Educating Your Solar Prospects | How to Help Prospects Avoid A Solar Mishap

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August 27, 2019 | By RGR Marketing Blog

Helping Your Solar Customers Get the Quality Solar System They Need

They say that the customer is always right, and that’s typically very true – except when it isn’t. After all, not all solar prospects are equal in their understanding of how solar panels and the rest of a solar power system works, their needs as a solar homeowner, and the various ways they can go about financing their solar power dream.

Unfortunately, selling them the most expensive solar system you can, while perhaps tempting, is not the best route to earning their trust and their referral business.

On the flip side, educating your prospects about their solar needs and the possible systems that could meet those needs has become the best practice. This is especially true if you hope to convert them and make them a satisfied, happy customer. In this post, we cover how to meet your customer where they are in their education about their unique solar needs, which is the key to avoiding making the wrong solar purchase.

Too Much (Solar) Information?

We are in the middle of an unprecedented moment in history, in which more information is available to consumers, free of charge, than has ever been before. With only a couple of clicks, your solar prospects can access all kinds of good and bad information about every product and system you are selling.

When this works to the customer’s (and the installer’s) advantage, it can make the sales process, financing, installation, and future use of the system a breeze, and everyone involved benefits. Unfortunately, access to tremendous amounts of information doesn’t always benefit either the customer or the installer.

Many solar prospects read one or two pieces of information and make up their mind about what they need, what it should cost, and how to finance it. Many others will read just enough information to make them feel comfortable in the assumption that they know all there is to know about solar power, solar power financing, and solar installation.

Unfortunately, the responsibility for filling in the gaps or correcting misinformation for these prospects typically lands on the solar installer’s sales team.

Educate, Educate, Educate

Because the responsibility for education typically falls on the solar installer’s salespeople, the sales process represents a terrific opportunity for the installer to begin to establish trust with the prospect. This should be considered a must, in that trust built during this time ultimately leads to customer satisfaction down the road.

Often, solar prospects will have a preconceived idea of what they want and what it should cost. A knowledgeable solar salesperson can help to dispel these preconceived notions with good information.

Prepare to educate your solar prospects. Consider the common misconceptions that many prospects share, and then prepare solid, independent information to educate them correctly. Adding the authority of independent research and information to the authority the installer already has a sales professional can be a powerful way to educate or re-educate prospects in their particular needs. In the end, this is what determines that each customer finds the perfect solar system for their unique needs.

The Specter of Cost When It Comes to Installing Solar

Solar costs and financing can, unfortunately, derail the entire sales process for many reluctant prospects. Further, there are many prospects out there who will go out of their way to convince themselves, using whatever information they can find, that a much smaller or less expensive solar system than what they actually need will do the job.

In these cases, utilizing examples of comparable homes and their successes and setbacks with similar systems can help to educate your prospect. A happy customer is a referring customer, but many times, the customer will work against their own interests in the name of savings or out of sheer ignorance. Education and persuasion are the keys to a successful outcome when it comes to finding solar installation success.

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Helping Your Solar Customers Get the Quality Solar System They Need

Too Much (Solar) Information?

Educate, Educate, Educate

The Specter of Cost When It Comes to Installing Solar

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