February 16, 2022 | By RGR Marketing Blog

Selling Commercial Solar Could Represent a Viable New Revenue Stream

Buy Solar LeadsSelling commercial solar is a lot different than selling residential solar, and one of the biggest differences is in motivation. Commercial clients usually want to go green for different reasons than homeowners do. Quite often, commercial clients aren’t as concerned about saving money as they are about improving energy reliability and their corporate reputation.

For these reasons, a solar installer needs to take a different approach to commercial clients when making their sales pitch. Here are some things to keep in mind when selling commercial solar to help improve your chances for success.

#1: Tailor Your Sales Pitch By Asking the Right Questions

A successful commercial sale is either made or broken by the questions you ask your client. Asking the wrong questions will often kill the sale right out of the gate but ask the right ones and you can tailor your sales pitch in real time, so you can more effectively target the client’s pain points.

Asking the right questions gives you the information you need to deliver a more compelling and attractive sales pitch. Some of the things your line of questions should help you find out should include:

  • What is the owner-occupant relationship between the client and the building’s owner (if applicable)?
  • Who is the real decision maker?
  • What are the client’s financial objectives for considering solar?

#2: Understand the Client’s Alternative Energy-Saving Options

One of the biggest mistakes a solar installer makes when trying to sell their product to a commercial client is failing to keep in mind all the other energy resources and building upgrades that can be competing for the company’s budget. This can include anything from other sources of renewable energy, like wind or geothermal energy, to green building products like energy efficient windows, new HVAC systems, green roofing materials, and more.

A commercial client only has so much money allotted for their energy budget. Being able to show that client why solar is superior to all other options is an important maneuver that can get you closer to making the sale.

#3: Use the Right Technologies and Solar Tools

Closing the sale with a commercial client is easier done when you use the right technologies and tools in sharing your solar designs. An example of this is using robust solar design software that allows you to create a variety of possible scenarios that can deployed. This allows your client to consider different options, so they can choose the right one for their budget and expectations.

Using state-of-the-art tools is important when dealing with commercial clients because they expect solar installers to be at the forefront of technology. Failing in this regard can leave the client feeling as if you might not be up to speed with other competing solar firms.

Find Commercial Clients Looking to Go Solar – Get Your Leads from RGR Marketing

RGR Marketing has been helping solar installers like you improve their sales results for over 20 years by providing them with the solar leads they need to succeed. We specialize in matching our clients with solar leads that meet their unique target demographics. If you want to increase your presence in the commercial solar field, then we can provide you with the leads you need to get where you want to be. Contact us today and let us help you make the most out of every lead.

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