What Can YOU Do To Get The Most Out Of A Solar Lead Gen Campaign
The Solar selling process is just as important as the marketing process..
If you don’t know what to do with leads or qualified appointments, then you will get burned.
Read that again.
A marketer can deliver consistent, qualified leads & appointments, but if your team cant effectively close and fufill, then it will be a waste of money.
I’ve spoken to thousands of solar consultants, managers, owners in the past two years. I’ve worked with close to 100 of them. The hardest pill to swallow is when we deliver on our end, but our client can’t close.
10 credit qualified homeowners ready to go solar..
The closer doesn’t show up to the appointment..
The closer forgets to follow up post apointment..
The sales process is not congruent so the homeowner goes with a competitor..
You see an ROI..
Your budget runs dry, and you fire the marketer..
It’s not fun but its definitely happend.
Here are some powerful strategies and tools to explore that will improve your back end (and make working with marketers more profitable)
Virtual Appointments
The pandemic really brought virtual appointments to the forefront.
Everybody knows what zoom is.
Many people don’t want a stranger coming inside their house.
Now I know you might be thinking:
My guys have a way higher closing percentage in person!
Even if that’s true, how many appointments can they successfully take in a single day? 2? maybe 3?
With virtual, your top dogs can bang out an appointment per hour during off hours. If they’re on the doors, nobody is answering from 11am-4pm anyways.
Also, with virtual appointments, you can hit less saturated markets.
Let’s say you live in Dallas, TX. Your team can drive around the DFW area, but its super saturated.
What if they took targeted zoom appointments in less saturated areas like College Station, Waco, or Tyler? These cities aren’t getting blasted like Dallas, homeowners are more receptive.
Software to make the virtual closing experience amazing
To sell virtually, you’re going to need tools and systems to make the experience enjoyable for the homeowner. Here are a few I use with my solar company.
Enerflo and GoSolo have many similarities and we use them in conjuction to one another.
This software acts as an online portal to effectively create proposals and demos for homeowners. It connects with your finance partners so you can customize proposals on the fly to provide the best service and give your prospect the best possible deal.
Gone are the days of manually creating a powerpoint slide or just word vomiting to the homeowner. You can now give them a visual representation of going solar.
One call close? I think so!
Think of High level as a hubspot times 100.
Have you ever bought leads for your team to call? Or have you ever uploaded leads from sales rabbit into your CRM, then they just sit there forever?
High level allows you to to send automated texts, emails, and voicemail drops to leads. You can run extensive marketing campaigns, referral campaigns, database reactivation campaigns, etc.
My company Solarlink actually uses high level for our clients to help them stay organized and ontop of their pipline.
Online Trainings
I won’t go into this too extensively as everybody has a different way to conduct trainigs. But if you’ are consistently doing zoom trainings, in person trainings, then you should be recording these and uploading them to a database. I recommend mightynetworks or gohighlevel for this.
Effective training is key to getting new reps off the ground running.
Summary
If you are relying on outdated systems, or a team strictly door knocking and closing deals manually, then it will be really hard to see success with a lead vendor / solar marketing agency.
You need to have the right training, right software, right tools, right systems, in order to empower your reps to close deals and grow the company. Buying appointments will only suppliment what you’re already doing, it won’t save you on its own.
My company Solarlink helps transition companies into the online space so they can then get the most out of a marketing campaign.
To learn more about what we do, or simply to chat with me further on how we grew our solar company, please book a call below:
