The Foundations of Trust

The definition of trust is a firm belief in the reliability, truth, ability, or strength of someone or something. As solar installers, when we approach a homeowner, we’re very likely approaching someone who doesn’t have that “firm belief” to trust us.

According to Aurora’s research, 27% of homeowners said that solar installers reaching out can feel “spammy.” A big reason for this feeling can be attributed to that lack of trust.

The Elements of Trust

There are three main elements we need to create trust:

  1. Transparency
  2. Reliability
  3. Credibility

Even if we know we have all three of these qualities in our business, when we approach a homeowner, we are essentially starting at zero.

It’s our job as a solar sales person to communicate those elements throughout our sales process. (And no, it’s not good enough to just say “trust me, I’m credible/reliable/transparent.”)

As the saying goes:

"Show, don't tell."

Building trust is key to closing the deal.