Does your solar proposal stand out from the pack to bring you the best conversion rate?
In this article we look at some strategies to ensure customers see you in your best light and as the most desirable partner in their journey to go solar.
Most solar prospects get a few quotes before they decide on a winner.
Are your customers getting the same solar proposal from you as they are getting from your competitors?
If so, that’s not the path to business success.
Consumers need to feel that you will look after them as an individual, not as a cookie-cutter exercise.
Show them what your company and your team stands for.
You may want to present as a slick, professional, highly competent outfit.
Or you may want to present as personal, approachable, and there to support them as a long-term energy consultant.
Whatever your strength and point of difference is, give your customers the best and most personalised introduction possible.
People connect with real people and personal, real life stories.
Fostering a personal connection helps to make you memorable.
This way they get to connect a voice on the phone or sales rep with the business and brand entity they will trust with their major investment.
The unspoken question of TRUST
Consumers are justifiably sceptical and on the lookout for clues to confirm a sound basis for their trust.
If you are effective in winning their loyalty, you may be rewarded with a great review or referral.
If you don’t provide ‘social proof’ yourself through your promotion and proposal, your prospect is likely to search for evidence independently, a search which may or may not yield a good result and could also lead them to other installers.
You can provide evidence of trustworthiness in the form of screenshots of star ratings from review websites, or through customer testimonials, or even just links to web or social media content.
Where possible, include evidence of satisfaction with your care during installation, satisfaction with the solutions provided, as well as after sales support and service.
Qualification goes both ways
While a customer is qualifying your company and offer, you need to also qualify them as suitable for a productive and profitable exchange in your terms.
Are they looking for the cheapest deal they can find or are they extremely fussy and expecting the most bespoke service?
A bad match can result in much time wasting and potentially bad reviews.
Again you can use your proposal content, wording and imagery to communicate which values your company puts highest in order to improve conversions of the right customers.
Are your proposals solution-specific?
A proposal can provide a powerful story to lead prospects to making a good decision.
However, the story can’t be the same for every prospect and it can’t tick the boxes where that story doesn’t fit the problem.
This is where multiple proposal options are going to move the needle towards better conversions.
One prospect comes to you comes to you wanting to a simple 6.6kw residential solar system design and the next prospect comes to you wanting you to model a complete battery system for a complex off-grid design.
Are they going to get the same proposal?
If your customers are individuals looking for a unique fit-for-purpose solution, and your company wants to respond with proposals that are tailored and show off your brand personality, you need proposals that are highly customisable and unique.
Talk to our team about whether SolarPlus is the right fit to help your business grow and prosper.
