Why Aged Leads Are Gold for Solar Sales
Many solar companies overlook aged leads—those contacts who once inquired or expressed interest but went dormant. Yet, these “old” leads can be a rich, cost-effective source of appointments and sales. Since the initial acquisition cost is already sunk, re-engaging aged leads dramatically increases overall return on investment compared to buying only fresh leads. Additionally, these leads are already somewhat familiar with solar, which shortens the education and sales cycle when approached correctly.
Call Flow: The Best Script Structure for Old Solar Leads
Crafting solar appointment setting scripts for aged leads requires empathy, context, and renewed value. Here’s a field-tested structure designed to create trust and move prospects forward:
1. Personalized Greeting
Always start with the prospect’s name and reference your prior conversation or their earlier solar inquiry.
Example:
“Hi [Name], this is [Your Name] from [Company], following up about the solar options you explored with us a while back.”
2. Acknowledge Past Contact
Show respect for their time and subtly acknowledge any gap since the last contact.
Example:
“I realize it’s been a bit since we last spoke. A lot has changed in our solar programs recently, and I wanted to be a resource if you’re still considering solar.”
3. Updated Value Proposition
Highlight what’s new—whether it’s improved rates, fresh incentives, recent local programs, or new technology.
Example:
“In the past few months, new incentives have launched in your area, and installation costs have come down. There may be a better fit for your home today than there was before.”
4. Open-Ended Engagement
Encourage conversation instead of pushing the appointment immediately.
Example:
“Can you tell me what’s changed for you since we last spoke, or if there’s anything new you’d like in a solar solution?”
5. Lead Qualification
Begin assessing fit with targeted, conversational questions (see next section for details).
6. Objection Handling
Anticipate common reservations and respond with empathy and updated information.
7. Assumptive Close
Make the next steps easy and routine by offering two scheduling options.
Example:
“Would a quick call this Thursday at 6 PM work for you, or is Saturday morning better to talk through the current options?”
Top Qualification Questions to Ask
Aged leads may require more tailored qualification. Integrate these questions naturally into the conversation:
- Home Ownership:
“Are you still the homeowner at [Address]?” - Roof Condition/Age:
“Has your roof had any updates since we last spoke?” - Utility Usage Patterns:
“Have your energy bills changed much since you last looked into solar?” - Credit Qualification (if applicable):
“There are even more flexible financing options now—would it be alright to pre-qualify you so we can review everything up front?”
These questions not only keep the call compliant but help ensure that time is spent on promising leads.
Objection Handling: Scripted Responses
Aged leads bring familiar objections. Acknowledge them and pivot to value or future possibilities.
- Already Have Solar:
“That’s great to hear. We often help with upgrades and refer neighbors—if you ever want an updated quote or know someone interested, I’m here.” - Too Busy:
“Absolutely, I understand. Would it be helpful if I sent a quick summary by email, or should I check back next week at a better time?” - Too Expensive/Not Worth It:
“I hear you. Many of our customers felt the same, but with the newest incentives and lower costs, it’s often more affordable now. Would you be open to a quick numbers update?” - Not Interested:
“Thank you for letting me know. If your situation changes or you’re curious about future savings, feel free to reach out. May I update you if anything new launches in your area?”
Compliance Checklist for Solar Calls
Strict adherence to compliance is critical, especially with aged leads:
- Confirm Do Not Call (DNC) status before outreach.
- Follow Telephone Consumer Protection Act (TCPA), including time-of-day restrictions.
- Clearly state your name, company, and the specific purpose of the call.
- Obtain and record consent where required (especially for texts or prerecorded messages).
- Respect all opt-outs—immediately and systematically.
Pro Tips for Re-Engaging Cold Solar Leads
- Reference Local or Industry News:
Mention recent changes in utility rates or new state-level rebates to capture attention and establish urgency. - Use Multichannel Outreach:
If calls go unanswered, send a gentle follow-up text or personalized email. Voicemails with relevant news can also boost response rates. - Optimize Timing:
Use your CRM to track engagement and test different days/times. Evenings and weekends often perform better with aged leads. - Iterative Script Testing:
Regularly review performance and test new script versions (A/B testing) to find what resonates. - Leverage CRM Best Practices:
Tag aged leads properly, automate reminders for follow-up, and monitor which contact methods yield the best results.
For more tips on optimizing lead management, see how to integrate technology into your insurance lead management process.
Ready to Revive Your Solar Pipeline?
Aged leads are too valuable to ignore. With the right script structure, compliance approach, and a tested follow-up cadence, you can transform dormant contacts into booked solar appointments and revenue.
