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Overview
As you walk through a pitch with the homeowner, make sure to effectively use Discovery in your sales presentation agenda. You want to ask questions and come to a consensus on which usage profile they match up with best.
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NEVER HOME (Low Self-Consumption): generally a homeowner who frequently works a 9-5 job or is away from the home/not using a lot of electricity during the sunniest hours of the day
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HOME 50/50 (Medium Self-Consumption): a homeowner with a more flexible schedule, who may use a moderate amount of electricity during certain times but not all day
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ALWAYS HOME (High Self-Consumption): generally a homeowner who works from home and uses a lot of electricity during the daylight hours, so they can maximize the solar energy being used for in-home loads before it gets stored in a battery or exported (sold) to the grid
Discovery Questions To Ask A Homeowner
- WHEN do you use your power? Do you consume most of your energy during the day, or after the sun goes down?
- Do you work from home or commute to an office for a regular 9-5?
- Do you have kids? Are they homeschooled or in class/extracurricular activities during daylight hours?
- Do you have an EV? Do you charge it during the day, after work, or overnight?
- Do you have electric appliances that you run during the day, afternoon/evening, or at night (AC, laundry, electric heat/hot water, stove, pool pump, other)?
- Are you planning to add or remove any large consumers of electricity, such as buying an EV, having a person move in/out of the house?
- If needed, are you willing and able to change or shift these habits to help save even more money with solar? (only if strongly recommended)
- HOW do you use your power? Do you want to save a little energy to sell back to the grid for an ROI, or conserve more energy for backup power?
- If backup: How often does your power go out, and for how long? Does this inconvenience you in any significant way?
- Would the ability to power specific devices in an outage be worth an extra investment (computer/Wi-Fi, fridge, garage door, lights)?
- Are you on a special rate plan (CARE)?
QuickBase Steps - 3 Key Inputs
- Configuration (Self-Consumption, Partial Backup, or Whole Home Backup)
- Self Consumption Level (Low, Medium, High)
- Capacity (3.3-20 kWh, or 13.2 / 27.6 for FranklinWH)