Know your client
Who are you selling to? Try to understand what their limitations are in going solar. Some potential limitations could be budget, space, or how much energy they wish to offset.
What is their motivation in going solar?
Maybe they are in it for the environment, financial benefits, energy independence, or even a combination of all three. Knowing your clients limitations and motivations can help you best tailor a sales pitch to fit their needs.
Be an expert on your utility, state, incentive programs and parameters
It is imperative to know any limitations the utility might pose on photovoltaic systems or if there are any specific requirements in your local area that might impact the install (think building, zoning and permitting requirements). Additionally, how does the incentive program work for their utility, do they have net metering? Let your client know you aren’t just selling them solar, you’re also an expert resource on local policies and incentive programs.
Have the right tools to turn around a proposal and a preliminary design quickly
Whether it’s developed in-house or by a subscription service, a salesperson should be able to provide a proposal with a preliminary design for the client quickly. While talking to the customer would be best to give a proposal, but aim for within 24 hours at least if that is not possible.
While talking to the customer, set the expectation for when they will hear from you next. Be sure to return calls, messages, and emails quickly, the more responsive you are the higher the chance of closing the sale.
Our implementation division provides a range of solutions, based on your budget, to ensure sustainable change and continuous improvement is achieved in your business.
Manager’s Office Team