Connecting Solar Customers With Installers: How Solar Leads Work

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April 26, 2016 | By RGR Marketing Blog

Solar Leads Can Be a Great Tool if You Know How to Use Them

Purchasing leads can either lead a solar installer to great success or great frustration; the trick is in how they are used. Leads are a business tool, and anyone who works in any trade can tell you that selecting the right tool for the job is the single best thing you can do to insure your success in completing that job. The problem is, many solar installers don’t know how to effectively purchase leads or to use the leads they are buying.

Many, if not most, solar installers report great frustration when buying leads. And unfortunately, this frustration leads many installers to write off the quality of purchased leads altogether. This is unfortunate, because buying and using the right leads for the appropriate push can yield fantastic success. Here’s a quick guide on how to use solar leads effectively to grow your solar installation business.

Solar Lead Quality

What you will often hear if you ask a group of frustrated installers about why they don’t purchase leads any longer is most likely going to be a complaint about the quality of the leads they were purchasing. Many times, an installer will purchase shared leads, feeling (perhaps correctly) that their sales team and their product can compete with any of the other installers in their area. But different companies can and do use different methods to follow up on their shared leads.

If the installer in question is a smaller local operator with a small sales team and they are buying the same leads that larger installers with call center support are purchasing, then they are likely going to get scooped on the majority of the shared leads they’ve bought. The primary reason for this is that shared leads fit one, and only one, type of sales process well.

Know Thy Process

If you’ve ever tried to use the cutter at the base of a pair of needle-nose pliers to do the work of a pair of tin snips or bolt cutters, then you probably understand the frustration that accompanies trying to make a tool do a job it might be capable of, but was not designed for. Knowing what type of solar leads to purchase and whom to purchase them from requires that you understand your sales process, and how the leads you are buying either fit or do not fit with your process.

There is a lead generation company out there for every installer, you just have to find the one that provides you with the leads that fit your process. Leads can be an excellent investment in the growth of your business, especially because they can help to streamline your sales process while keeping your pipeline full. The trick is finding a lead generator to partner with in the growth of your business.

[Photo via: Flickr]

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Solar Leads Can Be a Great Tool if You Know How to Use Them

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Know Thy Process

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