Solar reps who have said it all before the first door
A solar door is the longest pitch on the street: the approach, the bill, the kitchen table, the credit check and the spouse. Shadowpitch lets new reps practice every step out loud before they knock.
How a solar door goes
Five steps, each one a place a new rep can lose the sale. Each one is a play to practice.
The approach
Why you are on their street, in one breath, and a question about their bill before the word “solar”.
The bill
Their twelve months, added up together. The yearly number and how much it went up is the reason to change, not a savings percentage.
The kitchen table
From the porch to a table where the numbers can be shown, with a time set for the spouse who signs.
The credit check
What kind of check it is, who runs it, and a secure form the homeowner fills in themselves.
The ask
Both of them at the table, every question answered, and a plain question about whether to go ahead.
What your reps will hear
Each one with what a good answer covers, a strong answer and a five-minute drill.
A play, start to finish: reading the bill
The rep is at the kitchen table with the homeowner’s last twelve power bills on her phone. July was the highest, March the lowest. She knows it goes up in summer. She has never added it up.
It’s always higher in summer. That’s just how it is.
The homeowner
Let’s add it up together. Read me the summer months? So about twenty-four hundred this year. Do you remember roughly what it was two summers ago?
The rep
Why it works
- She reads the numbers, so the total is hers, not the rep’s.
- It asks about two years ago, because the increase is the reason to change, not the bill.
- No savings figure comes up until the bill is added up. A rep who quotes a percentage first gets stopped and runs it again.
What managers see
A solar class has a lot to rehearse before the first door, and most of it happens at a kitchen table a manager will never see. Shadowpitch puts each step in front of the rep as a play: the homeowner’s line, what a good answer covers and your best rep’s answer.
Reps keep the takes worth hearing, and their manager hears them. When a rep’s bill conversation and credit check sound right, the manager approves them for the field, and the best take becomes the one the next class hears.
Questions
What should a solar rep practice first?
The first ten seconds and the bill. Most solar doors are lost at the approach, and most kitchen tables are lost when a rep quotes savings before the homeowner has added up their own bill.
Can we load our own financing and our own terms?
Yes. The plays are your playbook: your financing, what happens when a customer sells, and the exact way your best rep explains the credit check.
How long does a solar rep spend practicing?
A play takes about five minutes. Most teams ask new reps for a few plays a day in the weeks before the season, and one or two a day once they are knocking.