20 Solar Sales Tips to Win More Business in 2024

photo of a solar sales person closing a deal

Are you interested in a career in solar sales? The solar industry is growing rapidly, and by 2024, it’s estimated that 2.5% of all U.S. homes will have solar panels installed.

This growth means that there will be an increasing need for skilled solar salespeople who can help homeowners and businesses make the switch to solar energy. But selling solar isn’t easy – it requires knowledge, skill, and persistence to convince customers to invest in this renewable energy source.

In this article, we’ll share 20 solar sales tips to help you close more deals and become a successful solar salesperson. Whether you’re new to the industry or an experienced sales professional, these tips will provide you with valuable insights and strategies for selling solar to a diverse range of customers. Let’s get started!

1. Know Your Audience

To be an effective solar salesperson, you must know your audience. This means understanding their unique needs and concerns, as well as their level of knowledge about solar energy.

If you’re talking to a homeowner, for example, you’ll need to understand their energy usage patterns and what motivates them to consider solar. On the other hand, if you’re talking to a business owner, you’ll need to understand their energy needs and the financial (bottom-line) benefits of switching to solar.

Here are some tips to help you get to know your audience:

  • Ask questions and actively listen to their responses. For example, you might ask a homeowner about their monthly energy bill, or a business owner about their long-term energy goals. This will help you tailor your sales pitch to their specific needs and provide them with the information they need to make an informed decision.
  • Research their industry and understand the challenges they may face in terms of energy usage and costs.
  • Use tools like LinkedIn Sales Navigator to gather insights about their company and industry.

Another important consideration when knowing your audience is their level of knowledge about solar energy. Some customers may have a basic understanding of solar, while others may not know much at all. It’s important to gauge their level of knowledge so you can provide them with the appropriate level of information without overwhelming them.

Remember, the more you know about your audience, the better equipped you’ll be to close the deal and help them make the switch to solar energy. For more tips on using Sales Navigator in B2B sales, check out this LinkedIn hub of best practices.

photo of a family buying solar panels for their home

2. Educate the Customer

As a solar salesperson, you are not only selling a product but also educating your customers about solar energy. This means providing them with accurate and up-to-date information about the benefits of solar, how it works, and what their options are.

To educate your customers effectively, you can follow these tips:

  • Provide easy-to-understand materials such as brochures or infographics. These materials should highlight the financial, environmental, and energy independence benefits of solar energy.
  • Be able to explain any technical terms or concepts in simple language that your customers can easily understand. Consider using analogies or real-life examples to help illustrate complex ideas.
  • Provide references or testimonials from other satisfied customers. These references can help build trust and credibility, and can reassure customers that they are making the right decision by switching to solar energy.

In addition to these tips, you can also direct your customers to external resources that can help them learn more about solar energy.

One helpful resource is the US Department of Energy’s website, which provides a wealth of information about solar energy and its benefits. By providing your customers with access to these resources, you are demonstrating your commitment to their education and making the switch to solar energy as easy as possible.

photo of a solar rep, installer, and customer

3. Be Transparent

Transparency is crucial in any sales process, and solar sales are no exception. When selling solar energy systems, it’s important to be upfront about the costs, potential savings, and any other factors that may impact the customer’s decision.

Here are some ways to be transparent:

  • Provide your customers with a detailed breakdown of the costs and savings associated with a solar energy system. This should include information on the upfront costs, such as installation and equipment costs, as well as the long-term savings, such as reduced energy bills and potential tax credits.
  • Use a solar calculator to estimate the potential savings for your customers. This tool can provide an estimate of the costs and savings associated with a solar energy system based on the customer’s energy usage and location.
  • Address any concerns or potential issues that may arise during the installation process. For example, if there is a possibility that the system may not be able to generate as much energy as initially anticipated due to shading or other factors, it’s important to let the customer know upfront.

Lastly, being transparent builds trust and credibility with your customers. By providing them with all the information they need to make an informed decision, you can help them feel confident in their choice to switch to solar energy.

For more information on solar calculators, check out this guide.

photo of transparency leading to positive relationship

4. Offer a Free Consultation

Offering a free consultation is a great way to show your customers that you are committed to helping them find the best solar energy solution for their needs. A consultation allows you to:

  • Assess the customer’s energy needs
  • Evaluate their property for solar viability
  • Provide them with a personalized recommendation for a solar energy system

During the consultation, it’s important to listen to the customer’s concerns and answer any questions they may have. This can help build trust and establish a relationship with the customer. Additionally, offering a free consultation can give you an opportunity to demonstrate your expertise and showcase the value of your services.

