Why speed to lead changes solar sales performance

▶ 0:00Bing. Hello, Mr. Smith. I saw you looking to help the environment and you inquired one of our solar and battery quotes today. Yeah, I know, I know. Awfully quick, aren't I? I'm like, I'm too trigger happy on the phone. Yeah, I know, I know. How can I help? That, hello, that is how fast you should be dealing with your leads, okay? Now, so today we are going to talk about speed to lead, right? And we're going to talk about speed to lead, right?

▶ 0:29We're going to talk about it because it has such a huge impact on your lead to call rate, okay? And your overall survey rate and your overall close rate as a result, okay? So we have clients, we have clients, well, groundbreaking discovery. We have clients that are getting on the phone with as high as 89% of the leads that we generate. 89%. I mean, we also have clients that are closing as high as almost 20% of the leads that we generate, like closing as high as 20% of the leads we generate. But that doesn't

▶ 0:59doesn't happen if they don't get on the phone with a very, very high proportion of the leads that they generate. So how do they do it? How do they get on the phone with so many of the leads that they generate, which all, by the way, are coming from meta ads, Facebook ads, that people shun to be unqualified, low quality, things like that.

▶ 1:17Two things. They call the lead incredibly quickly, like I demonstrated with this TV. Incredibly quickly. So often the best performers have one or multiple people that are solely dedicated to calling leads. And there's a fantastic example from Alex Almosi actually. So there was a guy that hired someone for $60,000 a year or about 47,000 pounds a year. And their sole job was to call leads the second they came in. They had no other responsibilities in the business. Not a single thing. Like they would literally sit there doing nothing if there were no leads coming in.

▶ 2:00And that business was generating two or three leads a day. So their whole job was to call two or three leads a day. And what that equates to is that business owner was spending anywhere from, I think, 60 to about 100 pounds per call that was made. But they were closing 50% of the leads. 50% of the leads, right? So you can imagine how valuable that is, right? So the first thing is the speed to the lead, okay? And that's why some of our clients actually have skeletal staff teams from 5 to 8 p.m.

▶ 2:34Some of our clients turn up at 8 a.m. to try and catch people before work. Some of our clients call on weekends, specifically Sundays, send to work quite well. All of our clients have notifications for when a lead comes in so they can just get on as quickly as possible. Now, second thing is how many call attempts you have. So you've called them very quickly back. And then maybe you didn't get through. How many call attempts are you going to make?

▶ 2:56So our best clients, again, they will call six times over the first two days. And then they'll call once per day for the rest of eternity. You know, probably for the rest of that week, right? The rest of maybe another three, four working days, etc. That's important because people are busy. People have lives that get in the way.

▶ 3:15And if you fundamentally believe that you have something of great value to offer someone, which as a solar and solar renewables energy provider, you do. Just hands down, you do. Then make the call attempts. Put yourself in the prospect's shoes. Like maybe you're at work or you're on a call. You just let the phone ring.

▶ 3:33You don't know whose number it is and you don't call them back because it's not the highest thing on your priority list. And then the phone rings when you're in the car and you've got nothing else to do. You pick it up. And that's what happens when you make multiple call attempts at different times of the day, right? And people actually want to be called.

▶ 3:50Like if you're putting your information into one of these ads, if the ad is positioned in the right way and not positioned like you're going to get an instant call or something like that, then these prospects actually want to speak to you. And it's your job to get to that point. It's not their job to call you. A lot of people confuse that because they'll try one call attempt and they'll send a message and they'll just wait and hope for the best.

▶ 4:13And they think that if it's a really high quality prospect, they'll call them. But people are busy and sometimes you just have to kind of interrupt them a little bit. And if you're generating leads in the right way with the right kind of ads, then they won't mind you interrupting them because they registered interest for a good reason in the first place.

▶ 4:30So a little video on speed to lead because any installer can implement this for free. You can do it yourself or you can hire someone to do it and it's going to massively increase all of your progression rates. Because if you increase your close rate, that is only increasing that one metric, your close rate. If you increase your call to survey rate, then you're not only increasing your survey rate, but you're also increasing your deal rate.

▶ 4:55If you increase your lead to call rate, you're increasing not only how many people you get on the phone with, how many surveys you have and how many deals you close. So it's one of the most critical things that you can look to increase. Like a 20% improvement could be doubling your business, right? It could be huge. So yeah, that's all for today's episode.

▶ 5:15Cheers.