Buying Solar Leads: Everything You Need to Know

The solar industry is a thriving market expected to gain enormous market share in the decades to come. Solar panel installer is the fastest growing job in the United States as of 2019, expecting to increase 105% in the following years.

Government incentive programs, such as the Solar Investment Tax Credit (ITC), and more affordable solar panel technology are motivating more customers to switch to solar power.

Many solar companies depend on salespeople to canvass door-to-door to generate leads, which is often a time-consuming and ineffectual practice. Other companies will spend top dollar for real-time leads, but this is also a mistake.

Why? Because purchasing solar panels is a long-buying process, and often buyers spend months researching the right option before they’re ready to buy. You’re more likely to get a higher ROI on solar aged leads than real-time leads.

What Are Solar Leads?

Solar leads, like other leads, are traditionally generated from landing pages, radio ads, TV commercials, and toll-free numbers by buyers who are interested in switching to solar power. 

For companies that generate solar leads, they may focus on the first 24 to 48 hours to sell the leads to solar salespeople as “live” or real-time leads. If the leads don’t sell, they become “aged” and will instead be sold at a discount rate. This is a great opportunity for salespeople looking to buy cheap leads in bulk.

Aged leads are typically sold by their age, whether they are 30, 60, or 90 day old leads, for example. These leads may have already been sold to other companies, but still offer a tremendous value to your company as long as they are workable.

Why You Should Buy Solar Leads

Solar leads are essential in selling solar jobs, but generating your own leads through Google AdWord campaigns and content creation is likely to be as expensive as purchasing existing leads, plus it’s more work.

Unlike mortgage leads, which are more time sensitive, solar leads age better because solar panels are often more of a want than a necessity.

It’s likely that people interested in learning more about solar panels want to make the right choice and still haven’t made a decision, even months later. For this reason it makes sense to purchase aged solar leads over real-time leads. 

Where to Buy Solar Leads

Aged Lead Store offers an easily searchable, validated Solar Installation resource to allow salespeople to filter leads by lead type, state, ZIP code, and landline or cell phones. 

All leads are downloaded in CSV format and include phone number(s), email(s), postal address, and other information such as date of birth, car, info, etc., depending on the lead type. 

Once salespeople download their CSV, this information can easily be integrated into CRMs to start the sales funnel.

What Kinds of Solar Leads are Available to Buy?

Solar leads are often sold by different lead types, which is determined by the age of the lead. Aged Lead Store categorizes leads by their age in the following way: 

  • Solar Installation 30 to 85 Days Old
  • Solar Installation 86 to 365 Days Old
  • Solar Installation 366 to 2000 Day Old (landlines only)

Leads are purchased in bulk, ranging from 1 to 249 leads for small companies and individual sales people, to purchasing 25,000+ leads for large enterprises.

How Much Do Solar Leads Cost?

Solar leads values vary from company to company, and are frequently subject to change. 

Real-time leads are always going to be drastically more expensive than aged leads, with some websites offering rates between $15 to $79 per lead. 

Aged Lead Store offers affordable pricing for purchasing bulk aged leads:

  • $1.50 per lead 30 to 85 days old for 1 to 249 leads
    • $1.20 each when you buy 250 to 999 leads
  • $0.40 per lead 86 to 365 days old for 1 to 999 leads
  • $0.25 per lead 366 to 2000 days old (with landline) for 1 to 999 leads

How to Sell to Solar Leads

Once you have the lead it’s time to start calling and emailing. Selling solar is different from selling mortgages and insurance, it’s still a relatively new technology and your buyer might only have a limited knowledge of how a solar power system works. 

Before you give them a complete rundown on how solar power works, find out what your buyer’s concerns are, is it to save money on power? To help the environment? To go off-grid? 

Your buyers’ are likely aware that solar power systems are expensive and take a while to pay for themselves, so be sure to educate them how it can save them money down the road, and how it greatly benefits the environment. 

You should not only have a great understanding of solar technology, but also know the ins and outs of solar rebates and incentive programs. Remember, you’re not just the solar expert, you’re also the incentives expert.

Use your expertise to build trust with your prospective buyer, and always be honest with them. Be sure to highlight how solar power will solve their problems based on your conversation with them.

For a more in depth guide on selling solar, read our guide How to sell solar leads.

Photo by Fausto Accordi on Unsplash

About Troy Wilson

Troy is the CEO and founder of Aged Lead Store. He has been in the lead generation industry for over two decades. His blog posts focus on how to refine your sales process and get the most out of your insurance leads, mortgage leads, and solar leads.