One great solar consultation tool is the EnergySage Solar Calculator, which can give homeowners a quick and accurate estimate of how much solar can save them. This calculator can help you provide even more personalized recommendations to your customers during the consultation.

Remember, a free consultation is a great way to start building a relationship with your customer. By providing them with personalized recommendations and answering their questions, you can help them feel confident in their decision to switch to solar energy.

photo of a free solar panel consultation

5. Use Testimonials

Using testimonials from satisfied customers is a powerful way to build trust and credibility with potential customers. Testimonials provide social proof that your solar energy systems are effective and can deliver on their promises.

To effectively use testimonials, consider the following tips:

  • Choose testimonials that are relevant to the customer’s specific concerns or needs.
  • Share testimonials from customers who have had their system for several years to address concerns about long-term reliability.
  • Ensure that your testimonials are authentic and trustworthy by avoiding the use of fake or embellished testimonials.

By providing real-life examples of satisfied customers, you can help potential customers feel confident in their decision to switch to solar energy. For more tips on how to use testimonials effectively, check out this article on solar testimonials.

photo of a happy solar customer

6. Show ROI

One of the main concerns for potential solar energy customers is whether the investment will pay off in the long run. That’s why it’s important to clearly show the return on investment (ROI) of going solar.

To demonstrate the financial benefits of solar energy, consider the following:

  • Calculate the savings on monthly utility bills.
  • Compare the cost of solar energy to traditional energy sources over time.
  • Show the potential for increased home value.

To make it easier for customers to understand the financial benefits of solar energy, consider using a solar calculator or other tools to show them the potential savings they could realize over the life of their solar system.

Remember, demonstrating the financial benefits of solar energy is crucial to helping potential customers make an informed decision. By showing them the ROI of going solar, you can help them feel confident that their investment will pay off in the long run. Check out this solar calculator to help your customers estimate their potential savings: https://www.energysage.com/solar/calculator/

photo of a sales rep proving ROI

7. Address Objections

As a solar salesperson, you’re bound to encounter objections from potential customers. These objections can range from concerns about the cost of solar energy to doubts about the reliability of solar panels. To effectively address objections, consider the following:

  • Listen to your customer’s concerns and provide them with accurate information to alleviate their fears.
  • Be prepared to answer common questions about the technology, financing options, and the installation process.
  • Provide real-life examples of other customers who had similar concerns but ultimately decided to go solar and were satisfied with the outcome.
  • Consider sharing case studies or success stories from previous customers to demonstrate the benefits of going solar.

Additionally, it can be helpful to provide external resources for customers to learn more about solar energy and address their concerns. For example, the Department of Energy’s Solar Energy Technologies Office provides resources for homeowners, including information on solar technology, financing options, and frequently asked questions.

It’s important to realize that addressing objections is an important part of the sales process. By listening to your customer’s concerns and providing them with accurate information, you can help them make an informed decision about going solar.

photo of a solar customer having concerns reviewed

8. Use Social Proof

One way to build trust with your potential solar customers is to provide them with social proof. Social proof refers to the idea that people are more likely to trust and follow the actions of others if they see that those actions have been successful.

Here are a few ways to incorporate social proof into your solar sales strategy:

  • Include customer testimonials on your website, social media, and other marketing materials
  • Share positive reviews and ratings on third-party review sites, such as Yelp or Google My Business
  • Use case studies to showcase how your solar panels have helped previous customers save money and reduce their carbon footprint

If you haven’t already, consider creating a profile on EnergySage, a solar energy marketplace that connects homeowners with solar panel installers. By having a profile on EnergySage, you can display your solar panel products and services to potential customers, as well as collect reviews from satisfied customers. This can help to establish your company as a trusted provider in the solar industry, and give potential customers the social proof they need to make a decision.

sales rep showing client solar install awards

9. Focus on Benefits

When selling solar products, it’s important to focus on the benefits that customers care about, rather than getting caught up in technical details. By emphasizing the benefits of solar energy, you can help potential customers see the value in investing in solar. Here are some tips for doing so:

  • Emphasize cost savings: Explain how solar energy can help customers save money on their energy bills and potentially earn credits by selling excess power back to the grid. Use real-life examples and calculations to show potential savings over time.
  • Highlight energy independence: Explain how solar energy can provide a reliable source of energy that is not subject to utility rate hikes or outages.
  • Discuss environmental impact: For customers who are environmentally conscious, explain how solar energy can help reduce carbon emissions and contribute to a cleaner planet.

To be effective in highlighting the benefits, it’s important to understand the specific needs and motivations of each customer. By tailoring your message to their specific interests, you can make a compelling case for solar energy.

Remember, by focusing on the benefits of solar energy, you can help potential customers see the value in investing in solar. This can be a key factor in successfully closing deals with customers.