Homeowners get a lot of solar calls, and many of them have learned to hang up on the first sentence. The setters who book well sound like a neighbor with a reason to call, not a pitch. They qualify fast, and they don't waste a closer's afternoon on a renter with a shaded roof.
Qualify before you pitch
Before you talk about savings, find out whether this home can go solar at all. Three questions do most of the work:
- Do you own the home? Renters can't sign.
- What's your roof like? Ask about heavy shade and whether the roof needs replacing soon.
- Roughly what's your electric bill in summer? Your installer will have a minimum it works with. Ask them what it is and use it.
If any answer rules them out, thank them and end the call kindly. A no now saves a wasted appointment later.
The script
The question about who will be home matters. If the spouse who decides isn't there, the consultation usually ends with "we'll think about it."
Opening with the bill
If the lead came from an ad about energy costs, open with the bill instead:
Rebuttals
| They say | You can say |
|---|---|
"I get these calls all the time." | "I'm sure. You asked us specifically, so I'll keep it short. Do you own the home?" |
"Solar's too expensive." | "That's what the consultation is for. You'll see the cost and the savings side by side for your house, and decide from there." |
"Just email me the information." | "I can. The numbers depend on your roof and your bill, though, so a general email won't tell you much. Can I ask two quick questions first?" |
"I need to talk to my husband." | "Of course. Let's pick a time when you're both home so he hears it first-hand." |
"We might move in a few years." | "That's worth raising with the consultant. They can tell you how solar affects a sale in your area." |
The confirmation call
Call the evening before the appointment. A cancellation found the night before can be refilled. One found when the consultant is already driving can't.
If you book a lot of appointments, automate it. Adoptiv's appointment confirmation call flow reads out the slot and lets the homeowner confirm, move or cancel with one key press.
Text reminders
Send a text right after booking and another the morning of the appointment. Keep them short:
With text steps in a sequence, the reminders go out on schedule and replies land in the same thread your setters work from.
Setter metrics worth tracking
- Dials and contacts (calls where you reached the homeowner).
- Set rate = appointments booked ÷ contacts.
- Show rate = appointments that happened ÷ appointments booked.
Show rate is the one to watch. A setter who books a lot of appointments that don't happen is costing your closers time.
Calling bought solar leads
Solar leads are often sold to several installers, so the first company to call usually wins. Call within minutes, and screen every number first. Adoptiv's compliance screening checks the federal Do Not Call list, known litigators and your own list before each dial. See how setter floors use it on Adoptiv for solar.