Succeeding In Solar Sales, Broken Down
When it comes to learning how to quote solar systems well, many businesses could improve. The basics are usually covered in one way or another, but what's often lacking is strategy and clarity. These 10 rules aim to offer some guidance drawn from years of experience selling solar and quoting on just about every type of system there is. Get these right and your quotes will convert far more often, regardless of where you sit on price.
1. Never Quote Over The Phone
Most salespeople know this one, and it's a golden rule. The moment you put a price out there over the phone, you've all but killed the deal. You've reduced yourself to the same level as every competitor, and the only thing separating you in the prospect's mind is price. If you're 100% certain you have the cheapest price, full stop, then maybe it's okay. But even then, you need the chance to convince the prospect first that you are the safest, most professional, experienced, and trustworthy option.
2. Quote Fast
An obvious one, but vital: get in touch with leads while they're hot. It comes down to the four stages of change, a well-known psychological process:
- Precontemplation
- Contemplation
- Preparation
- Action
You want to reach a lead at the end of the preparation stage, when they've decided they're ready to move and have taken some action to show it. Timing is everything here. Your prospect is about to act, so if you're late to the table you'll miss out. For more on why speed wins, see how solar lead response time affects outcomes.
3. Follow Up
Another obvious one that's ignored far too often. Following up on a quote gives you another chance to close, and at the very least it surfaces valuable information you can use to improve your next quote. Take the opportunity to ask the prospect a few quick questions, because that feedback is some of the most valuable you'll ever get.
4. Give A Succinct Report
People don't want to trawl through walls of text, less so now than ever. The information age rewards fast, clear communication. Put together a professional proposal that quickly conveys the main selling points of your offer, so the value lands in seconds rather than pages.
5. Provide Details
Some customers don't need detail; others won't buy without full specifications. So give your prospect the choice. Provide full technical specs, procedural information, cashflow projections, and everything in between, but keep it as appendices so it doesn't clutter the core proposal. You might also include solar shading information, third-party backing of your products, and the wider benefits of solar such as thermal gains, demand reduction, and tariff-change considerations.
6. Showcase Your Products
Make certain your prospect knows exactly what you're offering. Many solar companies still don't tell customers which panels and inverter they're proposing, which is unthinkable. Name the brands you're using and explain what makes them an excellent choice. Confidence in the hardware builds confidence in you.
7. Do A Song And Dance About Your Company
This can be the deciding factor: how does your company stand out from the competition? Make it known that you're the best choice. Tell your prospect about your achievements, your experience, and the reasons they should trust you above all others.
8. Be The Trusted Expert
Trust is everything. Once a prospect is convinced you're trustworthy, you've all but made the sale, because it's very hard to lose a deal when the prospect trusts you completely. One tool that builds trust enormously is Solar Proof, which lets honest, third-party-calculated figures do the talking. This is the same principle behind how third-party tools improve trust in solar sales.
9. Give A Final Price
Prospects want prices, and they want honest ones. Don't backflip or get cagey about how you've priced the system; be clear and fair. Once you've given the price, stop talking and listen. This is possibly the most crucial moment in the whole process, because it's where the prospect either says "yes, I'll buy," which you need to hear, or voices their objections. If they raise objections, fix them, and the sale is yours.
10. Call To Action
Tell your prospect exactly what to do next. Your quote should make it obvious how to accept and what the next step is, for example: "Sign here and return this quote to email@yourcompany.com.au." A clear, compelling call to action is a must, and it can noticeably lift your conversion rate.
Summary
Knowing how to quote solar systems is about far more than putting a number on a page. Quote in person, move fast while the lead is hot, follow up, present cleanly, back yourself and your products, build genuine trust, price honestly, and always finish with a clear call to action. Tie these 10 rules together with a professional, accurate Solar Proof proposal and you'll win deals that competitors quoting on price alone never get close to.
