Residential Solar Battery Storage: What You Need to Know
Selling solar to a residential prospect can be a complex process because even though solar costs are continually dropping, the financial responsibility remains higher than what a lot of prospects are willing to overlook. All too often, it is battery storage and the cost of it that can stall a sale’s progression.
When battery storage costs get in the way of closing your sale, this is when you need to emphasize solar’s unique value proposition. Placing your sales pitch’s focus on three things – economics, security, and technology, will help sway your prospect back closer to buying. Here are some tips and insight to help you get your pitch over the price hump.
#1: Discussing the Economics of Battery Storage
In just about every state, the economics of a solar + storage system provides the homeowner with a positive payback. Having battery storage provides a family with greater peace of mind during rolling blackouts, and in areas prone to natural disasters or severe weather, an investment in solar can ensure a family never goes without power. And the cost savings on energy alone allows a solar system to eventually pay for itself, usually within eight years.
When discussing the economics of battery storage with a prospect, remind them that there is little if any economic return when someone purchases a premium automobile, a swimming pool, or any other luxury product, but homeowners still feel confident making these buying decisions all the time. Solar + storage is not only better for their family and the planet, it also delivers a proof-positive payback, so why hesitate here?
#2: Discussing Solar’s Security
Americans value independence and protecting what’s theirs. It’s what our country was founded on. But when it comes to security, things like rolling blackouts, fires, and utility rate increases can put everything they hold dear at risk. For example, if a family member has unique medical needs that require consistent power, then a simple power outage can be suddenly concerning. Or, if your prospect works from home, a lengthy blackout caused by a severe storm is all it would take to interrupt their ability to earn their income.
In these cases, having the appropriate energy storage can provide a family with greater safety and resilience. If independence, security, and safety are among the prospect’s chief concerns, then solar + storage is an ideal solution.
#3: Discussing Why Technology Matters
The cost of buying a battery for solar storage today is nowhere near as expensive as it was buying a battery 20 years ago. Today’s batteries are more technologically advanced, so they’re more efficient than ever. Now, small batteries can retain enough power to meet a home’s critical needs with ease.
Modern solar systems even come with smartphone apps that allow the homeowner to monitor and access their own solar production, thus giving them greater control over how they use the energy their systems generate. Choosing to go solar, but without any storage capability, means a household can enjoy clean energy while the sun is shining, but they’ll have to rely on an unstable, antiquated electrical grid for their energy once the sun sets. If independence is important to the prospect, then having their own energy stored and ready for use is really the only way to achieve it.
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