“Probably the number one reason people buy is that they got social proof or social bias. It just works.” - Seth Godin

Last one, social bias. I use this framework all the time. We finally just closed the deal up in a neighborhood where nobody's getting sales. Like if you guys ask, “Mike, how in the world do you take and go close neighborhoods and make a ton of money?” This is how I do it.

Social Proof

Probably the number one reason people buy is that they got social proof or social bias. It just works. So what it is, is sales rep, customer. You're like, look at those happy people. Why do you think beer commercials have hot chicks? Ah, you want the good life? You're gonna have to drink some beer, right? You see all these people that have diseases and they can take these pills and then everybody's like happy on the screen, right? They're trying to convey that it creates social proof. I take and I'm like, look at so-and-so. They got solar on their house. What it does is it kind of does a few things.

"Look at these happy customers"

I can point at this house, say, “Trust me, everybody's doing it.” “If they can do it, so can you.” “They already did their homework.” I like helping people outsource their decision-making.

Probably one of my favorite examples is literally a guy on the street who signed up to buy solar from me. I was four houses down, talking with this guy. The guy really liked me and my new friend walked by with his wheelbarrow. I was like, “Hey Brian, how are you doing?” He's like, “Oh, good.” Then I said to the other guy, “Yeah, Brian there, he's getting solar from me.” Brian goes “Yeah, man, it's cool!” Then he keeps going like that, walking away. And the new customer, Mr. Customer, whom I was talking to, said, "Oh, if it was good for him, It's good for me.” "Okay, cool."

I couldn't figure out how to get an appointment with him. Him and his wife, their calendars didn't line up and it was just a straight up hail Mary. I could not figure out how to close this thing. I'm like, "Well, you got 15 minutes right now? Let's sit down and run your numbers." And he's like, "Yeah.” So we sat down. I'm like, "I normally do this with a husband and a wife, but I can't figure out how to get you here, so I guess we'll do it. And if you have a problem, just let me know.” And he's like, “Okay,” but he literally said to me and he goes, “Well, Brian I know he does his homework. So if he does his homework, it's fine.” Okay, cool. Literally, just like that. And then I went through the whole neighborhood.

So social proof, social proof, social proof. Like, “They did it,” it allows people to buy. In fact, when we were in a close with Britt on Saturday, I'm trying to help them understand that this is a good thing. I'm like, “I mean, you've seen how many houses. all up and down Elkridge Drive that have got solar on it now. I'll show you why…” and I kind of explain it. I'm like “Does that make sense now? Do you see why everybody's getting it?”

I say that all the time. “Does that make sense? Do you see why everybody's getting it?” I paint the pitch. There's probably only 5 % of people, maybe 10 %, that have solar, but I paint the picture like they all have it. “See why everybody's got it?” I get them to focus on that. “All right, cool. Let's do it.”

Learn more about getting the Solar Lords Closing School news letter. In this news letter I share the frameworks that I have discovered over the last 8 years.

If you think about it, one simple framework would save you hundreds of hours and make you several thousands to hundreds of thousands by simple using tested tools.

Learn More > Solar Lords Closing School

Case Studies

Julie Da Silva

"When I was working at Costco as a front end supervisor, I felt stuck. I was making $60K/yr after 5 years. In the 1st month with Ask Solar Mike I made $17K and $38K the next month!"

Julie Case Study >