Overcoming Solar Sales Challenges and Converting More Residential Prospects

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August 9, 2023 | By RGR Marketing Blog

Improving Conversions With Solar Sales Challenges

If you sell a product that can help your customers save money every month, you can pretty much bet that you’ll have a line of customers knocking on your door. Now, think of the customers you would have if that same product also increases the value of their homes, provides them with consistent and reliable energy, and reduces their carbon footprint. Your product would practically sell itself, right?

The unfortunate answer to that question is “not really.” The thing is that the product already exists, and it’s solar panels. And as you probably already know all-too-well – there can be some challenges to selling it.

If you are trying to convert more residential solar prospects, but you’re hitting obstacles along the way, then here is what you need to overcome the four most common solar sales challenges.

Solar Sales Challenge #1: Prospects Don’t Understand Solar’s Value

One of the most common obstacles that solar installers have to attracting quality leads is that despite the technology being decades old, a large number of homeowners still don’t understand how solar works or what value it can add to their lives. This means that it is up to you to educate them.

Start by stripping solar down to its basic elements. Remove complex terms and high-tech speech from your sales pitch. Explain in easy to understand terms how solar works, how it can benefit the prospect’s life, and why it’s a great investment. Make solar as simple and easy to understand as possible.

Solar Sales Challenge #2: Prospect Pool Can Be Smaller Than Expected

Drive through any neighborhood and you’re sure to see several homes with solar panels on the roofs. While this can have you thinking that homeowners might be clamoring for solar, the truth is that the pool of qualified prospects might be smaller than you think. The reason is because a good solar prospect needs to check several boxes, including:

They need to be a homeowner and not a renter
They need to have good enough credit to finance their system, or enough cash in savings to purchase it outright
The roof of the home can’t be shaded
Their roof needs to be in good enough shape to support solar panels
Their roof needs to be pitched and not flat

While there isn’t much you can do to improve a prospect’s eligibility for solar, the one thing that you can do to help overcome this particular challenge is to aim to be the first contact for your solar leads. Solar is a very competitive field with a small pool of eligible customers, so being the first person to contact a lead increases your odds of converting them.

Solar Sales Challenge #3: Solar Regulations are Always Changing

It’s no surprise that the country’s two political parties have opposing views about renewable energy. But what this means is that every time there’s an election, there’s always the possibility that a state’s solar regulations will be changed to suit the elected party’s goals. Then there’s the rules and regulations required by the utility providers, which can also differ per provider.

To overcome these challenges, the only thing you can do is to be on top of the regulations in the area you provide solar installation services. This includes understanding what you can and can’t say to prospects over the phone, how you need to present your business, as well as what information you can or can’t legally request over the phone from your prospects.

Solar Sales Challenge #4: Finding the Balance in Your Sales Methods

There’s a fine balance to selling solar successfully that involves connecting with prospects via the phone, text, email, or social media and meeting with them in-person. Focusing too much of your resources on one or the other can eventually hurt your opportunities, so you need to keep things progressing naturally and in a balanced way.

Solar interest happens when prospects are contacted and nurtured, but solar sales only happen when you visit your leads in-person to address their specific wants and needs, and to assess their homes.

Increase Solar Sales Conversions By Leveraging Purchased Leads

One of the benefits of purchasing solar leads from a provider like RGR Marketing is that the leads you receive are considered “hot.” This means that your leads have already done a lot of their own research into going solar and are very close to making their purchasing decision. As a result, you have a better chance of closing a sale, and in a much shorter span of time.

At RGR Marketing, we specialize in providing solar installers with exclusive access to high quality solar leads that have been verified for accuracy and scrubbed to remove time wasters like duplicates and incomplete leads. Plus, the leads you receive are highly targeted because they are curated based on your unique target demographics.

RGR Marketing has been serving professionals in the solar industry for more than 20 years, so we understand your business, your market, and your customer, and we use that experience to ensure the leads you get are positioned to help you succeed.

Partner with a lead provider that knows the solar market and discover the value of purchased solar leads. Contact RGR Marketing today.

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Improving Conversions With Solar Sales Challenges

Solar Sales Challenge #1: Prospects Don’t Understand Solar’s Value

Solar Sales Challenge #2: Prospect Pool Can Be Smaller Than Expected

Solar Sales Challenge #3: Solar Regulations are Always Changing

Solar Sales Challenge #4: Finding the Balance in Your Sales Methods

Increase Solar Sales Conversions By Leveraging Purchased Leads

Start making more
money today!

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Improving Conversions With Solar Sales Challenges

Solar Sales Challenge #1: Prospects Don’t Understand Solar’s Value

Solar Sales Challenge #2: Prospect Pool Can Be Smaller Than Expected

Solar Sales Challenge #3: Solar Regulations are Always Changing

Solar Sales Challenge #4: Finding the Balance in Your Sales Methods

Increase Solar Sales Conversions By Leveraging Purchased Leads

Start making more money today!

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