How Solar Costs Can Go Up Based on Environmental and Roof-Based Factors
An estimate is just that, an estimate. But anyone who’s been in the solar business longer than a few months can tell you that the goodwill generated by nailing an estimate is worth serious amounts of gold in terms of referral business and overall customer satisfaction.
For this reason alone, it is absolutely imperative that your solar sales team get as close to reality as possible when they put together that estimate for your prospective customer.
But there are many factors that can negatively impact the bottom line on any solar install. Educating your solar sales team on the many environmental and roof-based factors that can impact the cost of a solar install, and the efficiency and generative power of the system once installed, is a definite best practice.
After all, you’re looking to build your solar installation business through positive word of mouth, right? So, here are the primary environmental and roof-based red flags your salespeople need to watch out for when putting together that all-important estimate.
The Shape and Condition of the Roof Structure and the Condition of the Roofing Material Itself
It is also extremely important that your sales personnel get a realistic assessment of the roof and underlying structure during the estimate process. If the roofing materials, no matter what they are composed of, are in need of immediate or somewhat immediate replacement, then it makes considerably more sense for the homeowner to replace their roof prior to the install of solar panels.
This may postpone or “tank” the sale, but better to walk away from a grateful homeowner then to proceed with an install on a roof that needs to be replaced, generating negative feelings and word of mouth from a customer who otherwise would have made a brand evangelist for your company.
“Optional” Solar Equipment and Additional Labor Charges
Nothing sticks in a customer’s craw quite like finding out that there were equipment “options” that didn’t come up during the sales process – especially if they are not really optional, provided they want their system to perform as promised. This is also true of labor charges for services like trenching and installation of “optional” equipment.
Steering clear of sticker shock can be a very real concern during the sales process, to be sure. Some solar customers are reaching beyond what they can afford because they want to unplug from fossil fuels, or for other reasons. It can be tempting to sell these customers a basic system, knowing they won’t be happy with it, but can’t really afford more.
But don’t sacrifice the customer’s satisfaction just to get a sale. It’s generally not worth it.
Solar Policy Changes and Other Acts of Government
Lastly, much of the development of the solar installation industry has been pinned on government tax incentives, net metering programs, and other financial windfalls that ease the financial burden of purchasing and installing rooftop solar. Be as forthright with your customers about what they can expect (as far as you can tell) in your particular market.
Selling them a package based on incentives you know may rapidly disappear is no way to earn the referral business that can drive your continual success. And if you’re ready to jumpstart your sales today, then it may be time to consider buying high quality solar leads from RGR Marketing– get in touch and find out how to boost your bottom line now.
Start making more
money today!
Search Categories
Tags
Tag Cloud
Latest from Twitter
Contact Us
Call us at 310-540-8900 or fill out the form below and we’ll tell you how you can get high quality leads for free*.
* Get up to 10% free leads on your first order!