The best time to introduce an affiliate offering is after a successful sale / installation

‍

• The reason bringing forward an offering after a sale is completed is so effective, is because there is now established trust in your company and its delivery based on fulfilling a promise between the sales rep and the customer. Trust translates, and if a customer is willing to trust you with one important aspect of their home, the likelihood they will work with you on another is increased greatly.
• There are many ways to introduce an affiliate offer following an effectively introduced sale, but typically it works best if its being brought forward as a result of having made the choice to trust you with a service already,

‍

example:

Hey, we just wanted to thank you for choosing to trust us in servicing your home, when families get their (roof/service offer) done with us, we bring them into our partner program which allows them to access off market deals for other associated projects. I noticed you guys haven’t chosen to go solar yet, are you open to the idea of solar, or is there anything you don’t like about the idea?

‍

‍

‍

1. Questions!

Open —>

Objection —> (handle 1) Totally understand, if it wasn’t for X, is there anything else that would stop you from looking at whether it makes sense?

(option) Real objection gets flushed out: (repeat - handle 1)

No —> “Perfect, the cool thing about what we do is that concern doesn’t apply with how our partners introduce solar.”

“Most people want information so that they can made their own decision, we can do a complimentary energy savings report that will tell you how much you save, and whether your home is a good candidate, if it is, the utility bill that goes up every year would go away, so its ZERO now… and instead you’d have a fixed payment with solar that never goes up and eventually goes to zero, if  that’s something you could do, do you see any reason it wouldn’t make sense to get more information?”

‍

‍

Smooth Sailing to Commission:

If looking to refer instead of set appointment:

“Cool, I’ll throw you in a group text with one of our partner energy specialists and they can schedule a time to go through the info with you.”

If looking to set appointment:

“Cool, I’ll throw you in a group text with one of our partner energy specialists, but for starters, they have a couple pre-qualifications, clearly you guys own the home so thats good… do you guys have any plans to move in the next 2 years? okay perfect, and credit score still healthy above 660?awesome, and I know schedules can be a little all over but when are you both typically together… like off work hours? okay so if we scheduled them to bring the report would tomorrow @X work to have you both present?… okay sweet, it’ll probably be 20 minutes to cover the energy report, but the energy specialist will stick around to answer any questions after!”

(Note, typically aim to schedule within 48 hours, any longer and fallout in appointments increases drastically)

“So just to recap I’ll send out a group text, and I’m sure they’ll call to confirm the time before coming down the day of the appointment!”

‍