Apricot Rep Overview

Summary

The video script outlines the role of a sales representative in guiding customers through the solar installation process, emphasizing the importance of transparency and not overpromising. It highlights the sales and operations collaboration, the typical 6-8 week installation timeline, and the variability due to permitting processes. The script focuses on creating interest and generating leads through various methods, with a strong emphasis on leveraging one's 'warm market' due to existing trust. It details a systematic approach to list generation, qualification, and scheduling, as well as the importance of education and practice in sales. The 'earn while you learn' program is presented as an effective way for new sales reps to gain experience and confidence by shadowing leaders during customer appointments.

Takeaways

• 📈 The sales rep's role is to guide customers through the sales process, with the blue tasks being the sales rep's responsibility and the green tasks belonging to operations.
• 🕒 A typical solar installation takes 6 to 8 weeks, but the timeline can vary due to city and state permitting processes, with California being more advanced than Georgia.
• 🤔 Sales reps are advised not to make promises about installation timelines due to variables beyond their control, emphasizing transparency and ongoing communication with customers.
• 🌟 The most crucial step is creating interest, which is the first step in the sales process and can lead to everything else.
• 🔍 There are four ways to create an account (AC): warm market, door knocking, social media, and networking events, with warm market being the most effective for new sales reps.
• 🏠 Door knocking requires a polished approach and a clear, concise pitch to be successful, and it's used strategically to target specific potential customers.
• 📱 Social media is not the most effective method for new sales reps unless they have a deep understanding of online marketing strategies like Google pay-per-click and ad funnels.
• 📊 The company teaches a method called 'bill review' to build social media presence by engaging with existing customers and asking them to share their positive experiences.
• 💼 Networking and events can be effective but are best suited for sales reps who have already closed multiple deals and understand both prospecting and account creation.
• 🤝 Warm market outreach is highly effective due to the pre-existing trust and includes people like family, friends, neighbors, and professional contacts.
• 📝 The sales process involves creating a large list of potential customers, qualifying them, conducting germination conversations with a leader, and setting up appointments.

Q & A

What is the role of a sales rep in the solar sales process?

The sales rep's role is to guide the customer through the sales process, ensuring they understand the steps involved and managing expectations regarding installation timelines, which can vary due to factors like permitting processes in different states.

Why is it important for sales reps not to make promises about installation timelines?

It's important because there are variables such as permitting and processes that vary by city and state, which can affect the installation timeline. Sales reps should remain transparent and manage customer expectations to avoid disappointment and maintain trust.

What are the four different ways a sales rep can create an account in the solar industry?

The four ways to create an account are through warm market, knocking doors, social media, and networking events and shows.

Why is using the warm market the most effective way for a new sales rep to start?

The warm market is effective because there is already an established trust with the individuals in this network, making it easier to get appointments, make sales, and build a pipeline for referrals.

What is the purpose of knocking doors in the solar sales process?

Knocking doors allows sales reps to strategically target potential customers, though it requires being polished and confident in the sales pitch to avoid appearing unprofessional.

How does social media play a role in the solar sales process?

Social media is used to build a presence and engage with customers, often leveraging positive experiences and testimonials from existing customers to attract new ones.

What is a bill review and why is it important?

A bill review is a call with the customer after the solar system has been turned on, where the sales rep discusses the customer's savings and experience. It helps build social media presence and provides an opportunity to gather testimonials.

What is the significance of networking and events shows in the solar sales process?

Networking and events shows are great for establishing credibility and trust with potential customers. They are particularly useful for sales reps who have already closed several deals and understand both prospecting and account creation.

What is the first step in building a pipeline for a new sales rep?

The first step is to generate a large list of potential customers, which can be done by brainstorming and writing down names of people they know or have met.

What does a sales rep need to do after generating a large list of potential customers?

After generating the list, the sales rep needs to qualify the leads, narrowing them down to a top 50 list based on various criteria such as market, utility, homeownership, and other factors that increase the probability of a sale.

How does a sales rep leverage the 'earn while you learn' program?

The sales rep leverages the program by having a leader run their appointments from start to finish in the beginning, allowing the new sales rep to learn and observe before they start closing deals on their own.

What is the typical strategy for making phone calls to potential customers?

The strategy is to make phone calls during times when people are likely to be available and receptive, aiming to set up appointments or make 50 phone calls, whichever comes first.

How does a sales rep schedule their week to create multiple accounts?

A sales rep schedules their week by planning out phone times, setting specific goals for appointments, allocating time for education and role-playing, and ensuring they have a work-life balance.