Njr sunlight advantage plan sales training
- 1. North American Power Opportunity Presentation New Jersey Natural Gas SunlightOffering in Renewable Energy Advantage Plan A Revolutionary HTTP://www.FreeEnergyBrokers.com
- 2. About the Opportunity • $30K to $40K Solar Systems @ ZERO cost or fees for the Homeowner! • “Approval” is really predicated on the residence itself more than the homeowner, tree shade free, non-dilapidated, roof with usable sq footage. • Created & Installed by the New Jersey Natural Gas (NJR) Public Utility (huge name recognition) They have committed $1 BILLION $ to NJ homeowners. • The Customer makes significant savings or we don’t do the deal. • 100% Free equipment, installation, maintenance, servicing & monitoring. • “Best Deal Guarantee” (the proposal we give them will be the best available in the marketplace by far or we’ll GET it for them) • Available for New Jersey Homeowners only (residential single family properties with the exception of Churches, Schools and Firehouses) • Terms typically include a minimum 40% reduction on cost per kWh (as Utility Co.’s raise their rates each year the savings increase) • Terms guaranteed in writing and fixed for 15 years
- 3. About the Opportunity • At the end of the term the homeowner has the option to keep the system or have it removed at the Utility’s expense. •The Solar Array raises most property values by $15-$20,000! If the homeowner moves during the term the Solar Lease CAN transfer to the new owners and the current homeowner can get another, free installation if they buy a qualified property. • Free Energy Brokers is Honored to be a NJR Sales Channel Partner
- 4. The Sales Process A lead has been generated….Now what do you do?? • If this is a self-sourced lead then a conversation needs to occur that gives the prospect enough information but not TOO much. “ Did you know “ or “Are you aware” of the Program sponsored by the NJ Natural Gas Public Utility? Well the Utility has funded a Billion Dollar Grant program to offer FREE Solar Panel Systems for NJ Homeowners!” • A Company Generated lead will come already explained and “pre-sold”
- 5. “Is this real?” – The Vetting 1. Customer testimonial Video: - go to You Tube and search for “New Jersey Natural Gas Solar” & 1st one has this logo: 2. NJR Press Release: NOW 4000 Solar Installs & Counting! http://www.njresources.com/news/releases/2012/njrcev/12-33SunlightAdvantage1000thCustomer-Final.asp 3. Social Media & Major News Publications: - YouTube (New Jersey Natural Gas SOLAR) - Google+ (New Jersey Natural Gas) - Facebook (Fan Page & Lead Capture pages) - Wall St. Journal, Fox News, CBS, NBC, CNN, etc
- 6. The Sales Process: Step-by-Step (Program sells itself….No Need for High Pressure Sales) 1.Look up Property Address in BOTH Google Earth AND Bing Maps, verify with the prospect that the property on both maps is the subject property. (save and/or print both pictures…you’ll need them for the file. 2.Request and collect a copy of the Utility Bill and a printed copy of the Annual kWh usage from the utility co right away. JCP&L is the only utility Co. that puts the annual usage ON the bill so the prospect needs to call right away and request their annual kWh usage if they’re with another co. (Have them get the verbal, annual usage right away) 3. Email the two pictures, the property address, the bill and annual usage to: [email protected] and put the word “Prospect” and the property address in the subject line along with your name. 4.Once we have that information we can determine whether or not we have a viable address and create a proposal for the homeowner and/or a counter-offer. 5.Contact Prospect and set face to face appointment to discuss the Proposal. Give them verbal “highlights” of the proposal such as: “I’m glad to report that NJR can offer you the entire solar system FREE & your estimated, minimum savings are $21,675.00” Set a date and time as soon as possible and preferably within 24 to 48 hours. Set the expectation that all “decision makers” must be present (whomever is on the property’s deed) and that they’ll need the following paperwork: -utility bill -physical copy of annual usage -tax bill -Homeowners Ins Dec page -copy of property survey (this is located with their mortgage paperwork) 6. Attend the appointment, be early and dress nicely (not TOO nicely..don’t wear a suit)
- 7. The Sales Process – Continued 7.You will need to bring the following to the appointment: -The Proposal/contract -Consumer Checklist -Auth for Consumer Report Form -Any Utility specific Documents (You will be provided with the contract paperwork and all file related paperwork to take for signatures) 8.You will need to take photographs of the following: -The Electric Panel (2 Pics: Zoom in on the brand of fuse box & get a picture of the box OPEN) -The Attic Beams -Pictures of the House (front, back, side and anywhere panels are to be installed -The Electric Meter -The circuit breaker/fuse box – if separate from main power box. 9.AFTER THE APPOINTMENT: -you need to be available for ANY questions or concerns the customer may have -Ask for referrals: Friends, Family, Neighbors. Tell them about the “Friends & Family Referral Program” – Any customer referrals that turn into closed sales are worth up to $100 10.Back-Sell Deregulation Product(s): $30-$50 BONUS for our Sales Professionals. -We also offer Electricity/Natural Gas deregulation products. There is no contract for the customer, the rate is lower than the utility and there’s a $75 rebate for the customer just for trying out the service for 3 months. Have them enroll on the spot and complete the TPV call.
- 8. File Integrity & Submission • ALL original, signed documents are needed for submission to NJR • Scan/Email a copy file to [email protected] • Send original File via UPS Ground to: 40 E. Main St. suite# 239, Newark, DE 19711 •CUSTOMER SERVICE PHONES FOR ELECTRIC UTILITY • JCP&L 1-(800)-LIGHTSS • PSE&G 1-(800)-436-7734 • ATLANTIC CITY ELECTRIC (ACE)1-(800)-642-3780
- 10. Sample Google Map Picture