PV Objection #5: My neighbor had a bad solar experience<\/h2>\n\n\n\n
If you\u2019ve been in the industry long enough, you\u2019ve almost certainly heard some variation of the following complaint:<\/p>\n\n\n\n
\u201cOur neighbor got solar last year and hates it. Their panels don\u2019t produce enough. Their storage hardly ever works. It seems like a huge hassle for small savings.\u201d<\/strong><\/p>\n\n\n\n This year\u2019s Solar Objections Throwdown<\/a> panel included: <\/p>\n\n\n\n How do they deal with this objection?<\/p>\n\n\n\n This is a tough one since you\u2019re indirectly being held responsible for someone else\u2019s<\/em><\/strong> project-gone-wrong. It\u2019s not fair, but it\u2019s inevitable. <\/p>\n\n\n\n Solar YOUniveristy\u2019s James Ramos<\/strong> starts off by acknowledging the issue.<\/p>\n\n\n\n \u201cSolar is not for everybody\u2026 And there <\/mark><\/em>are<\/em><\/mark><\/strong> a lot of companies that mislead homeowners into going solar. And those homeowners often get screwed over.\u201d<\/mark><\/em><\/p>\n\n\n\n He then pivots to the homeowner\u2019s situation before going in for the close.<\/p>\n\n\n\n \u201cBut based on your energy savings report here, you <\/mark><\/em>are<\/em><\/mark><\/strong> going to save X amount of money. You\u2019re also eligible for a battery storage system to back up your essential needs. <\/mark><\/em><\/p>\n\n\n\n \u201cSolar isn\u2019t cookie-cutter. And unfortunately, with your neighbor, it probably wasn\u2019t the best decision for <\/mark><\/em>them<\/em><\/mark><\/strong> to go solar. Every situation is going to be different based on usage and energy needs.\u201d<\/mark><\/em><\/p>\n\n\n\n Joe Mouhaskheel<\/strong> of Solar Academy & SolarCon likes to use a blend of humor and leading questions to guide prospects along the sales journey. <\/p>\n\n\n\n \u201cLet\u2019s say a doctor gave a patient the wrong medicine. And that patient was not happy with the result. It didn\u2019t help with the problem they had. It gave them bad side effects. Would the problem be the doctor or the medicine? It would be the doctor, right? <\/mark><\/em><\/p>\n\n\n\n “And it\u2019s the same thing with solar. If you have a situation where your solar consultant sets you up in the wrong way, you could have a bad situation. You could not have electricity \u2014 or too much electricity. A tree could cover your panels. A lot of these things could happen.\u201d<\/mark><\/em><\/p>\n\n\n\n Once he has the prospect\u2019s attention, Joe focuses on the benefits of moving forward \u2014 specifically with his<\/em><\/strong> company:<\/p>\n\n\n\n \u201cI pride myself on my experience. I don\u2019t just call myself a solar consultant, I call myself a serious solar designer. I understand the electrical. I understand the process. I understand the steps to make sure you get exactly what you were promised. And based on what we have here, you\u2019re actually a top prospect. You\u2019re paying so much money for electricity, and so much sun is hitting your roof. This is going to be a big benefit for you.\u201d<\/mark><\/em><\/p>\n\n\n\n He finally closes with proof.<\/p>\n\n\n\n \u201cI\u2019ve helped over 700 homeowners go solar. And I have a few in the neighborhood that I can actually refer you to. You can ask them about their experience with <\/mark><\/em>me<\/em><\/mark><\/strong> \u2014 and what their situation was like when going solar.\u201d<\/mark><\/em><\/p>\n\n\n\n Admittedly, not every installer can boast similar numbers. But if you have the reviews and ratings, you should absolutely flex them during the sales process<\/em><\/strong>.<\/p>\n\n\n\n Urban Sol Energy\u2019s Ashleigh Tatarcyk<\/strong> directly addresses some of the potential reasons the prospect\u2019s neighbor had a bad solar experience.<\/p>\n\n\n\n \u201cYour friends probably had a company that didn\u2019t build the system correctly. Or the installer only talked about offsets but not production. They also probably didn\u2019t understand the net metering regulations in their area so that solar could work more efficiently for them \u2014 instead of oversizing the system.