The countdown to EOFY is on! Time to close out those deals.
Here are our top tips to help you close a few more deals – and get that bonus!

1. Fire up your pipeline
EOFY is the perfect excuse to revisit and recharge some of your lingering leads. These are the ones you’ve already put the hard yards in with, who have their proposed solution ready to go and all their objections addressed but are yet to make that final decision.

Call them and use the tried and tested assumptive close to finally push them over the line. On the phone, discuss possible installation dates with them. Stop using “if’ and start using “when”; everything in your manner and language should imply that the way forward is as obvious to them as it is to you.

Read more: Fire up customer leads

2. Workshop stalled deals
Sometimes you just need a fresh pair of eyes to review some of your stubborn leads and help you brainstorm closing strategies.

This is where you can take advantage of being a Smart Ease Channel Partner. Our sales directors help move through hundreds of decarbonisation deals every month, of various sizes, with various contexts and complications. We’re always happy to jump on a call with you and workshop some of your stuck deals.

3. Mine your existing database
It’s a lot easier working with existing clients than winning new clients. Have you thought about revisiting some of your previous clients and offering them equipment to supplement their existing system?

For solar customers, perhaps you could propose a battery system or even an EV charger? Offer them an audit to see where they could be more energy-efficient. If they’ve worked with you once, they’ll be more likely to want to work with you again.

4. Freshen dormant leads
Remember that customer you were speaking to about rising costs? And remember how they weren’t quite convinced on creating a natural hedge by installing solar?

Business circumstances change all the time. Those prospective customers may now be in a position where they need to desperately take a control of their operating costs. As a result, they may be much more open to your message.

5. Turn cost into your leading selling point
The number one objection prospective customers always raise is cost. The usual approach to this objection is to either wait for them to figure out their finances or mention different payment options that might help solve the cost issue.

There’s a better way to do it.

Integrate Payment Plans into your pitch. Payment Plans allow your prospects to install their decarbonisation equipment with zero upfront spend. Even better, 90% of the time, their monthly repayments are lower than their electricity savings and installing their system puts them in a cash-flow positive position.

Installing solar is an easy sell when it’s paying for itself and freeing up extra capital.

Read more: Close more deals with this killer sales hack

We’d all hoped for a smoother entry into 2021. But after multiple snap lockdowns, uncertain times look likely to continue for some time. 

So how do you give your customers the confidence to invest in energy-efficiency equipment right now?

We’ve come up with three powerful talking points to help you reignite conversations with your customers.

Talk point #1 – Conserve capital and pay less for power

When businesses are more cautious with money, the financial benefits of getting solar equipment on a payment plan really shine through.

Many of your customers may not understand that on a payment plan, they can conserve capital and still get energy saving equipment. On top of that, they will reduce their electricity overheads.

Here’s how you could break it down for them.

Getting energy-saving equipment on a payment plan means:

1. The equipment gets installed without having to pay upfront.
2. Pay for energy-saving equipment in manageable monthly instalments over time (helping with cash flow).
3. The new electricity bill is slashed because of the new energy saving equipment.
4. Typically the sum of the new lowered bill and the monthly payments is less than the original power bill.

Talk point #2 – Tax deductions – it’s huge!!

The vastly expanded instant-asset write off scheme announced by the Government last October means businesses and organisations may claim the full value of their energy saving equipment. There is now no limit on the number of claims may be lodged, or the value of the equipment.

If your customer pays for their equipment on a loan payment plan, they literally can get equipment without paying a cent upfront as well as an instant tax deduction.

The Scheme expires next year so your customers need to get on to buying equipment right now.

Talk point # 3 – Forget the talk, just show them your proposal

When you include a payment plan in your proposals you remove the objection of “I can’t afford it”.

In smaller manageable chunks, the equipment cost is always going to be much less daunting for your customer. The pitch becomes, “you can either purchase the system for $80,000 or $1,195 per month over 7 years”.

What’s more, using the Smart Ease platform, you can take advantage of getting the application approved and signed while onsite with the customer.

In essence, you are clearing the way for your customer to make a decision because they have information at hand, and paperwork mostly completed.

We have many more tips and ideas to help you open up stalled opportunities. So talk to us. Contact your account manager direct or via 1300 795 695.