Getting Started With Solar Sales Proposal:
The degree of competitiveness in the solar sector has recently increased to record levels due to governments finally acting on the climate catastrophe and annual decreases in material and production prices. That implies that, if it ever was, your solar firm is probably no longer the only one in the city.
Your sales presentation needs to be polished, concise, and most importantly, successful if you want to stay ahead of the curve when it comes to expanding your solar business and closing sales in a huge market like the solar sector. We'll be breaking down each essential component of your solar sales pitch in this post to help you seal the deal and beat out your rivals.
Successful solar sales proposal writing is more than simply a competitive advantage. Your PV installation business may be made or broken by it. But far too many installers do this crucial step incorrectly, either by providing:
- Too many specifics in their suggestions. This conversion-stopping choice may overwhelm buyers with pointless information and result in the transaction being lost;
- Inadequate information leaves clients with more questions than solutions. And while trying to close the transaction, that is the last thing you want to happen.
Even worse, the drafting of solar proposals can take up a lot of time, especially if you have to create new submissions from scratch for each possible client. This article describes how to speed up the procedure so that your own solar proposals are simpler to draft, stand out from the competition, and aid in closing more business.
Solar Sales Tips:
Here are the major 10 solar sales tactics to help you close more deals:
Become an Expert:
The fact that there is a lot to learn about solar and not everything is simple to understand is one of the biggest hurdles. To be able to convey to your consumers what you have to offer, it is worth the time commitment.
Keep it Simple:
Don't overwhelm individuals with information all at once, though. Explain everything in simple words. Provide clients with facts that will aid in their decision-making, but avoid overwhelming them, especially with technical jargon. (Unless they inquire; in that case, utilize that knowledge!) One of the most crucial solar sales recommendations we can provide you is simplicity.
Solar has recently gained popularity, although it is still not for everyone. Find the folks who are most inclined to entertain a discussion by conducting your research just like you would if you were selling any other product. Save yourself some time and move on right away if any warning signs appear.
Follow up as soon as you get qualifying leads, please! The majority of purchases need at least five follow-up calls, and businesses that follow up first see a 30–50% increase in sales over their rivals. You can accomplish this much more quickly with technology, like as our auto-dialer CRM, than by trying to do it by hand. This is true for all transactions, not just solar sales.
Promote the Price:
Many people believe solar to be pricey, but in actuality, costs have decreased by 70% in the previous ten years. It's one of the more apparent solar sales advice, but it's essential for persuading those who just have memories of the high cost in the beginning.
Perform a Savings Analysis:
On top of that, be prepared to demonstrate to a customer the precise amount they may save. Conduct a savings study and provide precise figures. This will be far more effective than a general cost-savings pitch.
Price matters, but it's not everything. What distinguishes you from your rivals? Have you have a top-notch installation crew? excellent client service? Other benefits? Just as much as the price, sell such items to the public.
Emphasize Tax Credits:
One of the finest solar sales advice you can employ is to take use of the solar Investment Tax Credit (ITC), a less well-known benefit. There is optimism that the credit will be extended before it expires even if it is gradually declining. Use it to raise the value of your offering in the meantime. To add even more value, check out what your state has to offer in terms of tax benefits for going solar.
Being able to quote reputable sources when you give consumers information is a crucial component of proving your competence. When conducting research, make a note of the sources of your data and only consult reliable, academic sources. That's not to imply you have to justify every claim you make; rather, be ready to do so if a client requests it.
Establishing trust may be even more important when selling solar products, but this is another of our solar sales ideas that is applicable to many sectors. Even with the cheaper pricing, it still requires a sizable commitment, and most people won't hand over their money to someone they don't believe in. Ask insightful inquiries to gain a deeper understanding of their requirements while being sincere and demonstrating your concern for them. When you place your initial call, keep in mind that you are building a connection rather than attempting to sell a product.
Believe in your Product and Pitch:
Finally, it's crucial that you have confidence in both your sales presentation and the item you're promoting. Although this generally applies to all transactions, it is particularly true for solar sales. A consumer is unlikely to believe you if they perceive any hesitation on your end.
Future energy will come from solar. The moment has come for you and your clients to establish the connections necessary for solar to function.
Components Of A Successful Solar Project Proposal:
The eight most crucial elements of a successful proposal are listed below, regardless of whether you primarily serve commercial or residential solar consumers. However, keep in mind that commercial solar projects sometimes have greater complexity for a variety of reasons, such as:
- Larger system capacities and more difficult technical requirements
- Stricter zoning and permitting regulations
- There are more decision-makers, lengthening the "conversion" process
Writing proposals for commercial and residential solar customers, however, is relatively comparable in the majority of other ways.
