Feed Your Sales Funnel
Many solar companies spend a lot of money on advertising, whereas others spend money trying to get referrals. Revolusun, Hawaii’s biggest residential solar company, gives people $500 if they refer someone to Revolusun who then ends up buying a system. This has sprung a network of young go-getters who patrol their neighborhoods and go door to door recruiting for the company. According to the company, this referral strategy does really well, especially in ethnic and close-knit family neighborhoods, where outsiders (salespeople) are often viewed with skepticism.
Target strategy #7: Nurture your customers and other word-of-mouth disciples. Whether those folks are in it to help the planet or in it for their own financial gain (or both), give them the ammunition they need to help you close your next deal.
The other major way to get leads is to partner with organizations whose business it is to generate those leads for you. Our company uses the online solar savings calculator Cost of Solar for exactly this purpose. If you Google “cost of solar” our website consistently shows up among the top three results, and between that and partnering with CleanTechnica and the rest of the Important Media network, we generate thousands of leads per month of people actively looking for information about going solar at their home. We give people a free report on solar, specific to their lives and homes, and then call them to follow up. Once we verify that they’re for real, we send the leads to solar contractors across the country. One major thing that sets us apart from other solar lead generators? We only give exclusive leads–there’s no bidding war and we’re not selling the lead to more than one contractor.
Target strategy #8: Get in front of interested homeowners–people actively seeking information about putting solar on their roof. Join GridFreedom today to get a steady flow of leads to local homeowners seeking solar.
Co-Market With Strategic Partners
One of the big keys to marketing solar is finding great strategic partners. On the surface, the best strategic partners you may be able to find are other companies in the “green” field that are already saving people money while saving the planet. Think energy auditors and organic food co-operatives. Sure, these businesses will have access to a great, fairly well off demographic that is sustainability minded, and they will have built up a layer of trust that is critical to closing a sale. Getting a referral from these companies would go a long way to finalizing a deal.
According to Tor Valenza, solar blogger extraordinaire, however, some of the best strategic partners may be high on the trust scale and low (or less relevant) on the sustainability scale. Think T-Ball leagues and bowling teams. Sponsor those types of community activities, and the general impression of your business will rise substantially within that community. There are also likely to be less competitors working that space than working the natural foods co-op.
Target strategy #9: Potential customers are everywhere, and solar is a large purchase that requires trust. Build it by making friends where potential customers are…meaning in places you wouldn’t think of first.
Let’s be honest. There are a lot of reasons people buy. The feelings of goodwill and warmth toward those that make us laugh is unmistakable however, and there are plenty of marketing studies showing that these feelings do translate into sales. Entertain to captivate. Entertain to build trust.
Target strategy #10: Entertain and engage your customer. They’ll remember you and appreciate you for brightening their day. Here’s an example from a solar company called SunRun: https://www.youtube.com/watch?time_continue=1&v=zYBfAW0fGNc
These ten strategies will help you improve the way you relate to customers and build up more residential solar leads. However, if you want to simplify your marketing process and cut down on your outreach work, partnering with a solar marketing company like Grid Freedom is an effective option.
As a company that provides leads for solar contractors, we allow you to minimize, or even fully eliminate the need for you to generate leads yourself. And because we offer only qualified, 100% exclusive solar leads, every lead you get from us is one with maximum sales potential.
Get in touch with our team to discover how our leads can change your solar business.