For door-to-door setters. Free.
A solar door-to-door script you can stand behind
A good solar door script does three things in the first 15 seconds: it says who you are and who you work for, it makes the talk about the homeowner's bill, and it asks a question instead of pitching. Here's the opener word for word, the 10-step door flow, three survey questions, and the rules that keep you out of trouble at the door.
Written for reps by Damien Day: 5+ years in solar, from door-to-door and setting to closing and training sales teams. Founder of The Day Company LLC.
Updated October 2026
The 10-step door flow
Learn it in order. Each step answers a doorstep objection before it comes up.
- Approach
- Opener
- The neighborhood
- The problem
- Survey
- Qualify
- Set the time
- Confirm
- Meter and bill
- Handoff
- Steps 1 to 3 answer “who are you?” and “are you with the utility?”
- Steps 4 to 6 find out whether the bill matters to them, and whether the home could fit.
- Steps 7 to 10 set a time that holds and hand it off clean.
The first 15 seconds
Before they answer: knock, step back, plant your feet, badge visible. When the door opens: wave, smile, eye contact.
- You
Hi! Are you the homeowner?
- Homeowner
- Yeah... who are you?
- You
I'm [your name] with [company], a private solar company. Here's my badge. I'll be quick.
“A private solar company” answers “are you with the utility?” before they ask it. “I'll be quick” answers “I'm busy.” Your name and badge answer “is this a scam?” Say all three every time.
They say “not interested” before you speak: Totally fair. One question and I'm gone?
They're on the phone: hold up two fingers. Two minutes when you're done?
Make it about the bill
- You
This may or may not be for you, but the main thing people on this street are talking about is the electric bill. Has yours gone up, stayed the same or gone down the last couple of years?
- Then
Frankly, a little saved each year won't change anyone's life. People do this for control: a payment they know, owning it, or backup when the power's out.
Facts you can cite: only your own utility's published rate history, with the date. EIA publishes U.S. and state averages if you need one. Never turn it into a blackout scare or a claim about their street. Opening after the tax credit? See how to sell solar without the tax credit.
Three survey questions that do the qualifying
Say who you are, say it's a survey, and say you may share solar info if they're interested. Then actually listen, and write their answers down.
| Ask | Write down |
|---|---|
How long have you lived here? | Years in the home, and plans to stay |
Do you own the home, or rent? | Owner on title |
Has it gone up, stayed the same or gone down the last few years? | Their sense of the bill's trend |
Three of the Knock-to-Booked Playbook's six questions. The other three, and the qualifying table, are in the book.
Never say “I'm not selling anything.” If your town requires a permit to solicit, get it. Respect no-soliciting signs. And don't ask about income, credit, Social Security numbers, age or anything personal at the door. That belongs, if anywhere, in the lender's process with the homeowner's permission.
Free: the 10 objections you're hearing now, on one page. A short, true answer and a next step for each, plus a commission calculator.
Get the free cheat sheetSet the time, then hand it off
Book every decision-maker, offer two real times, and repeat it back two or three times. The full time-setting script, the handoff sheet and five steps to fewer no-shows are in the solar appointment setter script.
Door rules that keep you legal
Tick them off before your first shift. Nothing here is saved.
The FTC treats false claims of affiliation as deceptive, and its Impersonation Rule (16 CFR Part 461) bans pretending to be, or to be backed by, a government agency or a business. The full rep checklist is on the solar sales compliance checklist.
Sales training only. Local rules vary and change. Check your city and county code, and your company's rules, before you knock.
Practice: two drills
- Same line, two tones. Say “Do you own the home?” ending up, then ending down. Hear the difference: down sounds calm and certain, up invites them in. Five times each.
- Two lines. Two lines of reps face each other. One side plays the homeowner at the door, the other runs the opener and the neighborhood pitch. Switch every round.
Hearing the same pushback at every door? Solar sales objections, answered word for word has five more.
Questions
Do I need a permit to knock doors for solar?
Often, yes. Many cities and counties require a solicitor permit or license, limit knocking hours or keep do-not-knock lists. Check your local code before your first shift, and carry the permit.
Is a homeowner survey a way around no-soliciting signs?
No. Say who you are, say it's a survey, and say you may share solar information if they're interested. If the house has a no-soliciting sign, don't knock.
What if they think I'm from the utility?
Say no, plainly, every time. You're with your company, a private solar company, not the utility or the government. Show your badge, and never let a homeowner keep believing otherwise.
How long should a solar door pitch be?
Short. You're aiming for a conversation and a set, not a sale on the porch. The No-Credit Close's whole doorstep track runs 30 to 45 seconds.