June 29, 2022 | By RGR Marketing Blog

Selling Solar Power to Commercial Clients

Buy Solar LeadsCommercial solar offers incredible opportunities for today’s solar installers. For many, the thought of securing massive, long-lasting installation projects can be a dream. But unfortunately, many solar installation companies have trouble making the shift from selling residential solar to selling commercial solar.

The truth is, selling commercial and industrial solar is much more complex than selling solar to homeowners. A commercial client’s motivations for going solar will almost always differ from residential customers, so this is something that you need to keep in mind when preparing your proposal.

Here, we’ll look at the three most important things you need to know before you sell solar to commercial clients, so you can increase your odds of landing the job.

Ask the Right Questions

When talking with a commercial prospect, it is important to address their most pressing concerns. But before you can do that, you need to know what those concerns are. You also need to find out certain things that will help you create the most attractive proposal. You do this by asking the right questions to the right person in the business. Some of the questions you will want to ask can include:

  • Who is the key decision maker for the business?
  • What is the prospect’s lease structure and how long is the lease good for?
  • What is the prospect’s relationship with the property owner?
  • Who is responsible for the roof?
  • What is the motivation and financial objective for going solar?
  • What type of budget is the company working with?

Understand That Other Energy Providers Are Competing for the Job

When you are trying to secure a commercial solar installation project, you need to know that you are not only competing with other solar installers in your area but also with other types of energy providers. From legacy utility companies to wind power installers and more, you are not the only option the commercial prospect will be considering.

In fact, a commercial prospect may also be considering things like energy-efficient windows, roof replacements, or new HVAC units as an alternative to investing in a brand-new energy system, so that is also something you will need to keep in mind.

Your job is to create the most compelling proposal for the client, so they can see and appreciate the value in choosing solar over all these other available options.

Have the Tools You Need to Compete for Commercial Solar

The tools and technologies required to compete for commercial solar are different from those you rely on for securing residential projects. This is nowhere more evident than in the type of software that you use.

Having robust solar software tools is an important component in closing a commercial solar deal because it allows an installer to generate a variety of different scenarios featuring the other technologies that are competing for the contract, so the client can clearly see how solar is superior to them. If you don’t have the tools and technologies that a commercial client expects, then you will most likely lose the sale to another better equipped solar installer.

Expand Your Reach Into Commercial Solar with Leads from RGR Marketing

If you want to expand your solar company’s reach into commercial solar, then having access to quality commercial solar leads is essential. When it comes to improving your sales, better leads make a difference. At RGR Marketing, we have been providing solar installers with quality solar leads for more than 20 years. We understand the solar installation industry and what you are looking for in a quality lead.

Partner with RGR Marketing and you’ll get highly targeted commercial solar leads that are exclusive, scrubbed, and verified for accuracy. Make 2022 the year you break into commercial solar – get your leads from the company solar installers trust - RGR Marketing.

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