PROSPECTING SCRIPT

Hi is John there?

Hi John. Matt Henry, calling from Green Energy Solutions, regarding the current
rebate for solar electricity? Just checking to see if you’ve had your free quote
done yet.

Okay, great! Just a couple of quick questions, to make sure you qualify:

1. Now, you are one of the homeowners there, correct?

2. And are you currently an Australian citizen or legal resident?

3. And what’s your average electric bill each quarter, just a ballpark?

4. And would cutting that bill down to zero and getting a $7,500 rebate from the
government be something you’re interested in?

Excellent! Well, that’s exactly what we do here at Green Energy Solutions. We’re
one of the top solar energy companies in the entire country—working with homeowners
all across Australia—to help them literally wipe out their quarterly electric bills
with our government-funded program.

1.! Now, how long have you actually lived in your current home?

2.! And do you own the home with someone else, like either a spouse or a
partner?

3.! And have you ever considered going green before, or is this the first time?

Okay, great! Well, based on everything you just said to me, this is definitely a
perfect fit for you. If you have sixty seconds, I’d like to share the program with
you. Got a minute?

Okay, great! Now, real quick, what we do here at Green Energy Solutions is we’re
basically a one-stop shop for converting your home to solar energy. And what I mean
by that is we handle every aspect of the job—from installing the roof-panels, to
wiring the energy right into your electric box. All you have to do is sit back and
let the sun do its work, and you kiss your quarterly electric bill goodbye. Make
sense so far?

Okay, excellent. Now, what’s even more compelling is that the government has
actually issued a mandate—forcing utility companies to get at least 25% of their
energy from clean sources, like solar power—so companies like Big Electric Company
and Bigger Electric Company are now being forced to buy back energy from
homeowners, who have solar power installed, at a 300% markup. In other words, our
system is so efficient that you’ll actually have more energy then you can use, so
we set it up to automatically send the excess back to the grid, at 3 times what
you’d pay for it. So, basically, Big Electric Company—or whoever your local
electric company used to be—will now be getting a quarterly bill from you, instead
of you getting one from them! Not too shabby, right?

Exactly! Now, getting the system installed is very simple. It’s just a question of
some basic information to get the application going, and then we handle everything
else for you. And believe me, John, if you’re even half as thrilled as the rest of
our customers who’ve made the switch, the only problem you’ll have is that I didn’t
call you six months ago and get you started then. Sound fair enough?
(If he says, “Yes,” or, “How much does it cost?)

Okay, well, let take me you through it step-by step. It’s very simple.
Now, we actually have seven different systems we offer—ranging from a 1.5 kilowatt
system, which is good for a very small home with a low quarterly electric bill, all
the way up to a 10-kilowatt system, which we sell mostly to our commercial clients,
who have massive energy needs.
Now, based on everything you’ve said to me so far—including the size of your home
and, even more importantly, the size of your current electric bill—what I recommend
is that you start off with the 3-kilowatt system, which is what most people in your
situation do, because it generates more than enough power to wipe out your electric
bill, and then it actually gives them a small monthly profit from selling back the
excess power to the electric company. Make sense so far?

Now, the actual cost of the system is $22,490, but here’s where the government
rebate makes this deal a no-brainer. You see, the government is actually kicking in
$8,590, right up front, to incentivize homeowners into going green, so that
immediately knocks down the cost to $13,895—of which you can put down as little 10%
– $1,390 – although most of our customers put down 25%. Of course the choice is
yours; I’m just laying out all the options for you.

Now, the rest of the system is financed, interest-free, by the bank over a period
of thirty months, which serves as yet another incentive into going green.

So, all in all, the way it washes out is your monthly payment on the system will be
basically the same as your current electric bill, so they cancel each other out.
And then, after thirty months, you’re completely in the clear, because your system
is fully paid off, and you still have no electric bill. So while your neighbours
are busy kicking and screaming about the 62% increase in their electric, you’ll be
laughing all the way to the bank, because you’ll actually be getting a check back
from the electric company each quarter, for the excess energy you’re selling back
to the grid. It’s a truly beautiful situation. You see what I’m saying?

Exactly! And like I said before, all you have to do is come up with the initial
down payment, and then the government steps in and makes the whole thing
affordable.

Now, getting the system installed is very simple. It’s just a question of some
basic information, to get the paperwork going, and we handle everything else for
you; you don’t have to lift even a finger!

