January 2024
Transform Your Solar Sales: From Lead to Loyalty
The solar market is constantly changing and very dynamic. Therefore, lead generation can be challenging.
How can you ensure an influx of new, quality leads when market growth seems to be stagnant? And how can you use your current tools to generate more sales? In this article, we explain these issues and highlight how you can use 2Solar to make this happen.
Generating leads
If you have ever distributed flyers or brochures in residential areas, you are already on the right track. But the reality of lead generation teaches us otherwise. Even with the most eye-catching flyer, there is only a small chance that the flyer will be read or scanned. Let alone a potential lead taking action on it. So what is the effective alternative?
If you have an installation date at one of your clients, there is a smart way to take advantage of it. Through a personal letter to neighbouring houses, you mention that you will be carrying out an installation at the neighbours’ house that may cause some inconvenience. A targeted letter has a personal character, which appeals to the recipient and motivates them to read it. We find with our clients that this approach is effective and that neighbours seek contact in response to the letter, both on the installation day and in the period after.
Qualifying leads
Every company has a different idea of what constitutes a quality lead. Even if a lead is interested in your company’s services, that does not mean that this lead fits its criteria. Qualifying your leads helps build a sustainable lead funnel for your business. Examples of lead qualification in the solar market are:
- Minimum installation size/number of panels
- Poor roof location
- Poorly accessible houses
- Complicated roofs where an installation costs you more time and money
It is advisable to focus on the lead sources that are successful and profitable. By monitoring and qualifying your lead quality by performing a roof scan and with the 2Solar Design Module, for example, you can create quality business opportunities instead of occasional project work. Moreover, this ensures that the solution you offer your customers results in a positive return on investment. But how do you tackle this?
Within the 2Solar platform, we offer advanced automation capabilities. One such capability is to send an inspection form to prospective customers who may be of interest to your business. These prospective customers, or leads, provide the form with details about their home and send it back. This process is particularly effective because it gives you immediate insight into the suitability of the lead’s home for your intended installation. Moreover, the lead’s effort in completing and returning the form indicates a serious interest in your services. This significantly increases your chances of making a valuable sale.
Optimising lead follow-up
2Solar can support you with a smooth and efficient lead follow-up. If you use a lead generator to bring in leads, you can use our integration with a range of lead generators within our software.
If you are already using a lead generator, have you thought about the follow-up process for the leads you have purchased? How many leads you’ve received, their status and how many quotations and sales you have achieved? This information is of great value to your business.
As a client of 2Solar, we can help you set up a Dashboard with which you can:
- View comprehensive statistics: The Dashboard provides the insights needed to make targeted decisions. View, analyse and manage sales statistics, and keep an eye on the statuses and progress.
- Manage your sales team(s) effectively: Manage your sales team(s) with insight into the sales figures of your account managers. Identify bottlenecks and successful actions from lead to signed quotation.
- Gain insight into your processes, from lead to sale: From initial lead to final conversion, we provide instant insight into the profitability of the various sources of your leads. You can check the Dashboard with a glance to see the performance of the least and most qualitative sources.
- Easily compare data: Compare data such as conversions per quarter, and visualise where there are areas for improvement. A practical tool to make internal processes negotiable and, above all, more efficient.
- Forecasting and setting targets: With all the available data, you can forecast and set goals for the coming year. You know how many leads and quotations are needed to achieve the sales figures based on the number of conversions. You can also estimate when busy periods are coming up, allowing you to better plan your teams and your employees’ leave.
Contact your account manager if you are interested in the 2Solar Dashboard.
Retaining customers
Have you already done many installations and noticed that many of them require maintenance? Think about various issues such as: troubleshooting PV installations, standard repairs, annual/two-year inspections or cleaning the solar panels. You could then think of unburdening your customers by offering maintenance contracts, which translates into monthly recurring revenue for your organisation. Maintenance contracts contribute to the future-proofing of a PV installation and give your customers peace of mind that their solar panels are safely installed and performing optimally.
Monitoring a PV installation plays a big part in this, but how will you achieve this? Automation is the magic word here. After all, you want to make sure that you set up the maintenance contract in such a way that it costs you as little time and money as possible, but still allows you to get a positive return. With 2Solar’s Monitoring Module, you can automate the entire monitoring process so that it costs you as little time as possible. From notification to inspection form to scheduled service visits and SEPA authorisation. Simplify your processes with the help of 2Solar.
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