Selling Residential Solar for Contractors and Entrepreneurs
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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
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|Section 1: The Market Opportunity|
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.
|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?|
|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.|
|Section 2: Now how do you SELL solar?|
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.
|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.|
|Section 3: Good Administrative Practices|
|Do you create a sales staff of independent sales reps or are they employees? We discuss the pros and cons of each arrangement.|
|A review of the different prevalent salary structures for solar sales professionals found in the market today.|
|Section 4: Solar Sales Team Management - Best Practices|
|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.|
|How many deals should your sales professional close each day? Each week? Each month? What is an acceptable close rate?|
|Generating new leads is the lifeblood of any business. Here are 8 proven methods to generate new leads.|
|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.|
|Section 5: Solar Financing and Proposal Generation|
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.
|We discuss the Power Purchase Agreement, how it is different from solar leasing, and where it is popular and effective.|
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!
I am a residential and commercial solar sales expert. I have sold solar energy for five years. I have combined all I have learned as a sales person and as someone who managed a team of 14 sales professionals across 3 states into one course. If you're interested in expanding your existing HVAC, carpentry, roofing, or handyman business into solar, this course is for you. It is also excellent for those wishing to start a career selling solar energy.