Objection #3
“We’re Retired and on a Budget”
Many retirees may be hesitant to go solar because it’s a long term investment and they may have a low fixed income to work with.
A common objection you’ll hear from this group is:
“We’re on a tight budget now that we’re retired, plus I don’t think we’ll even be alive anymore by the time the solar is paid off.”
Obviously, whenever any investment is put in the context of life or death, it can quickly become a sensitive issue. Here’s how to handle this tricky objection…
If the electric company were to call you right now and say, ‘You have been such amazing clients for the last 20-30 years, we decided to lock in your current rates for the rest of your life.’ What would you do?
“Solar Joe” Mousakheel CRO of The Solar Academy
Solution #1
Save Now and in the Future
With no money down, a financed solar energy system may actually provide financial relief for homeowners because they are able to lock in low, fixed rates.
Sell the benefits of cost certainty
“Well, that’s why solar makes even more sense for you. As you said, you’re retired and you’re on a fixed budget. You want your bills to be the same every month, right? All we're doing is taking a bill that you are already paying every single month — and goes up on average 4-5% per year — and giving you a fixed price point that will never go up with zero money down out of pocket.” 💡 Lily Valdez, co-founder of Women United by Solar
Explain it clearly
“If the electric company were to call you right now and say, ‘You have been such amazing clients for the last 20-30 years, we decided to lock in your current rates for the rest of your life.’ What would you do? And they always say, ‘Yeah, why wouldn’t I do that?’” ☀️ “Solar Joe” Mousakheel, CRO of The Solar Academy
Solution #2
Sell Solar As an Asset
Kindly bring up inheritance
“Most of the time, the kids will inherit the property. So you can talk about how you’re actually also increasing the value of your home for them.”
🪄 James Ramos, Founder of Solar YOUniversity
Although it’s not always a guarantee, homes with solar energy tend to sell both faster and for more money. By increasing the home’s value, property heirs can then choose to live in a home with fixed electricity bills or sell it at a higher price.
Solution #3
No One Can Predict the Future
Make it personal
“You or I may not be alive in a few years, then what’s going to happen? Your spouse is going to be protected. You’re helping them, you’re saving them so that if something does happen now you can feel good knowing that they’re protected into the future."
☀️ “Solar Joe” Mousakheel, CRO of The Solar Academy
Solution #4
Or, Pivot to Referral Sales
Don’t forget friends and family
“If somebody is 85 years old and they are not paying any federal taxes, when solar will add 20 or 30 dollars to their bill I will be honest. ‘I don’t think solar is a good fit for you right now, but I do think it's really great for your friends and family.’”
✨ Ashleigh Tatarcyk, Owner of Urban Sol Energy
By enrolling retirees into an ambassador program, you can still help those late in life earn cash for every person they refer to your company that decides to go solar.
In Sales Mode
In Sales Mode you can use the built-in charts to present this information to homeowners in a way that anyone can easily understand, and adjust on the fly if they want to make changes.