Solar contractors interested in lead generation services should understand the difference between shared and exclusive solar leads and appointments. Exclusive solar leads are yours and yours alone. No other contractor should have access to them. Shared leads are given to various contractors, increasing competition.

Both lead types have pros and cons, and you should know their advantages and disadvantages. This article will tell you everything you need to know. 

What are Solar Leads?

Solar leads refer to consumers who may be interested in solar products. Lead generation companies utilize various approaches, such as social media, paid, and content marketing strategies, to attract and collect the contact information of potential solar customers. Then, they pass this information on to solar contractors for a price.

It’s up to the contractor to follow up and close the deal.

What is Appointment Setting?

Some lead generation companies take it one step further by offering appointment-setting services. They contact leads on behalf of the contractor and set up appointments. The contractor then attends the appointment, hoping to sell their products and services.

Shared vs. Exclusive Solar Leads and Appointments

Exclusive solar leads are given to only one contractor. The contractor who purchases the leads has an advantage because these leads are not as competitive.

Shared leads, on the other hand, are given to any contractor that signs up with the lead generation company, resulting in more competition.

Shared vs. exclusive appointment setting can be differentiated based on whether the lead generation service sets up an appointment with a shared or exclusive lead. Exclusive leads have a greater chance of agreeing to an appointment and converting.

What are the Pros and Cons of Exclusive Solar Leads and Appointments?

Pros:

·  Less competition: The most significant advantage of an exclusive lead is less competition. Contractors who receive these leads will have exclusive access, ensuring the client gets their pitch and no one else’s.

·  Improved Brand Awareness: The reduced competition makes leads more aware of your brand. Even if they don’t purchase immediately, they could buy in the future or recommend your brand to others.

·  Stronger Relationships: Connecting with exclusive leads helps you stand out as a leader in your field, potentially leading to stronger client relationships.

·  Live Transfer Lead Potential: Solar companies may invest in an effective type of exclusive lead known as a live transfer lead. These prospects are typically contacted through a call center. Those who express high interest in a product or service are immediately transferred to the contractor’s sales representative for a follow-up.

Cons

·  Higher Costs: The most significant disadvantage of exclusive leads is their higher costs. While shared solar leads range from $15-$150, exclusive solar leads are typically between $15 and $500, with live transfer leads costing as much as $1000. The expense can eat into ROI.

·  Fewer Leads: Since exclusive leads are expensive, contractors can typically afford fewer leads, which can be detrimental to companies that like to spread a wide net.

What are the Pros and Cons of Shared Solar Leads and Appointments?

Pros:

·  Low Cost: Shared leads are low cost, making them more affordable to solar contractors.

·  Higher Volume: The lower cost means contractors can purchase more leads, casting a wider net.

·  Higher Potential ROI: Contractors spend less per lead, leading to potentially higher returns.

Cons:

·  More Competition: Multiple contractors typically contact shared leads, creating more competition.

·  Lower Quality: Shared leads have the potential to be lower quality, in part because multiple contractors have already contacted them.

·  Lack of Transparency for Customers: Leads may not be aware that their information is being shared among multiple contractors. The lack of transparency could carry over to your company.

How to Ensure You Receive Exclusive Solar Leads and Appointments

One downside of exclusive solar leads and appointments is that they’re not always exclusive. A company may charge you top dollar to purchase these leads, telling you they are exclusive, but they have been shared with other contractors.

Here are some signs that tell you your leads may not be exclusive:

·  Lack of specific language: Some companies may use terms like ‘high-quality’, ‘premium’, or ‘dedicated’. But if they don’t’ use the word ‘exclusive’ to describe their leads, they’re probably not.

·  Asking you to sign an NDA: If the company asks you to sign an NDA prohibiting you from discussing the nature of their leads, it could be because they don’t want you comparing notes with other contractors that may also have these leads.

·  Lack of transparency: Beware of companies that use non-transparent tactics such as hiding clauses in fine print, bundling contract structures that don’t specify exclusive vs shared leads, and mentioning a delivery method (email or database access) that does not align with exclusivity.

·  Non-TCPA Compliant: Telephone Consumer Protection Agency (TCPA) compliant companies must follow specific rules and regulations, such as:

• Obtaining explicit consent from leads permitting sales communication

• Maintaining an updated do-not-call list

• Documenting all communications

• Training teams to ensure compliance

• Using compliance tools to ensure transparency

A non-TCPA-compliant company is more likely to be dishonest about its leads. Additionally, you could be fined and penalized if you work with a non-compliant company and don’t enforce your own regulations.

How to Find the Right Lead Company

Here are a few tips to ensure you work with an honest and reliable lead generation company, whether you are looking for shared or exclusive solar leads and appointments.

· Conduct Regular Audits: Your audits will tell if your leads adhere to ethical and regulatory requirements. A financial audit can also reveal the ROI your leads generate.

·  Implement Your Own Transparency Standards: Develop and implement a system of lead sourcing transparency, which may include acceptable consent methods and regular compliance checks.

·  Ensure Leads Meet Your Requirements: Contractors may have various lead requirements, such as roof type, property type (commercial or residential), and location. Ensure you work with a company that provides leads that align with your business needs.

CEE Provides Reliable Shared and Exclusive Solar Leads and Appointments

The solar lead generation industry can get dicey. Clean Energy Experts is a provider you can trust. We offer affordable leads that will help you grow your solar business.

We offer various lead types, including aged, shared, exclusive, and live transfer, as well as appointments. Our services never require a contract, a fee, money down, a minimum purchase, or even a credit card. We are trusted by over 4 million homeowners.

Contact us to learn why we are the nation's number one source for solar appointments and leads.

FAQs

How to convert leads into appointments?

Even a quality lead can go cold without an effective sales strategy. To close more deals, contractors should follow up with leads promptly, personalize their approach, and take an educational position.

What are the Different Types of Leads?

The different types of leads include:

·  Exclusive Leads are exclusive to your company

·  Shared Leads are shared with other companies

·  Live Transfer Leads are very interested buyers who are immediately transferred to your company

·  Aged Leads are leads that have shown interest in the past and may or may not be currently interested.

How many leads convert?

Sun Base Data shows that solar lead conversion rates are between 13% and 17%.