Are You Getting Too Technical With Your Solar Clients?
The solar industry is driven by technology, but as incredible as the technology is, most clients don’t necessarily want to hear about it. They often only want to know two things – how does solar work, and will it save me money?
The problem is, far too many solar installers focus on sharing information about the technology with their prospects instead of keeping their pitches basic and easy to understand. The key to selling solar is in breaking the information down for the buyer so it is easier to digest. In doing so, your customer will have a better understanding of how the solar system works and how it can benefit their life.
Here’s how to get back to basics so you can relay your message clearly and in a way the customer can comprehend.
What Are Solar Panels Made From?
Solar panels, also called photovoltaic panels, are comprised of many smaller solar cells. The cells are made from silicon and they have both a negative layer and a positive layer. Like a battery, each cell creates its own electrical field. One panel features several cells and a solar array consists of several panels.
What Do Solar Panels Do?
Solar panels generate direct current (DC) electricity. The energy is created when photons from the sun’s rays hit the solar cells, which causes the electrons to be freed from their atoms. The electrons move in one direction, from the negative side of the panel to the positive side, and the system’s battery bank stores the energy that’s being collected by the panels.
How Is the DC Electricity Changed Into AC Electricity?
The country’s electrical grid, and every home built in the U.S., uses alternative current (AC) electricity. In a home equipped with solar, an inverter converts the electricity from DC to AC, so it can power the home just like the electrical grid does. The inverter is the control center of the entire system. It tracks the energy that’s being produced, monitors the system’s maximum power point, collects system stats, and serves as its ground fault protection.
Putting Everything Together
Even the explanations above may be a little too technical for some prospects. So, cut the clutter and just explain it to them in layman’s terms. Here’s an example:
- The solar panels collect energy from the sun.
- The energy that’s collected is stored in batteries.
- When you turn on an appliance or the lights, stored DC electricity is pulled from the batteries, but before it can be used, the inverter converts into AC electricity.
This happens almost instantaneously, so there is no difference in speed or performance whether your home is powered by the grid or your solar system.
Keep It Simple and Convert More Solar Sales
Solar prospects want to know how their solar systems will work. Most aren’t interested in the high-tech wizardry and when they hear words or terms they don’t understand, it causes them to lose sight of why they want to go solar in the first place. So, don’t overwhelm your clients. Keep descriptions simple and easy to understand. Your clients will find it easier to accept solar this way.
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