The solar market’s unprecedented growth has created competition in the market. Contractors who want to stay ahead may consider purchasing solar lead generation services to increase their chances of closing deals with more customers. However, without a careful approach, you could get burned.

Many lead generation companies prioritize quantity over quality, providing leads that are not adequately qualified. You may find that leads are outdated or are not homeowners. These low-quality leads can be a massive waste of time.

However, if you know what to look for, you will get qualified leads that ensure success.

What Common Issues Occur When Buying Solar Lead Generation Services?

Solar contractor sales teams are all too familiar with the disappointment that comes when investing in some solar lead generation services. They are all ready to dive into a batch of shiny new leads. But once they start working their way through the list, they encounter the following problems:

• Outdated Leads: Often, contractors are provided with leads that are not recent. The lead may have once asked for a solar quote, but when you make contact, you will learn they are no longer interested, no longer own a home, or have already purchased solar from another company.

• Unqualified Leads: Sometimes, leads may end up on a lead list for no apparent reason. Perhaps they were generated from a company in a related industry. However, when you call them, you will realize they have no interest in going solar.

How to Avoid Common Pitfalls

Issues arise when investing in solar lead generation services, but you can increase success rates by avoiding these common mistakes.

• Prioritizing Quantity Over Quality: Solar leads can range in price, with new leads costing between $15 and $500 (or even up to $1000 for specialized leads). However, you may encounter some companies offering outrageous prices on bulk leads that seem too good to be true- and they probably are. Be wary of companies selling high quantities of leads at low per-lead prices, as they are likely not qualified.

• Not Vetting Carefully: Contractors should vet their choices of lead providers carefully. In addition to researching reviews and case studies, determine how their leads originate and are gathered. Ensure their leads are accurate, up-to-date, and relevant to your target audience. Understand how they decide which leads are likely to convert.

• Transparent Pricing: The service you work with should offer transparent pricing with no hidden fees. Some companies offer different pricing for aged leads, selling older leads for just cents. These breakdowns promote transparency and are often a sign of a trusted provider.

• Communication: Effective communication is an early indicator of whether a company is worth your time and money. Do they answer your questions clearly and promptly? Vague communication and a lack of transparency could be red flags.

• Money-Back Guarantee: Some companies offer a money-back guarantee if their leads don’t generate a certain percentage of sales.

• Commission-Based Services: With commission-based services, you don’t pay unless you generate sales. These services tend to be more expensive, but they put their money where their mouth is, guaranteeing you get results.

• Contracts, Fees, Money Down, Minimum Purchases: These are all common strategies solar lead generation companies use to ensnare you in their web. They could get you to invest money with no return, and put you in a situation that’s hard to get out of.

• Not Looking for Exclusive Leads: Many companies guarantee exclusive leads, meaning the leads go to you and no one else, improving your chances of success. Although this can be a selling point, you must research carefully to ensure these leads are truly exclusive.

How to Buy Solar Lead Generation Services

Now that you know what not to do, you can move forward with a system that ensures smart lead buying. Here are some effective strategies:

Define Your Criteria

First, you must define your target audience. Doing so ensures you find a solar lead generation company that offers the type of leads you are looking for. You may consider the following criteria:

• Location: Ensure leads are in your service area.

• Property Type: The leads should align with the properties you serve most often, such as commercial, residential, single-family, multi-family, etc.

• Property Ownership Status: Your leads should be property owners, as renters rarely have the final word on going solar.

• Roof Condition: If possible, sort leads by roof condition, ensuring you are contacting those with good sun exposure and minimal repair needs.

• Energy Bill Size: Homeowners with hefty energy bills will be more likely to buy into your services.

• Lead Intent: Some leads may be curious to learn more about solar energy, while others will be ready to invest. While it may be worthwhile to reach out to leads in all areas of the funnel, it’s preferable to contact bottom-of-funnel consumers who are prepared to buy.

Research and Compare

There are several aspects to consider when researching leads, including the following:

• Read Reviews: Platforms like G2, Reddit, and Capterra tend to have the most accurate and relevant insights.

• Ask for Recommendations: Recommendations from sales professionals and industry insiders can also guide you in the right direction.

• Social Sites: Consider joining social groups on Facebook and LinkedIn to get insights from experts and peers.

• BBB Ratings: Companies that are BBB-accredited with high ratings tend to offer reliable services.

• Compare Pricing Models: Common pricing models include pay-per-lead, pay-by-appointment, and revenue share. Determine which is best suited to your needs.

Request Samples

Ask for a sample list before you invest. When going through the list, look for these characteristics:

• Completeness: A lead should include all relevant contact information, including phone numbers, email addresses, and physical addresses. Bonus points if it contains information about roof type and condition, energy bill size, and credit rating.

• Lead Source: The list should include the lead source. Common lead sources include Google PPC, Google Ads, organic search results, social media platforms, and newsletter sign-ups.

• Timestamp: Each lead should include a time stamp indicating whether it is aged or recent.

• Opt-in Proof: This statistic indicates whether the lead has explicitly requested solar information, thereby increasing the likelihood that they will progress through the sales cycle.

If the company refuses to provide a sample list, it could be a red flag.

Track Success Rates

Once you find a solar lead generation provider, you should continue tracking success rates to ensure you are getting the results you hoped for. Return is one of the most significant factors. It’s vital to choose a company that brings you the best return for your investment.

Determine:

·  How many leads and appointments convert into sales

·  The average revenue generated from each successful lead

·  The cost to close a deal

·  The time spent chasing unqualified leads

You can ensure accurate tracking with the following strategies:

·  CRMs like HubSpot, Zoho, and Salesforce will help you track leads by source, allowing you to gain insight into how each performs.

·  Track conversion rates at every stage from initiating the lead, to the follow-up, to closing the deal, to define success rates better.

·  Calculate the cost per sale by dividing the total spend by the number of deals closed.

·  Set KPIs that can be used to measure when solar lead providers aren’t meeting your goals.

Tips for Closing More Deals

Finding the right solar lead generation is only part of the equation. Your approach to sales ensures success. Here are some recommended strategies:

• Jump on Leads Immediately: Leads are timely. Jump on them when the interest is still there and before another salesperson approaches them.

• Take an Educational Approach: Educate consumers about solar energy, including the amount they will save, potential tax exemptions, and addressing common myths. This approach promotes transparency and increases the chance of buy-in.

• Personalize Your Approach: Let consumers know you took the time to research and learn about their specific needs. Provide personalized information on how much they will save based on their unique situation. Address concerns such as roofing and panel modifications. Bring environmentalism into the conversation if you think it matters to the customer.

• Leverage Customer Testimonials: Provide testimonials and case studies that demonstrate your credibility and show how you can add value.

• Offer Flexible Financing: Various financing options can make solar purchases more attractive and affordable.

• Follow-up: Statistics show that it can take 6 to 8 touchpoints to turn a lead into a customer. Therefore, you must determine a follow-up schedule that keeps you top of mind, without driving your customer crazy.

Clean Energy Experts is Your Source for Solar Lead Generation Services

CEE is a top choice for solar contractors seeking to expand their business. We are an exclusive appointment setter and lead generation company offering services nationwide. With us, there are no contract fees, down payments, or minimum purchases. Leads start at $15, appointments start at $75, you set the price.

Contact us for the tools you need to boost your solar business