Settings to use
Open Settings, Agent tab. Set Industry to Custom and Personality to Friendly: warm and easy going, still brief. Many solar leads were met at the door and are wary, and a light tone lowers the guard.
None of the built-in industries is solar. With Custom, the setter treats your questions and playbook as the source of truth, and on anything they do not cover it says it will check with the team instead of guessing.
Qualification questions
Paste these into Qualification questions, one per line. The setter asks one of these per conversation, the one it needs to book, then offers two times. A money question always comes last, which is why the electric bill question is at the bottom.
- Do you own the home?
- Roughly how old is the roof?
- When would you want this done by?
- What does your electric bill run in a typical month?
Objection playbook
Paste these into Objection playbook and replace anything in square brackets. On a real objection the setter first asks one short question to find the actual reason, once per conversation. The next turn it answers from your entry in one sentence and offers two times again.
- Cost: It depends on the roof, your usage and the incentives you qualify for. The assessment is where you get real numbers.
- Financing: The consultant covers financing options on the visit, with real numbers for your home.
- Want to think about it: Take the time. The assessment gives you numbers to think with, and you decide after.
- Bad experience with a solar company: Say that on the visit. The consultant will show you [what you do differently].
- Renting: [Your answer for renters, for example: The owner would need to be on the call].
A sample thread
What a booked thread looks like with these settings. Each setter line goes out as its own text. The lead wants her husband there, so the setter adds him to the invite.
- Lead: someone knocked on my door about solar earlier, wanted more info
- Setter: Good timing
- Setter: Do you own the home?
- Lead: yes, bill is like 220 in summer
- Setter: At 220 a month it's worth running the numbers. Wed 5pm or Sat 10am?
- Lead: sat works, my husband should be there too
- Setter: Sat 10am, locked in. We can add him to the invite
- Setter: Who do I put it under?
- Lead: Linda
- Setter: Thanks Linda. What's a good email to shoot the invite to?
- Lead: linda@example.com and add mike@example.com
- Setter: I'll send the invite to you both. See you Sat
What to leave out
Three things to keep out of your questions and playbook.
- Savings promises. The setter never says a result is guaranteed and never calls one customer's savings typical.
- Credit questions. The setter never asks about income, savings, debt or credit score.
- Financing detail you have not written down. A financing or eligibility question your playbook does not settle gets handed to your team.
Questions people ask
- What if both homeowners need to be on the visit?
- The setter offers to add the other person, and once the time is booked it puts their email on the invite. You do not need a playbook entry for it.
- Can the setter answer financing questions?
- Only from what your playbook says. A financing or eligibility question your playbook does not settle gets handed to your team, so read those threads fast.