by
offering options in time slots that are very near.

Be prepared to explain
Many callers will want to know exactly how much they can save with solar, but your
agent can only give them general information. Account for potential pushback against
an appointment by incorporating a polite rebuttal into your script that enables your
agent to explain how an in-person appointment is necessary because every home and
solar installation is unique.

4. Dynamic Scripting customizes conversations,

trains reps, maintains compliance
From adapting to regional differences to following state regulations to customizing
your approach based on intent, introducing dynamic scripting into your solar call
center will help maintain compliance and maximize sales. To use the best script for the
right lead, be sure to manage your lists with smart filtering tools. Dynamic scripting
also simplifies and speeds up the training process for new solar call center agents.

Read more about cold calling scripts in our solar cold calling script blog
and our outbound cold calling script blog.

CLICK HERE to book a demo with Convoso 888.456.5454

 Cold Call
Sales Script
Template

I. THE PHONE APPROACH is the beginning of the Sales Cycle. This is your first
contact with the prospect or client. This should be taken seriously and perfected.
The purpose of the phone approach is to get the appointment, not to sell the
product. Too much information on the front end will cause your prospect to feel
they can make a decision without your full presentation. This is not what you want.
Therefore, a planned approach will serve you better.

A. Here is the initial phone approach you should use if you intend to set an in-person
meeting:

Hello, my name is and I work with (Company Name) . Are you

familiar with us? We are .

The reason I’m calling is that I’ll be attending a (Event, Meeting, etc.) in your
city/town and I wanted to stop by and introduce myself and my company. Would you
have some time on (Date) at (Time) or (Alternative Time) ?

B. Here is the initial phone approach you should use if you intend to set a follow up
phone call after the discovery/qualifying call:

The reason I am calling is that I will be in your area next and I’d like to
stop by and introduce myself and my company. Would you have some time on
Tuesday, say 9 or 11?

Browser-Based Call Center Software | Convoso

II. OBJECTIONS TO THE APPOINTMENT: Often times you will encounter objections
or negotiations over the phone. Don’t let that discourage your agents, instead –
respond strategically to maximize your chances of getting a follow up meeting/
appointment scheduled or achieving a first-call-close deal. Follow one of the
following objections and answers below:

A. Prospect/Lead: “Go see/talk to someone else!”

How to respond to an objection when trying set an in-person meeting:

Great! I’ll be glad to meet with/talk to whomever you recommend, however, my

experience suggests that I meet/talk with you for a few minutes. If you think my idea
has any merit, I’m more than happy to meet up with you wherever you’d like (No
Pause).

As I mentioned, I’ll be in your area on and I’d really like to stop by and
introduce my company and myself, I really believe you’ll get value from it. Would you
have some time on (Date) at (Time) or (Alternative Time) ?

How to respond to an objection when trying set a follow up call:

Great! I’ll be glad to speak with whomever you recommend to tell them more about
what we do, however, based on my experience I really think you’ll see tremendous
value in what we do. If you think my idea has any merit, I’m more than happy to set a
follow up call to provide you with more detail (No Pause).

I am willing to work around your schedule so we can get a call scheduled. I’d really
like to introduce my team and my company to you, I really believe you’ll get value
from it. Would you have some time on (Date) at (Time) or
(Alternative Time) ? If not, what day and time works best for you?

Browser-Based Call Center Software | Convoso

B. Prospect/Lead: “Tell Me About It On The Phone!”

How to respond to an objection when trying set an in-person meeting:

(Prospect/Lead’s Name) , sure I’d be glad too. (Company Name) is a

(Service/Offering Type) . We specialize in .

That being said, in order for you to gain maximum value and insight into how you’ll
truly benefit from , an in-person meeting will be the most effective method.
As I mentioned, I’ll be in your area on (Date) would you have some time at
(Time) or (Alternative Time) ?

How to respond to an objection when trying set a follow up call:

(Prospect/Lead’s Name) , sure I’d be glad too. (Company Name) is a

(Service/Offering Type) . We specialize in .

However, in order for you to gain maximum value and insight into how you’ll truly
benefit from , I’ll need set a follow up call with you so we have more time for
me to present some material about our product specific to your needs via a screen
share conference. That being said, would (Date) either at (Time) or
(Alternative Time) work for you? If not, what time and date works best?

C. Prospect/Lead: “Send me information!”

How to respond to an objection when trying set an in-person meeting:

(Prospect/Lead’s Name) great, I’ll be happy to do that, however, the material

we have doesn’t cover what I’d like to tell you in person. It will take about 15 minutes.
*Note: Most businesses want to know what other businesses are doing to save money
and improve their service.

As I mentioned, I’ll be in your area on (Date) would you have some time at
(Time) or (Alternative Time) ?

How to respond to an objection when trying set a follow up call:

(Prospect/Lead’s Name) great, I’ll be happy to do that, however, I’d also like to
provide you with material that’s custom tailored to highlight areas specific to your
needs that we can help solve. That being said, I’ll need to set up a follow up call – the
call will take about 15 minutes.

Browser-Based Call Center Software | Convoso

 Are you available on (Date) would you have some time at (Time) or
(Alternative Time) ?