Solar Installation Pricing:
Cost of installing solar panels is frequently the most crucial factor for the ordinary client. Furthermore, resist the need to conceal pricing information. Instead, see any up-front or continuing fees as investments that bring about the very real advantages described in the section below.
Return On Investment:
Although most consumers concentrate on price, they should prioritize the long-term return on their solar investments. And a thorough summary of this part is necessary. It's critical that you include information such as: Along with describing the customer's return on investment (as a percentage number), you should also provide:
- Savings anticipated in Month 1
- Savings anticipated for Year 1
- Estimated time to repay (break even point)
- Estimate your lifetime savings
- Rise in the estimated value of the property
- Anticipated carbon offsets (monthly, annual and lifetime)
Positioning the customer's investment as a reasonable one is another strategy for diverting attention away from solar cost.
You should list the relative benefits and drawbacks of any financing choices you provide because there are several methods to pay for a new solar panel installation. For instance, loans, leases, and power purchase agreements (PPAs) often have no up-front costs since they are repaid with future energy bill savings.
If you have a variety of financing choices, be ready to provide several ROI breakdowns for your customers. List the names and qualifications of any lenders or financial partners you may engage with as well.
Customers may be eligible for a variety of green incentives, including tax credits, rebates, and net metering, depending on how they pay for their solar PV systems. These incentives may assist in lowering the initial and ongoing costs of switching to solar power. Now is a good time to let clients know whether you have the resources to assist them with these programmes' application processes. If not, think about defining the application processes to assist your prospects avoid needless speculation.
Solar Installation Overview and Timeline:
You should include the actual steps involved in installing solar panels in this part, including required licenses, funding, incentives, labor, testing, and a broad schedule. There is a lot of pressure to over promise with unrealistic timetables given how cutthroat the market is. However, openness and honesty are crucial. Building brand trust may result in effective word-of-mouth advertising that can expand your company.
Hardware and Specs:
The various solar parts that go into the customer's PV system, such as panels, inverters, and batteries, should be included in this section (if applicable). These technical subtleties will probably be glossed over by some clients, while others will thoroughly review your solar project proposal and conduct independent research. Be ready to defend your decision to choose Panel X over Module Y.
Warranties and Guarantees:
Almost all PV panels sold have a 20- to 25-year warranty. Batteries and inverters often have warranties covering them for five to fifteen years. And this is where you want to draw attention to the manufacturer's warranties for any goods you sell.
Additionally, an increasing number of installers now provide manufacturing or performance warranties. If so, provide the whole range of duties, maintenance, and repairs in the event that a client has an issue here. The best location to address common misconceptions and fallacies about PV technology is in this area. People want to be satisfied with their choice to switch to solar power. And now is where you give them the assurance they require to proceed.
Credentials and Licensing:
The solar industry is largely deregulated, and new installers are constantly appearing. For this reason, you should set yourself apart by incorporating elements like:
- Each member of the team's installers, contractors, and electricians' qualifications
- NABCEP certificates or additional forms of training tailored to your industry
- The quantity of installations you've completed and/or the length of time you've been in operation
You should also mix client testimonials and reviews throughout your solar panel proposal.
Do’s And Don’ts In A Solar System Quotation Format:
Organize and structure your solar project proposals in a way that makes reading them as simple as possible. Withholding facts from potential customers will only irritate them and diminish your credibility.
Include a Call To Action:
The majority of prospective solar consumers get many bids. Clear next actions are a good method to get rid of uncertainty. For this reason, each submission should always have a call to action. Even better, include a reminder to contact each client after a certain number of days from the time they get your solar panel proposal.
Provide them with a variety of design and financing alternatives so they may select the setup that best suits their requirements. However, don't overdo this action. Options appeal to people. However, having too many options might cause indecision.
Avoid being too Technical:
It's simple to use too much technical speak, especially if you spend your days working with PV technology. But you should write your solar project ideas in a way that everyone can comprehend them. Use phrases like "savings" rather than "utility bill offsets," for instance.
Avoid Reinventing the Wheel:
Every time an installer needs to compose a new sales presentation, they frequently start from fresh. However, working from a tested template for a solar proposal will help you produce submissions of higher quality and with greater conversion rates while also saving you time.
You should be sure to cover all your bases in the first discussion rather than waiting for questions to come up and possibly putting yourself in the position while developing a good solar sales pitch for your solar firm. Create a sense of urgency, promote the advantages of solar installation holistically, and always be prepared with solutions to any queries or worries in advance.
Once you've gained access, be sure to have a lovely proposal prepared for the homeowner to review and electronically sign. With Solar Labs, you can simulate shading, provide finance, acquire your permits, and get a complete quotation with Good, Better, and Best alternatives in only a few minutes.
Schedule a demo now to learn more about Solar Labs and the best in segment, solar panel design software, which, when paired with a captivating solar sales presentation, can help you grow your solar company quickly and with less friction.