With uncertainty high in the solar industry, now’s a good time for residential solar installers to review their sales strategies and see where they can make improvements.
A recent survey from Rocket Homes found that nearly 67% of homeowners showed an interest in going solar, but their biggest roadblock remains the up-front cost. This response indicates that it’s more important than ever for installers to use a smart residential solar sales strategy to appeal to these potential customers.
Since this can be the make-or-break point that determines whether a deal closes, we’ve got three tactics to help take residential solar sales strategies to the next level.
1. Focus on the Pre-Sale Customer Experience
For installers, hauling solar panels onto a roof is just another day on the job. For homeowners, though, the project can be a much bigger deal. Even the most ardent solar supporters still have doubts about the initial investment or having work done to their roof. And what might seem like common sense for installers, such as the long-term benefits of a rooftop solar PV system, might not be as readily apparent for first-time customers.
This difference of perspectives can sometimes get lost in the hustle and bustle of daily operations, opening the door for misunderstandings, a lack of communication, and potentially a lost sale.
One way to overcome this involves focusing on the pre-sale customer experience. From a solar sales strategy perspective, the customer experience should begin long before the deal closes. The industry is still at a point where most homeowners looking to go solar are first-time buyers, so they’re unaware of what to expect.
By focusing on the pre-sale customer journey, installers can better educate prospects on the benefits of solar and help guide them to realize why the initial investment pays off for them in the end.
Although energy-bill savings tend to generate the most solar advocacy in end-users, a pleasant and well-managed customer experience from start to finish also increases the probability that homeowners will refer you to their friends and family.
2. Educate Through Questions
Despite the growing popularity of solar, many homeowners still have misconceptions about it. At the same time, some people dislike being told what they need to know, especially if they feel like they’re being sold something simultaneously. This discrepancy can create a bit of a paradox for installers, especially during the pre-sales customer experience when prospects need the most education and guidance.
How to resolve this conundrum? Instead of stating claims or listing facts, ask prospects guided questions so that they form their own conclusions. This technique also offers installers the chance to glean additional insight into customers’ motivations and goals. Do they want to save money, or are they more interested in sustainable energy options? Are they looking for resilience against extreme weather conditions?
Helping homeowners figure out these answers gives them the chance to connect the dots on their own to see the wide variety of benefits solar provides. After all, it’s much easier to close deals when potential customers convince themselves that they should buy.
3. Sell Panels With Confidence
No matter how sophisticated the sales strategy, at the end of the day, the solar panels need to be high quality and reliable enough for installers to stand behind. The more confidence installers have in the solar panels they’re selling, the better the chances of this confidence translating to the customers as well.
That’s where Trina Solar can help. For the eighth consecutive year, Trina Solar panels were named “Top Performers” among global PV module manufacturers in the 2022 PVEL Reliability Scorecard. Along with the highest level of reliability, installers can also offer their customers 25 years of guaranteed performance and power output with the TrinaProtect Warranty Program.
These features can make installers even more confident in the residential solar panels they’re selling since they can ensure customer satisfaction for the life of the rooftop PV system.
Want to learn more about the reliability and bankability of Trina Solar’s residential solar panels? Reach out to our team today!
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