Solar Leads: Managing a Residential Solar Media Buy
Managing the processing of residential solar leads means following these strategic sales guidelines specific to solar and and solar buyers.
Not too long ago, many people were solar skeptics. Now, the solar energy market is an exciting space to watch as old and cold solar leads are being revived and new solar leads are being cultivated. People who once saw little value in solar energy are now jumping on the opportunity.
What’s changed?
One reason is that more people are becoming environmentally conscious. Another reason is that people are losing trust in their familiar energy sources. The final reason is that solar energy companies are finally perfecting their marketing strategies.
So how can you improve your solar energy marketing and selling strategies and start seeing great results? You need to take control of your leads. In this guide, you’ll learn how to manage the processing of your residential solar leads so you can boost sales.
Understand Your Goals
How can you get started if you don’t know where you’re headed? Understanding your goals for your business is key to being successful. Without a direction, you won’t know where to begin.
Be smart about your marketing goals, pun intended. Use the “SMART” strategy for setting goals and assessing your progress. Setting SMART goals means you need to set goals that are:
- Specific
- Measurable
- Attainable
- Realistic
- Timely
Take the time to write out your SMART goals and make sure your team understands what you’re trying to accomplish. Once you know what you want to achieve, you can put a strategy in place.
Put a Strategy and Budget In Place
What do you need to do to attain your SMART goals? If your goal has to do with finding more leads, what can you start doing to build your list? If your goal is to make more sales, what tactics can you use to make more sales?
Your strategy will go hand in hand with your budget. You will need to know what you can afford and what you’ll willing to set aside to reach your goals. You might need to hire new people or expend more resources to get more leads and achieve more sales.
Your SMART goals, strategy, and budget will be unique to your business. It’s very important not to move forward with new strategies until you know exactly how much you’re going to spend. You should also make sure you are regularly keeping track of cost and your return on the cost.
Connect Your Technology Correctly
Being at the top of your game with marketing means implementing software and technology that will help you streamline your processes and get more insights into your audience. One of the best ways to do this is by using a CRM software.
A CRM, or customer relationship management software, is a tool that can help bring your business goals and strategies into one place and help you track your success. It can increase profits by streamlining the interactions you have with your customers and keeps all your data in one place.
The best CRM systems will also allow you to connect with all of your other business software. This connectivity will allow you to track all of your business interactions and data in one place. It can also help you build a list of third-party leads that you can use in your outreach.
Find the Right Media Partners
You shouldn’t go through this journey alone. You need to find the right media partners to work with as you build leads and market to potential customers. When you’re looking for the right partner, you should make sure they:
- Are reliable
- Have a proven track record
- Are willing to work on a pay-for-performance basis
You’ll want to make sure you find the right partners for pulling in qualified leads. If your target customer is residences, make sure you are focusing on residential solar leads.
Understand The Best Lead Types For You
There are so many different types of solar leads out there, but not everyone is the perfect fit. Understanding each type of lead and how it could fit into your marketing plan will help you focus on the most effective ones for your business and improve your call center management.
For example, if you are an efficient call center that regularly generates its own appointments, you will want to look into aged solar leads data or good prospecting data.
If you are relying on other call centers and BPOs to prospect and pre-qualify, then you should focus on transfers and presets as your leads. For transfers, your call center will be scheduling appointments, while preset solar appointments will be handled by other call centers.
If your business has a strength with running media campaigns on social media then live web leads are for you. You will be creating inbound leads for your call center to pre-qualify and schedule appointments.
Finally, you could try finding leads through canvassing. You could run door-to-door campaigns for lead generation.
If you’re looking to buy solar leads, you’re in luck. It’s easy to find them, whether you need Florida solar leads or New Jersey solar leads.
You’ll want a good mix of exclusive solar leads and free solar leads. Exclusive solar leads will give you a better chance of success because there won’t be as much competition, but free solar leads are a great affordable asset as well.
Track Your Media Partners
You might have done a great job finding the right media partners, but that doesn’t mean you should leave them alone to do their work. You still need to keep an eye on the success you are experiencing by working with them.
A great way to track you media partners is by setting KPIs, or key performance indicators. KPI’s will give you real-time insight and visibility into your business and help you find flaws or underperforming sectors.
Some recommend KPI’s for this type of business are:
- Number of dials per day
- Number of connected calls
- Number of appointments set
- Percentage of appointments that sit
- Number of sales
- Percent of cancellations to appointments
Using these KPI’s, among many others, will help you track your business and employees’ performances.
Make Profitable Adjustments
You can use KPI’s in the SMART goals you set as well and take action based on whether your business is performing or underperforming. If there is a specific KPI that is underperforming, you will be able to pinpoint where the issue lies and make profitable adjustments.
Without KPI’s and goals, you could be losing sales without even knowing it. Or, you could be realizing your business isn’t very profitable, but you won’t be able to find out why.
Own and Control Your Future
Solar leads are the engine that drives the solar energy business. Narrowing down your focus on the best leads for your business and scoring exclusive solar appointments will be the key to your success.
Invention Solar has a full suite of services ready to help you improve your solar marketing KPI’s, whether you need solar leads in Florida, solar leads in Missouri, or even New York and New Jersey solar leads. Contact Invention Solar today for a free consultation!
