GID Canvass Orientation
Why We Ask The 3 Questions?
Overcoming Objections - offer new information for homeowners to make new decisions
Common Objections
With all these you can use these scripts below.
- I'm not interested
- I can't afford it
- Leave me some information
With all these you can use these scripts below.
- I understand how you feel, can I just ask a question?... Have you heard about the federal tax credit?
- Well it’s a 10% efficiency tax credit the government gives for energy efficiency improvements on the house. We are just showing people how that works. Is the week day good for you for would you like a weekend appointment?
- I understand how you feel, can I ask you a question?... Have you heard about the $1,000 APS rebate program?
- APS is offering up to $1000 to make energy efficiency improvements to your home like putting more insulation in your attic and sealing your ductwork. Is the week day good for you for would you like a weekend appointment?
- I understand how you feel, the folks down at XXX address felt the exact same way. After they spoke with us they found we had a great solution for them.
- I understand how you feel, the folks down at XXX address felt the exact same way. After they saw an energy audit done on their home they found we had a great solution for them. With that in mind are mornings or afternoons better for you?
- Well I’ve talking with a lot of your neighbors at [Arrowhead Ranch] and they’ve all been complaining about their hot bedrooms in the summer and high energy bills they pay to APS. We are just showing people affordable solutions to those types of problems. So with that in mind, would the morning or afternoon be better to have our BPI certified technician come by to do an energy audit on your home.
Other Questions to Ask
- No problem can I ask you a question?
- Have you done any upgrades to reduce your energy bills?
- Who did the work
- How long ago was it
- Compliment them on the work
- When you are ready, what’s going to be the next project on the house?
- Have you heard about the $1500 energy tax credit?
- Do you know how that works?
- Have you done any upgrades to reduce your energy bills?
Past Items To Review
Script StrategyPlease memorize before you go out on your first appointment. It should come naturally to you so you can improvise, handle objections and be creative to set appointments rather than trying to remember the script.
Our goal with every homeowner is to get our pitch across by spacing our words out strategically and almost running your sentences together and pausing during the middle of a sentence. It is a subtle difference but it allows you to direct the conversation rather than giving the homeowner a chance to interject before they hear the pitch. Then getting creative by asking probing questions and being forward will help you schedule more appointments. ScriptPitch 1
Survey Hi, I am in the area to promote the APS energy audit program. We recently were at your neighbors down the street and performed an audit sponsored by APS and would like to ask you a quick 3 questions survey. Do you have a minute? OK great
Thank you. Would you be interested in a no obligation home energy audit while we are in the area? It’s usually $99 but we are offering a free 41 point check up with a BPI certified technician. And what we do is perform a pressure test of your ductwork to measure the leakage at each register, we measure the airflow and room pressures to make sure your ducts are is balanced and we will be able to tell you exactly what’s causing your rooms to get hot in the summer; we will use a thermal camera to look at the insulation in the walls and the ceiling and do a full attic inspection. And then all the data we collect then goes into an energy model of your home and we’ll give you a report that shows the cost savings for each upgrade. So you have a roadmap to fix those hot rooms and reduce your energy bills. Is that something you would be interested in?... great I have Friday at 9 am open, would that work for you? Pitch 2 I was wondering if you had the same problems as your neighbors? Hi, my name is _________ and I’m not here to sell you anything we are just in the area promoting APS’s energy audit program. Have you heard about the APS energy audit program? OK well we actually just did an audit on a neighbor’s home and we find that home’s built in the 1990’s by the same builder have the same kinds of construction defects. Was your home built around 1997? OK and
What we do is perform a pressure test of your ductwork to measure the leakage at each register, we measure the airflow and room pressures to make sure your ducts are is balanced and we will be able to tell you exactly what’s causing your rooms to get hot in the summer; we will use a thermal camera to look at the insulation in the walls and the ceiling and do a full attic inspection. And then all the data we collect then goes into an energy model of your home and we’ll give you a report that shows the cost savings for each upgrade. So you have a roadmap to fix those hot rooms and reduce your energy bills. Is that something you would be interested in?... great Would Friday at 9 am work for you? |
Audio Sample Recording
Phone Apps to Download
Questions You May Get From HomeownersHow long does it take?
2-3 hours What company are you with? Green ID, we have an A+ rating with the BBB, we are an APS, SRP and Rosie On The House Certified contractor and we have great reviews on Angie’s List and Yelp. Do I have to pay anything? It is $99 but because your home qualified we will bring out a $100 VISA card to make it a free inspection. Our technician will come to analyze the home, bring the $100 VISA card and then we will present you with the report and results. Is the free audit just good for today? You can call our office at 602-926-1650 and use my name, “Chris”, as as the promo code when you book the audit, otherwise it will be our usual $99 Important Tips
| ||||