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Following Up on Leads

September 25, 2018
Best Practices

Quickly contacting homeowners who have shown interest in going solar improves your chances of making a sale. A lead should specify the best time to contact the interested party and how to do so. Many people today prefer texts and emails to being called, so be sure to pay attention to their preference.

Meeting Preparation

First impressions are key. The first time you meet with a potential client, be prepared to talk about your qualifications, references, experience, and, most importantly, why you are the best outfit for the job.

You know how to talk about converting to solar and you know that you are good at what you do. Convince a potential lead just how good you are by keeping a folder with copies of your latest installations as well as references that you can provide without hesitation if asked.

Discuss their expectations and how you will meet them. Always be prepared to move fast if a homeowner wants to get started right away, but don’t expect that to happen.

Do Your Homework

Your time is important, but so is your lead’s, so do your homework before you set foot in their home. With today’s technology, you can know a lot about a home by pulling it up and making an assessment prior to a meeting. The better prepared you are going into an initial meeting the more likely you are to land the job.

Find out what’s most important to your potential client. Is it cost? Budget? Timelines? Grid connection? Return on Investment (ROI)? Knowing this will help you prepare a proposal that speaks to what’s most important to them.

Most people today get more than one quote, especially when they are looking at something as major as converting to solar. Work with that. Don’t be afraid of price competition. If your costs are higher because you use better materials, say so. Know your competition and be able to address any differences that might crop up.

Closing the Deal

The initial meeting with a potential customer gives you the opportunity to learn a great deal about them. Start with understanding what makes sense to your prospect as well as their biggest problems with converting to solar. This will require you to be thinking about solutions that fit their concerns.

Be sure to discuss money from the beginning. Don’t be heavy-handed, but ensure that your lead understands the ranges and realities. This will allow you to focus on the right solution for their needs.

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