\u201d<\/mark><\/em><\/p>\n\n\n\n Ashleigh then pivots to her company\u2019s bonafides. <\/p>\n\n\n\n \u201cWe use tools like Aurora to help us accurately design a system, to be able to see how much sunlight you\u2019re gonna get throughout the year, what the trees are going to do on your house. And that way, we can give you a correct analysis of what type of savings you\u2019re looking at. And if it at all looks good to you, and all those numbers are straightforward and right to the point, would it make sense to look at a solar report and see if it works in your favor?\u201d<\/mark><\/em><\/p>\n\n\n\n [Editor\u2019s note: Should Ashleigh receive extra points for the Aurora shoutout?]<\/p>\n\n\n\n Rivus Energy\u2019s Richard McCoy<\/strong> employs his trademark approach of honesty by verbalizing the prospect\u2019s worst fears.<\/p>\n\n\n\n \u201cI get it. And unfortunately, I\u2019ve heard that too many times. How scary would it be for you to spend $48,000 on a solar system and have someone sit in your living room and make promises about how it will eliminate your utility bill? And not only does it <\/mark><\/em>not<\/em><\/mark><\/strong> eliminate your utility bill, but you\u2019re actually paying more on top of that. Plus the system isn\u2019t working. And the company and sales rep aren\u2019t even answering their phones. What a nightmare of a situation.\u201d<\/mark><\/em><\/p>\n\n\n\n Richard also then pivots to show that all investments do have risks.<\/p>\n\n\n\n \u201cBecause these things <\/mark><\/em>do<\/em><\/mark><\/strong> happen, my company over the years has paid attention not only to our customers, but also to the industry. We\u2019ve built world-class processes to ensure 48-hour response times on top of our 25-year equipment and workmanship warranty \u2014 in addition to our extended warranty. I\u2019d love to be able to say these complicated electrical systems will never fail you. But unfortunately, they do \u2014 just like iPhones and BMWs. Nothing is guaranteed to be perfect.\u201d<\/mark><\/em><\/p>\n\n\n\n Finally, he also pivots to what his company will do if something should go wrong.<\/p>\n\n\n\n \u201cOur reviews, warranties, and ratings can guarantee that we will take care of you if you do have any of these situations. I\u2019m not in a rush to sign you up for solar today and install tomorrow. You can be patient, you can read reviews, and you can talk to our other solar customers in the area. We want to make this the right fit for your family. This thing is going to power your home for the next 40 years\u2026 We want to make sure we\u2019re designing the right system for you.\u201d<\/mark><\/em><\/p>\n\n\n\n Does your sales proposal highlight what sets your company apart from the rest? As we can see from the answers above, being able to show what makes your company a reliable partner is a key aspect of dispelling this objection. <\/p>\n\n\n\n To learn how Sales Mode can help you set your business apart, watch our webinar: How to Use Sales Mode Customization to Tell Your Story & Close the Deal<\/a>.<\/p>\n\n\n\n We hope you enjoyed this 5-part series on the most common confusions, questions, and myths that installers hear in the field. The Solar Objections Throwdown webinar<\/a> also includes an insightful audience Q&A at the end, with even more great insights about what it\u2019s like to be a solar installer in 2023 and beyond.<\/p>\n\n\n\n To learn more about the other objections and share them with your sales teams, click below: <\/p>\n\n\n\n Still hungry for more? Download the Solar Sales Objections Handbook<\/a> to get actionable strategies for 5 more of the most common solar sales objections.<\/p>\n\n\n\n See you for the next Throwdown!<\/p>\n","protected":false},"excerpt":{"rendered":" No matter how successful a solar business is, no matter how detail oriented, no matter what failsafes are in place, someday there\u2019s going to be a project that doesn\u2019t satisfy a customer. That leads us to our next guarantee: Unsatisfied customers always tell others about their bad experience, and at some point you\u2019re going to […]<\/p>\n","protected":false},"author":6,"featured_media":6193,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"post_topic":[72,52],"class_list":["post-7606","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry"],"acf":[],"yoast_head":"\n\n
How Aurora can help<\/h3>\n\n\n\n
![\"\"](\"https:\/\/aurorasolar.com\/wp-content\/uploads\/2023\/03\/Sales-Mode-Customization-CTA.jpg\")
<\/a>In closing…<\/h3>\n\n\n\n
\n
![\"Cover](\"https:\/\/aurorasolar.com\/wp-content\/uploads\/2022\/11\/Solar-Sales-Objections-Blog.png\")
<\/a>