And believe me, ______________, if you’re even half as pleased as the rest of our
customers who’ve made the switch, you’re going to be totally, totally thrilled.
Sound fair enough?

OPENING

Hi it’s Chris from Green Energy Solutions, can I speak with John.

Hi John, you were speaking with a consultant from here about wiping out your
Electricity bill using solar power and I wanted a call back and explain how we can
help and to go through the finer points of it?

Great!

Well, we’re basically a one-stop shop when it comes to solar power. We can do every
aspect of the job from start to finish and most importantly make it all very easy
to understand. We have been in the business since 1961, so we have a wealth of
experience and we’re currently Australia’s number 1 supplier of solar systems. So
you’re in good hands (joke and laugh).

Can I ask what you’re currently paying per quarter for your electricity? Ok, well
based on that I can tell you we have systems that will not only wipe your bill out
completely but also give you spill over that you sell back to the grid at a more
than a 300% profit!!!

A lot of people lately are using solar power as an investment because the energy
companies are legally required to supply the public 25% of all energy as clean
energy, like you’ll be producing. So when you have excess energy not being used, it
automatically goes back to the grid and the energy companies give you a cheque
every quarter for the amount. You buy electricity in the form of kilowatts for 16
Cents per kilowatt and sell it back for 52 cents. So the electricity company will
be getting a bill from YOU instead of the other way around (joke and laugh).

I’d imagine that you’re probably not fully aware of all the benefits that come from
having a solar system are you?

Well the biggest benefit is not having to pay an electricity bill ever again
(provided you get the right system), after that you have the feel good factor that
you’re doing your part in a big way for the environment as well as the system
adding great value to your home. All homes in Australia must have an energy
certificate before being sold. The worse the energy rating the lower the property
value!! A solar home not only adds value, but it also makes it much more desirable.

Did you know electricity costs have gone up an average of 10% per year for the last
3 years!! 11% in 07’, 9% in 08’ and 11.2% in 09’....

The energy council announced earlier this year that between 2010 and 2011
Electricity will go up a staggering 62%, so in 18 months time your bill will start
to look like extortion money (joke and laugh)...

The good news is the government and the energy council are strongly pushing people
to “go green” and get a solar system before all this happens. They will be paying
for nearly half of all costs associated with getting a system. We don’t know for
how long this scheme will be around, but what is certain is prices will rise and
people will be forced to go solar regardless, so getting the government to pay over
half for it today is better than continuing to pay your hefty electricity bill and
then having to pay full price for a system in 18 months.

The government has a habit of stopping rebate schemes without notice, however the
promise that has been made with this offer, is any signed contracts that happen
before or on the date they stop it will be honoured.

Now providing it’s all affordable, does this sound like something you would want to
do?

Great!

(Ask questions about their roof, etc. and go into costs, deposits and payment
plans.)

Close

FIRST REBUTTAL

Well, let me ask you a question. Does the idea make sense to you? Do you like the
program?
Exactly! In fact, it’s one of those rare occasions when you make a move that’s not
only in the best interest of your pocketbook, but also helps the environment. So,
in that sense, it’s a win-win situation for everyone. You follow what I’m saying?

Exactly! And let me say this: strictly on a dollar-for-dollar basis, the true
beauty of switching to solar, right now, is that between the government rebate and
the interest-free bank financing, your monthly cash flow won’t be impacted even a
bit. Your monthly payment for the system is offset by no longer having an electric
bill. Then, after thirty months, when you’ve paid off the system, it actually
becomes an income-generator for you, with the electric company sending you checks.
You see what I’m saying?

Exactly! And as far as your current electric bill goes, if you don’t make the
switch now, we both know that it’s going up dramatically over the next eighteen
months—by more than 60%, in fact! So that means your current quarterly bill of
_____________ will now be ___________,
which is absolutely ridiculous. You agree?

Exactly! But once you make the switch to solar, you’re no longer at risk for this,
and you’re protecting yourself financially for the long term. I mean, it’s a truly
incredible program. You follow what I’m saying?
Exactly! And let me just reintroduce myself for a second: My name is Dani, and I’m
a senior account executive at Green Energy Solutions. I pride myself on (fill in
the blank), and I know that if you’re even half as thrilled as the rest of the
homeowners I work with, you’ll give me tons of referrals down the road. And that’s
how I really make money.

And as far as my company goes ...

SECOND REBUTTAL