Selling Residential Solar for Contractors and Entrepreneurs

Designed for contractors, roofers, and entrepreneurs who want to expand into the $2B market for residential solar energy

Created byDavid Sugrue

Last updated 8/2013

English

What you'll learn

In ths course you will learn about the residential solar energy market, financing techniques, sales methodologies and how to close profitable deals
Understand how to start a solar energy business and how to sell solar.

Course content

6 sections • 15 lectures • 41m total length

Why I Made This Course And What You'll Learn1:08
Why would anyone write a course about a career in solar energy? Because it's my story and it's all true. Learn the easy way and see if a career selling electricity from the sun is right for you!

The Market Opportunity2:45
The market for residential solar energy is $2B annually and growing every year! Solar systems will become standard on any home because the economics and financing make sense. Let's look at some of these reasons.
The Residential Solar Leasing Revolution2:40
Solar leasing accounts for 75% of ALL new residential solar installations. How do they work? Who invests in them? How do they make money? What are the benefits for the homeowner and how does this create work for you?
Solar Leases and Third Party Ownership4:52
75% of all new residential solar deals are done using solar leases or Power Purchase Agreements. Why have they become so popular? We go over the benefits for consumers and installers.

Finding Capable Sales Professionals3:16
Many consumers still don't understand solar's benefits and solar is still a "want" rather than a "must have" product. So finding capable salespeople who can master the skills in this course is essential in selling solar systems with price tags that can exceed $30,000. We discuss how you can add successful solar sales professionals who will drive profitable new revenue for you.
What Makes the Best Sales Professionals1:29
How much technical knowledge must a solar sales professional have? Not as much as you might think. Instead, it is their ability to use a well defined sales process to ask open-ended questions and listen to what the customer needs. They should have good people skills, listens well, and is knowledgeable, likeable and trustworthy.

Quotas, Targets and Daily Activity Levels2:18
What are the activity benchmarks for your sales people? How many hours should they work? How many appointments should they have each week? What key metrics should track? We discuss them all here.
Close Rates2:22
How many deals should your sales professional close each day? Each week? Each month? What is an acceptable close rate?
Lead Generation4:26
Generating new leads is the lifeblood of any business. Here are 8 proven methods to generate new leads.
Inside Sales Power2:21
Many companies today like Sungevity have NO outside sales personnel. All sales are done over the phone using the internet and Google Earth. It has some real advantages in lowering the cost of sales and reducing overall soft costs.

Making a Proposal - Showtime!3:06
Making a winning proposal to a client is part art and part science. We cover the formula for making a winning proposal that speaks the customer's unique needs and turns him from a prospect into a customer.
Power Purchase Agreements vs. Solar Leases2:49
We discuss the Power Purchase Agreement, how it is different from solar leasing, and where it is popular and effective.
Solar Sales Software: Easy, fast, and cost effective!2:27
How can you make technically correct, attractive, easy-to-read proposals that customers will love? Use solar sales software. There are some fantastic, cost-effective software packages that are avaialble today that will make your firm look super professional and also allow you to turn proposals into contracts and formal design documents!

Requirements

An interest in the business of residential and commercial solar energy

Description

This course is designed for general contractors, HVAC companies, roofers, and handymen who want to expand into the $2B market for residential solar in the United States. This course covers the major changes in the solar market that make it an attractive investment for homeowners. We cover the sales process, developing a sales team, generating leads, creating proposals, and closing deals. Learn the techniques used by national solar companies to generate profitable new business

Who this course is for:

Electricians, HVAC personnel, roofers, general contractors and entrepreneurs
Those considering a career in solar sales or building solar energy

Selling Residential Solar for Contractors and Entrepreneurs

What you'll learn

Explore related topics

Course content

Why I Made This Course And What You'll Learn1 lecture • 1min

The Market Opportunity3 lectures • 10min

Now how do you SELL solar?2 lectures • 5min

Good Administrative Practices2 lectures • 6min

Solar Sales Team Management - Best Practices4 lectures • 11min

Solar Financing and Proposal Generation3 lectures • 8min

Requirements

Description

Who this course is for: