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January 22, 2015 | By RGR Marketing Blog

How to Tell If You're Working With Dead Solar Leads

Many solar installation businesses have found greater success by earmarking a certain amount of their solar marketing budgets for purchasing sales leads. Of course, the quality of purchased leads can vary greatly.

And while it is certainly possible to bring cold leads back from the dead, if you’re paying for hot leads that seem to be DOA, then you may want to reconsider your choice of lead providers. Here are some signs that your purchased solar leads may not have as fast a pulse as the seller is telling you.

Warning Sign #1: “Who did you say you were, again?”

Most solar sales professionals have experienced a call like this, and some more than they’d care to count. The prospect answers the phone and has never heard of your company. Not only that, but they’ve probably already been called by at least three others, and may even put you on hold to catch more calls yet from businesses just like yours.

This is usually a sign that the prospect hasn’t been introduced or matched to your company. All they know is that they requested information about solar panels, and now they’re receiving calls from multiple installers. Find a way to set yourself apart, or you’ll likely get beat out by a company that knows how to make an impression. If you’re aware that you’re buying shared leads and they don’t seem oversold, leads like these can be excellent marketing tools. Just make sure you’re not paying for exclusive leads and getting shared ones.

Warning Sign #2: Over-Sharing

Shared leads can offer excellent value, as long as you treat them as a race to the finish line. But if your leads have already been called several times before you get them, then you may well question how many times these shared leads have been passed around.

You can usually tell if that’s the case. If a majority of your prospects seem angry to hear from yet another eager solar installer, or already have installed solar panels through your competitors, then it’s a clear sign that your leads may have a few more miles on them than the provider is letting on.

Warning Sign #3: Zero Intent

There’s nothing wrong with shopping, and most of your customers will probably submit a few inquiries for solar information before finally settling on doing business with you. That being said, if your lead provider is selling “fully qualified” leads that you’re finding are nowhere near qualified, then you’ve got your work cut out for you.

We’re sure your sales team is up to the task, but leads that require an extensive education process before closing obviously take longer to convert. Make sure the level of commitment you’re paying for matches up with the leads that you’re actually getting in the end.

Warning Sign #4: “This Number Has Been Disconnected…”

Obviously, if you’re trying to reach your leads by telephone, and a high percentage of them are disconnected or are the wrong number, then it’s a warning sign that your leads are long in the tooth, so to speak.

These days though, many of your leads will be electronic. So what’s the online equivalent of that ominous telephone operator recording? If a high percentage of your email leads come back undeliverable or reply by asking to be removed from your mailing list, that’s probably a bad sign.

Of course, if you are looking to buy high quality solar leads online, then look no further -- RGR Marketing is the best in the business when it comes to providing clients with the hottest leads around.

[Photo Credit: Forbes]

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How to Tell If You're Working With Dead Solar Leads

Warning Sign #1: “Who did you say you were, again?”

Warning Sign #2: Over-Sharing

Warning Sign #3: Zero Intent

Warning Sign #4: “This Number Has Been Disconnected…”

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money today!

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How to Tell If You're Working With Dead Solar Leads

Warning Sign #1: “Who did you say you were, again?”

Warning Sign #2: Over-Sharing

Warning Sign #3: Zero Intent

Warning Sign #4: “This Number Has Been Disconnected…”

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