Gain More Solar Leads With the Perfect Pitch
If you are having trouble getting solar leads, then you may want to work on your sales pitch. Here is a guide on how to master the solar sales pitch.
An impressive 2.1% of the USA’s entire energy output is now dedicated to solar power. If you’re working in solar, that’s a statistic you probably know about already.
But when it comes to creating exclusive solar leads, you might not be so knowledgeable. Closing a sale can be a challenging proposition in any medium.
When it comes to solar leads, you’re working with a unique product in what is still a relatively new market. That’s why you need all the help you can get to grab the best solar leads you can.
Whether it’s solar leads Florida or solar leads New Jersey, or solar marketing is identifying who your customers are.
It’s no use approaching residential solar leads in the same way as commercial solar leads. Figure out who your target customers are before you approach them. Figure out where they live also; New York solar leads will be very different from New Jersey solar leads.
If you’re trying to close a residential sale, make it all about telling a story. Try to help your customers envision their home operating off of solar power in the future.
Emphasize how easy this adoption process can be for them. You should stress how much support they’ll have from your company every step of the way. This shows not just the value in the product, but the value in the service you are able to provide.
For corporate clients, you’ll want to go for a different approach. Look at the way premium products like Tesla market to corporations; it’s different from the way they market for residential homeowners. A good tip for both customer types is to never give too much information away during a pitch.
You want to be providing them with approximately 30% of the info they need when it comes to a solar lead. That way, you can schedule exclusive solar appointments with a solar specialist you work with or hire, who can then provide them with the details. These are sometimes what’s known as aged solar leads.
This works similar to a follow-up, which gets them more involved in the overall sales process. This can then help encourage them to agree to the sale further down the line.
What to Say in a Pitch During to Attain Solar Leads
You must ensure that you have a thorough understanding of the product you’re trying to pitch to any customer.
Whether that’s a certain type of solar panel implementation or an alternative. You need to make sure that they know that you understand your product or service top to bottom.
Otherwise, there’s a lack of trust on their side which can ruin the entire lead.
Pitches can be stressful occurrences; the trick is also not to stress or panic. Believe in yourself, and believe in your company and the product you’re offering.
Take your time, practice your pitch, and ease into being able to perform it naturally, no matter who you’re talking to.
Some people are always unsure as to whether or not to include the numbers at this stage of the sales process. You absolutely should, you just need to make sure you’re showing them the right numbers.
Whether it’s a residential sale or a commercial sale, make sure you emphasize the cost-saving nature of solar. Compare how much they’re likely spending on energy on average right now, and then show them how much they’ll save through solar energy.
This is one of the main USPs of solar energy and absolutely needs stressing if you’re looking to close any kind of sale.
Alongside this, make sure you stress the environmentally friendly qualities of solar power. This is an increasingly popular sales point for certain demographics and is crucial to understand. It shows that your product is one that can last and one that lacks any negative side effects.
Being Personable and Getting Another Minute
This goes alongside the feeling of not being stressed, but when trying to clinch qualified solar leads you need to be personable. You need to work on building a rapport with your customers from the get-go.
This is a talent that’s easier said than done. But if done right, it can be the difference between a huge sale and a dreadful loss.
Work on how you approach people, and how you identify what they like and dislike. Do your research, particularly for corporate clients, so that you know how to steer the conversation in the right way.
Pitching and leads are an inherently human experience; lean into this in every way that you can. Build on the relationship you already have from creating pre-set solar appointments.
Ultimately, you’re aiming for the ability to get another minute of their time. With every minute that you get from a potential lead, you get them more and more invested in the prospect of adopting solar energy.
That means they’re more likely to eventually commit to a sale. This is why you need to drive the conversation through lead-ins.
Ask them brief questions, that they can then answer and enter into a new branch of the conversation with. Make sure you’re able to do this and include solar in the conversation naturally.
You should also make sure any rebuttals you do use are positive and encouraging. You don’t want to scare off any response from the potential customer, you want to work with them to show the many benefits of solar power for them.
Where Can I Find About More About Closing Solar Leads?
You should now know the tricks of the trade when it comes to securing solar leads. But in solar marketing, there are no free solar leads; you need to work for them. There’s no one-click solution where you can just buy solar leads.
But there is expert advice. If you need any assistance, the team here at Invention Solar can help. We’re a team of solar energy experts committed to helping those in the industry build their client portfolios.
To find out more, make sure to contact us directly today.