Your solar business is only as
good as your next lead, and that’s a fact. Unlike products like software
programs or e-books, solar panels are not easy to sell, and this is an accepted
truth even in Australia, which has long been a proponent of renewable energy
sources. This is the reason why solar installers are giving all they’ve got to
get solar leads – names of people or businesses who might be interested in
having solar panels installed for them. There’s a problem, though. It’s very
difficult to get solar leads.
You can liken solar leads to a
tool. If you use the wrong tool for a particular job, you won’t be able to
finish the job properly, much less get it done at all. Solar installers, no
matter what the size of their business is, are one in venting their frustration
– it’s hard to get solar leads.
Some installers actually buy
leads, which is a good way to drive in prospective customers. In fact, many
solar installers already found success with that process. Unfortunately, not
all installers are as successful. Why is that? Well, even if the potential of
hitting it big with the right leads was there, these installers unknowingly
made the mistake of buying the wrong leads. The saying, “Once bitten, twice
shy” was true for these installers, because they totally wrote off buying leads
after their initial bad experience.
Seeing as how getting good leads
is crucial to the growth of your business, what should you do? How can you find
good leads in Australia where the market for solar products/installation is
deeply saturated?
Find Good Leads – On Your Own
Inasmuch as buying lead lists
from third-party vendors is a good way to generate solar sales, it’s not
foolproof. There is no guarantee that the names on the lists will all buy solar
products from you. Moreover, most of the names there were compiled through a tricky method – they were contacted
on the premise that they would be participating in a survey, but what they
didn’t know was that they were being added to a cold call list. The vendors,
then, will compile the names and sell them to you and other solar installers.
Besides, consumers hate cold calls, so your chances of generating sales will
range from zero to nil.
Here are some sources of B2B lead list that you could look into. Wait there's more.
Nevertheless, if you just
passively wait for prospects, you might end up stuck in a rut. What do you need
to do, then? Well, you could try inbound marketing, which is a time-tested and
proven way to generate sales leads. In fact, many of your competitors may
already be using this method.
Through inbound / outbound marketing, you
will be using your own website to generate solar leads, and you can do this by
following these simple steps:
1.Work on creating at least three buyer personas of ideal customers who would patronize the solar products you’re offering. Personas here refer to fictional profiles.
2.Come up with search terms or keywords that you think these personas will use when searching for information on solar products on Google or other search engines. Of course, you can also use a keyword analysis tool for this.
3.Create blog posts on your website using those specific keywords. Make sure the posts are interesting – content that speaks to those personas who want to know more about solar products and those looking for additional information about such. Let the posts reach out to them. Note: Press releases about your business are a no-no.
Related: Give your B2B Blog in Australia a Major Makeover with these Tips from Pardot
Related: Give your B2B Blog in Australia a Major Makeover with these Tips from Pardot
4.Use e-mail marketing, social media, and other online outreach strategies to drive traffic to those posts.
5.Offer an e-book or other downloadable related content to your potential customers (this is a foolproof call to action). Should the prospect decide to download the content, install a script that asks them to fill out a form with their contact details so you can get back to them.
This could be a great samples, 'FREE' Lead Generation Ebooks from 3 Best Brands.
6. All Telemarketing calls don't have to be cold anyway. Today better strategies are innovated by combining more than one platform to communicate to your target audience. Instead of doing cold calling, you can start from building rapport on social media, establish your authority on your blog and send your prospects an email. For the finale, follow up the email with a call.
This could be a great samples, 'FREE' Lead Generation Ebooks from 3 Best Brands.
6. All Telemarketing calls don't have to be cold anyway. Today better strategies are innovated by combining more than one platform to communicate to your target audience. Instead of doing cold calling, you can start from building rapport on social media, establish your authority on your blog and send your prospects an email. For the finale, follow up the email with a call.
As long as you follow the six simple steps, success will follow.
If you're interested to get qualified solar leads,
dial +61 2 9037 2248 or contact us today!
