As a salesperson, when you’re asking consumers to think about the solar industry, they may wonder if it has the legs to sustain growth in the years to come.
It’s your job to convince them that on a macro level— the solar industry is still in its infancy and there’s plenty of room for growth.
According to the Solar Energy Industries Association, solar growth is expected to remain strong through 2035. And there’s no reason to believe that the trend won’t continue well past that.
Other key data points include:
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- In Q1 2023, the US solar market installed 6.1 GWdc of capacity, a 47% increase from quarter one 2022.
- During the first quarter of 2023, solar energy was responsible for contributing 54% of the total new capacity for electricity generation to the US grid.
- Between 2023 and 2028, the industry is expected to add 236 GWdc to an installed base of 142 GWdc.
With all this in mind, there’s no better time than now to be involved in the solar industry.
If you sell residential or commercial solar systems, you’re uniquely positioned to market your services to a large, relatively untapped market.
Let’s dig into six reasons to be optimistic about the current state of the solar industry and its future.
1. Solar is a smart investment
There are many ways to invest your money. Some good, some bad, and some so-so. While the decision on how and where to invest should be made on an individual basis, solar is one of the best options.
Investing in solar energy is a sound choice as it offers a renewable, sustainable solution to the world’s growing energy needs. Financially, solar power installations can lead to significant savings on energy bills, increase property value, and provide reliable returns, especially with increasing energy costs and favorable governmental incentives.
Get this: Some forms of renewable energy are now more affordable than fossil fuels. This isn’t something that most people were thinking about 10 or 20 years ago.
The price of solar energy has fallen by 89% in the past 10 years, bringing it to a point where it’s more affordable for both everyday consumers and businesses of all sizes.
2. Solar energy can be used by anyone, anywhere
Unlike many other forms of energy, solar is extremely versatile. And for that reason, you can find these systems being used by consumers of all kinds.
Solar panels can bring renewable energy to rural communities in the most out-of-the-way locations in the world. For example, these panels have the potential to bring renewable energy to remote and off-grid areas, thus improving the quality of life of local residents.
As solar technology grows and costs continue to decrease, it’s natural for the number of people using it to increase.
3. Alternative energy is the “cool” thing to do right now
Okay, so this isn’t the best reason to purchase a solar energy system for your home or place of business. However, it’s a factor that still comes into play.
People want to do what others perceive as “cool.” People also want to follow in the footsteps of their peers. This bodes well for the solar industry.
In many ways, this is similar to the uptick in electric vehicle sales. Early on, consumers were skeptical and unsure of what to expect. But as more of these vehicles hit the road, more people realized that they wanted to join in.
The same thing is happening in the solar industry. When a person’s neighbor installs a solar panel system on their roof, they begin to wonder about the savings they’re missing out on. They ask questions, collect information, and consider following in their footsteps.
4. The sun isn’t going anywhere
Here’s the easiest way to put it: The sun isn’t going anywhere. It’s a reliable and accessible resource for energy.
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According to Space.com, “Astronomers estimate that the sun has about 7 billion to 8 billion years left before it sputters out and dies.”
Yes, that’s a long time. A very, very, very long time! It’s safe to say that the sun will be around longer than anyone reading this article.
As you converse with prospects, use this information to better explain how the sun helps to power solar panels. The following can serve as your “sales foundation.”
Made up of small units called solar cells, solar panels harness the power of sunlight to generate electricity for your home. When sunlight hits these cells, it “wakes up” the electrons in the material, causing them to move and create an electric current.
From there, this current is captured and converted into usable electricity that can power your home’s appliances and lights. The more sunlight the solar panels receive, the more electricity they can generate.
5. It’s good for business
Homeowners the world over are taking advantage of solar power as a means of saving thousands of dollars per year on electricity and other costs. But they’re not alone.
Many companies, both big and small, are heading down the same path.
For example, as of 2018 — which was five years ago — all Apple global facilities are powered with 100 percent clean energy, which includes the use of solar.
Even leading oil companies, such as Shell, are moving in this direction. The company is a large investor in Silicon Ranch, a leading solar company.
6. Carbon neutrality is a path forward
Climate change is a topic that’s been covered consistently by the media globally. Those in charge are beginning to understand the seriousness of climate change and the need for intervention.
Take for example the United Nations Development Programme Climate Promise:
The Climate Promise is UNDP’s response to the climate challenge. Tackling the climate crisis requires all countries to make bold pledges under the Paris Agreement, or NDCs, to reduce emissions of the greenhouse gases that cause global warming and strengthen adaptation to its impacts. The Climate Promise is our commitment to ensure that any country wishing to increase the ambition of its national climate pledge is able to do so.
To date, the UNDP is working with 120 countries to reduce greenhouse emissions. One of the best ways of doing so is to rely more heavily on solar power and less on non-renewable resources.
