Solar Marketing and Sales Tips

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With spring around the corner and the sun beginning to shine more, people are thinking about the sun. And that’s a good thing for your solar contractor business. So before you roll out your next advertising blitz, keep these tips in mind.

Know Your Industry

Chances are, if you’re reading this, then you’re a small solar company that is looking to differentiate yourself and get noticed. The only way to do that is to know what separates your company from the others. And your customers will need to know those differences, too.

Why is your product better

Maybe your company’s panels are less expensive or maybe they are made with higher quality materials and thus have a longer warranty than your competition. Whatever the reasons are, make sure this information is on your marketing materials.

Why is your company better

If your customer is shopping around, then they will probably have multiple presentations made by different companies. If the products are similar and the price differences are nominal, then the final decision is going to come down to what sets your company apart from the rest. The only way to do this efficiently is not just to sell a solar system, but to educate the customer on why going with your company is the best decision.

By educating your customer on the process, you’ll have a higher success rate. Make sure your customer knows about type of maintenance required, any additional insurance they’ll need, and what it would entail to replace part or all of the system. Let the customer know that you have a high quality contractor bond and that you have all the necessary insurance for a solar contractor.

Know Your Customers

Knowing your customers is the most important part of your business and often the most overlooked. It is so easy to get caught up in the day to day of your business that you forget that the whole foundation of your business is your customers. If they’re calling you, then you know they are interested in solar panels. Iif you’re sending out marketing media, the trick is to get past any of their concerns.

Educate them on why solar is NOT expensive

The number one concern for solar customers is the cost. You need to convey the overall cost benefits of installing a solar system right from the get go. The difference between getting a customer or losing them to another is more often than not tied to the perceived cost. In marketing, Price is usually the single greatest barrier and is the most infamous of the 4 P’s (price, product, place, and promotion). Including easy-to-read infographics overcoming perceived cost barriers will increase the likelihood of sales calls.

Why installing a solar system is good for them

Everyone wants to feel good about their decisions. You’ll want to tap into the benefits of “Going Green.” Reinforce the benefits of solar for them as well as the community.


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