D. Prospect/Lead: “Too Busy, Vacations, Etc!”

How to respond to an objection when trying set an in-person meeting:

Ok. (Prospect/Lead’s Name) , I can certainly understand that, I am back in your

area on (Date) . Could we go ahead and pencil something in for then?

How to respond to an objection when trying set a follow up call:

Ok. (Prospect/Lead’s Name) , I can certainly understand that, I would still love
to provide you with more information about our services, as I truly believe you will
gain/see tremendous value. May I call you back on (Date) around (Time)
or (Alternative Time) ?

E. Prospect/Lead: “I Am Not Interested!”

How to respond to an objection when trying set an in-person meeting:

(Prospect/Lead’s Name) , I can certainly understand that. Most people don’t

have enough information when I call them to know whether they are interested
or not. That’s why I called. As I mentioned, I’ll be in your area on (Date) and
I’d like to stop and introduce myself and my company. Would you have some time
around (Time) or (Alternative Time) for a quick meet up?

How to respond to an objection when trying set a follow up call:

(Prospect/Lead’s Name) , I can certainly understand that. Most people don’t

have enough information when I call them to know whether they are interested or
not. That’s why I called.
In order to give you the most insight that’s of value to your company specifically, I
can put together some material that’s custom tailored to highlight areas specific to
your needs that we can help solve. May I follow up to present that material to you on
(Date) around (Time) or (Alternative Time) ?

Browser-Based Call Center Software | Convoso

III. GATE KEEPERS / VOICEMAIL: Over and over I hear people say they can’t get
through the gatekeepers. Well, I can’t either so let’s all give up. Seriously, let’s talk
about some ideas to help overcome gatekeepers.
First, if you know what you’re facing, why not prepare for it? I doubt if most sales
people have prepared standard answers for gate keepers. So, begin by preparing
answers for gatekeepers.

A. Salesperson: “Hello, may I speak with (*Name of Contact/Prospect*)?”

Gatekeeper: “May I tell him who is calling and what it’s regarding?”

*Now, you give a planned response, well thought out beforehand.

“It’s ( Name) from (Company Name) , is he/she in?”

*Now, you’re back in control because you’re asking the question. A lot of gatekeepers
will put you through.
Most people say too much and talk themselves out of getting through. The less said
the better. Everything you say can and will be used against you.

So, you get a great gatekeeper and she/he answers “He is in but what’s it about?”

“ (Company Name) is . We are a . May I speak to

him/her?”

*Again, it’s brief, tells very little and puts me back in control.

Now, she/he says, “I’ll see if he’ll/she’ll take your call” and she/he comes back on the
phone and says “He’s/she’s not interested.”

Response: “Fine, thank you very much.”

*Then hang up and call someone else. No, you can’t win everyone but note that every
“No” is a part of a “Yes”, and the more no’s you get, the more yes’ you will also get.

However, if the gatekeeper says “ (Contact Name) isn’t in or he’s/she’s in a

meeting”

*The gatekeeper becomes your ally.

“When do you expect him/her back?”

*Whatever the gatekeeper says, the next question is:

Browser-Based Call Center Software | Convoso

 “Are you his/her assistant?”

Answer “yes”;

The next question is: “What’s your name?”

Answer: “my name is (Name of Assistant) ”

*It’s important that you make sure you write that down for the future!

Next question: “Do you keep his calendar?”

Answer “No”

“When should I call him/her back?”

Answer “I don’t know, he/she comes and goes”

“Does he/she come in early or stay late?” or “Does he/she go to lunch early or late?”

Answer: “He’s/she’s here around (approximate time of day) every day”

“Alright, thank you (Name of Assistant). I’ll try back later.”

*Now, you know when to call and his assistant’s name. You have now moved closer to a
yes.

B. What about voice mail? Well, there are a lot of different theories. Here’s our
method:

1. Leave a brief message the first time and don’t ask them to call you back
unless they know you or have requested information from your company. You
shouldn’t expect them to call you back. If they did, you’d probably be busy and
just frustrate them.

2. After you’ve called a few more times over a week or so leave a second
message. “It’s still trying to catch you. I’ll call back later.”

*Voice mail is just another obstacle and the best answer is persistence and
determination. Don’t be scared to call an unreasonable number of times if you hit voice
mail.

Browser-Based Call Center Software | Convoso

 After you get voicemail a few times, go through the main switch board, get a live
person and ask if *(contact name) has an assistant. Then, say:

“can you connect me to her/him?”

*The point is now you’ve got a gatekeeper and you already know how to deal with them.
Always ask for their direct line.

There are no tricks and no easy way to get decision

makers on the phone. However, know this – every
salesperson faces the same obstacles. Also, there are
two kinds of people, those who look for an excuse
and those who find a way. (Then you will get another
objection you can answer).

Interested in a end-to-end center platform with built-in dynamic and automated

branch scripting capabilities? Try Convoso´s powerful scripting today:

GET STARTED

Learn more about Convoso’s cloud-based call Talk to sales: (888) 512-2143
center platform and how we help businesses
improve productivity by 300% by visiting us at: Email Us: [email protected]

www.Convoso.com