Selling Commercial Solar: Get the Most From Your Efforts
Whether you are selling solar to a homeowner or a commercial organization, you need to be able to customize your message to the audience you’re dealing with because each of these customers have unique wants and needs when it comes to choosing solar.
For most solar installers, residential solar accounts for most of their installations, but in 2022, that might be changing somewhat. With inflation rising and the cost of everything from gasoline to milk going up, you might find the commercial solar market becoming more popular this year than residential solar, so here are some strategies that can help you succeed at selling commercial solar.
#1: Understand Your Prospect’s Needs and Tailor Your Pitch to Match
No two commercial properties are the same, so you shouldn’t expect to offer a one-size-fits-all solar solution to your commercial prospects. Commercial solar clients come in all shapes and sizes size, so their energy needs will vary.
Therefore, you need to understand your prospect’s unique needs, challenges, and pain points, so you can customize your proposal based on that information. Don’t rely solely on standard pitch templates. They might work as a starting point, but before you meet with the client, modify your pitch, so it speaks directly to them.
#2: Help the Client Understand Their Financing Options
One area where commercial and residential clients are alike is in their hesitation when it comes to solar’s cost. One way to help your commercial prospects overcome this hurdle is to make sure they understand all the different financing options available to them. From loans to leasing programs to power purchase agreements (PPA), there are a variety of ways a commercial property can make their transition to solar more affordable and accessible.
#3: Match the Client With Commercial Solar Incentives
In addition to helping the client understand their financing options, you should also make sure they understand about the different commercial solar incentives that can help offset the total overall cost of going solar. One such incentive is the Commercial Property Assessed Clean Energy (C-PACE) financial tool. C-PACE is “a form of debt financing available in many states where a loan is repaid through the site’s annual property tax bills.”
Another incentive is the Solar Investment Tax Credit. This is a dollar-for-dollar tax credit that Congress recently extended. However, it is only available to commercial clients who purchase their solar systems. It is not available to those that lease or use a PPA.
Depending on the state where the commercial property is located, net metering can also be a strong feature to include in your commercial solar sales strategy. If the state allows net metering, then the company can potentially earn money by selling overproduced solar energy back into the grid.
#4: Purchased Highly Targeted Commercial Solar Leads
If you want to expand your solar services into the highly profitable commercial sector, then purchasing commercial solar leads is a cost-effective way to do it. At RGR Marketing, we can provide you with exclusive solar leads curated especially for you using your unique target demographics. RGR Marketing has more than 20 years of experience working with professionals in the solar industry, so we have an excellent understanding of your industry’s unique customer characteristics. This experience allows us to better match your company with the solar leads it needs to boost sales and maintain steady growth.
When you partner with RGR Marketing, your leads are scrubbed, verified, and easily integrated into your existing lead management software platform. And your leads are exclusive, so they’re not shared with your competitors. Commercial solar is set to break out in 2022. Get ahead of the curve early with commercial solar leads from RGR Marketing.
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