Optimism leads to opportunity
With so much focus on finding alternative energy options right now, there are more opportunities than ever to get involved in solar. This goes well beyond installing solar panels at home or your place of employment.
For instance, if you work for a solar panel installation company, there is a nearly endless supply of people who are interested in your products and/or services. These people want to speak with an expert but don’t always know where to start.
Despite the COVID-19 pandemic, the United States solar industry had a record year in 2020. Additionally, solar installations are expected to grow by 4X from current levels over the next 10 years.
As the industry grows, so will the opportunities to make your mark.
Reasons to buy aged solar leads
As the solar industry continues its upward growth trajectory, the value of acquiring aged solar leads has never been more apparent.
By investing in these established leads, businesses can capitalize on the growing opportunities in this dynamic sector. Here are five of the best reasons to consider purchasing aged solar leads.
Proven interest in solar energy
Aged solar leads are potential customers who have shown a genuine interest in solar energy in the past. They’ve probably conducted research, sought quotes, or even engaged with a solar company previously.
This indicates an initial motivation to switch to solar, making them valuable prospects. If they didn’t convert at first, they may now be more ready to leap due to advancements in technology or changes in their financial situation.
Lower acquisition cost
Generally, aged leads come at a lower price than fresh leads. This is because they are considered ‘colder’ and might need a bit more nurturing to convert.
However, their lower cost can provide a greater return on investment if handled correctly, making them a cost-effective choice for businesses looking to expand their customer base.
Increased market penetration
Purchasing aged leads allow businesses to reach a broader segment of the market. These leads may include customers who were initially undecided or not ready to purchase their first contact with solar energy companies.
Reaching out to them again could be the nudge they need to finally invest in solar energy, strengthening your spot in the market as a salesperson.
Improved lead nurturing
Aged solar leads give your sales team the chance to polish their lead nurturing strategies. It takes a different approach to convert an aged lead than it does to convert someone brand-new to the concept of solar energy. This can lead to the development of effective communication strategies that could be used across all areas of the business, improving overall sales and conversion rates.
Sustainable business model
Finally, purchasing aged solar leads supports a more sustainable business model. Instead of constantly seeking out new prospects, you can tap into an existing resource and maximize its potential. This is not only an environmentally friendly approach but also a financially sound strategy that can lead to steady growth and profitability.
Investing in aged solar leads can provide myriad benefits. From cost-efficiency to market expansion, the potential returns far outweigh the initial investment. With the solar industry’s promising future, now is the perfect time to seize these opportunities.
Effective strategies for converting aged solar leads
Buying aged solar leads is only the start. You must have a defined strategy for converting these leads into paying customers. There are several tips you can follow to improve the likelihood of this happening.
Understand the lead’s journey
A critical first step in converting aged solar leads is to understand their journey so far.
What stage were they at when they initially expressed interest in solar energy? Did they request a quote, or were they merely researching? What prevented them from making a purchase at the time?
This information provides valuable insights into their motivations and potential barriers, allowing your team to personalize their approach and address these specific concerns or needs.
Get serious about education
Education is a powerful tool in rekindling interest in aged leads. The solar industry has seen significant advancements in recent years, both in terms of technology and affordability.
Sharing information about these developments, such as the increasing efficiency of solar panels or new financing options, can motivate leads who were initially concerned about cost or efficacy to reconsider.
Offering resources such as articles, webinars, or free consultations can demonstrate your expertise and commitment to helping them make informed decisions.
Utilize multi-channel communication
Multi-channel communication is essential when trying to reconnect with aged leads. While email is a common method, incorporating phone calls, text messages, or even direct mail can help reach leads in the ways they prefer.
Using social media platforms can also be beneficial, as it allows for more casual and engaging interactions. Regardless of the channel, ensure your communication is personalized and relevant to the recipient.
Implement a CRM system
Customer Relationship Management (CRM) systems are invaluable in managing and nurturing aged leads. A CRM can track a lead’s interactions with your company, automate follow-up communications, and segment leads based on factors like their initial level of interest or reasons for not purchasing.
This level of organization and automation can significantly increase your team’s efficiency and effectiveness in converting aged leads.
Showcase customer success stories
People often rely on the experiences of others to inform their decisions, making customer success stories an effective strategy for swaying undecided leads. Sharing testimonials or case studies from satisfied customers, particularly those who had similar concerns or circumstances, can provide tangible proof of the benefits of switching to solar energy.
Testimonials can be shared via your website, social media, or directly with the leads during follow-up communications.
Converting aged solar leads is a detailed process that requires understanding your leads, maintaining consistent and personalized communication, utilizing technology to manage and automate processes, and providing compelling evidence of the benefits of solar energy.
By applying these strategies, your team can successfully bring these leads back into the sales funnel and contribute to your company’s growth in the thriving solar industry.
What do you think? Are you excited about the solar industry? Are you looking forward to making your mark?
With your new leads in hand, review our solar cold-calling scripts. You can use these to craft a pitch that wins you more business.