At the recent Solar Power International 2014 show in Las Vegas, Nevada, one company hosted a clever competition. Solar sales software developer OnGrid asked its booth visitors to share their best tip for how to sell more solar to happier customers. Here’s 12 of the best responses they received and the one that came out as winner.
12. Break it down
Break it down to the basics – this is not rocket science. Once they understand they’ll buy! – Toby Mullen, Denali Solar
11. Demonstrate integrity
Integrity is everything -Eric Vaughn, Lenzi Solar
10. Know financial requirements
Know your customer’s hurdle-rate! -Alex Kaffka, Allana Buick & Bers
9. Love people
Love working with people and show it. -A.H. and R.P.
8. Follow the golden rule
Do to others as you would unto yourself. -James Chun and CJ Lee, Solar N Power
7. Be honest
Be honest. Solar sells itself. -Elizabeth Moats, Solar Holmes
6. Ask questions
Never assume you know your customers’ needs. Ask questions! -Jeff Croisetiere and Shannon Schmidt, Solar Tech Inc.
5. Monitor and follow up
ALWAYS include a good monitoring system on all your installations and schedule a follow-up call every month for the 1st year. -Carlos Lopez-Maisonave, PV Systems of PR
4. Know solar
Don’t talk the most. Know the most! -Kevin Holme, Solar Holmes
3. Do due diligence
Don’t guess on annual savings from solar. Get an accurate tool that does savings analysis for you. It will save time, standardize your sales system, and make you more sales! -Kevin Clements, KRC Enterprises
2. Consider demand management
Don’t underestimate the value of load (kW, not kWh) offset. -Tripp Hathaway, Hannah Solar
and the winner is….
1. Have great install teams!
Customers remember the 3 days the installers are there more than they remember the sales process – Have great install teams = more referrals. -Dana Smith, SolarCraft
Smith won a free year of OnGrid software loaded on a tablet, a unique proposal design and 4 hours of training with an OnGrid solar sales professional. Congratulations!