How to Book Solar Appointments like a F*cking PRO!
How to Double Your Solar Appointment Sit Rate: Two Essential Tips
If you’re in the solar sales industry, you know one of the biggest challenges is getting potential customers to show up for their scheduled appointments. It’s frustrating to deal with no-shows, especially after investing time into booking those appointments. However, there are two powerful tactics that can significantly increase your sit rate. Today, we’re breaking down these tips to help you improve your appointment success.
1. Leverage a Follow-Up with a Promotion
The first key to increasing your sit rate is a follow-up call, but not just any follow-up. Use the element of curiosity to your advantage by mentioning a potential promotion right before hanging up during the initial conversation.
Here’s how it works:
After going through your standard sales script, casually drop in a remark like:
“Oh, by the way, I just found out our company is rolling out a new promotion later today. I don’t have all the details yet, but it’s usually pretty good. Can I call you back in 10-15 minutes once I have the info?”
This builds anticipation and gives the prospect a reason to wait for your follow-up call. It also keeps them engaged and more likely to answer when you reach out again. The trick is to have a ready-made promotion that works for your company. It could be something like $500 off, a few months of free solar, or a free thermostat — whatever your company approves.
When you call back, explain the promotion in a way that feels genuine and urgent:
“I just found out it’s going to be $500 off solar, but I’m not sure how long it’ll last.”
This sense of urgency creates a stronger connection with your lead, making them more likely to stay interested and confirm the next steps.
2. Build Pain to Solve a Big Problem
The second tip is about creating the right level of pain — the kind that motivates action. People don’t buy solar for fun; they buy it to solve a financial problem. However, many homeowners don’t even realize they have this problem, especially if they’re not paying close attention to their energy bills - which no one does!
In the follow-up call, after you’ve shared the promotion, ask deeper questions to help them recognize their financial pain. For example:
“You mentioned you’re paying about $200 a month for electricity. How long have you lived in your home?”
“Were you paying that same amount 10 years ago?”
“Do you think your bill will go down in the future or keep going up?”
Asking these questions opens the homeowner’s eyes to the rising costs of electricity. You can even use their own answers to drive home the point:
“Oh, so your bill has doubled over the last 10 years? If you’re staying in the house for another 10 years, do you think it could double again?”
By bringing this pain to the surface, you’re giving the homeowner a concrete reason to show up for their appointment — because now, they recognize they have a problem that needs solving.
Closing the Deal
Once you’ve established the promotion and highlighted the financial pain, confirm the appointment one more time:
“Hopefully, our solar professional can help you out during the appointment. I can’t promise anything, but it sounds like you’ve got a real problem here. I’m sure they’ll do their best to try and get you approved.”
By following this strategy, you’re building anticipation, addressing real concerns, and giving your prospect a reason to follow through with the appointment, whether you’re purchasing solar appointments, or booking your own with our aged solar leads. These simple tactics — a well-timed promotion and a conversation that exposes financial pain — can easily double your sit rate.
Conclusion
If no-shows are hurting your solar sales, try implementing these two strategies in your appointment-setting process. By creating a sense of urgency and helping your potential customers recognize their financial pain, you’ll increase your chances of closing more deals and building stronger relationships with your leads.
-Peter Roth