Solar Lead Generation in Australia: solar marketing in Australia

Jan 4, 2018

How To Get Solar Appointments

The solar industry in Australia is booming. In fact, as of September of last year, Australia had over 6,517 megawatts (8,739,000 hp) of installed photovoltaic (PV) solar power, of which 909 megawatts (1,219,000 hp) were installed in the preceding months.

However, if you are a solar installation company, you know how challenging it can be to get high-quality solar appointments for your business at a reasonable price. Why? The Australian Energy Market Commission has proposed a new market condition that means households with solar panels are allowed to sell power to whoever so they can make more money.

As a result, more and more companies are looking for ways to more sales to sustain their business.

There are different ways to reach out and charm your prospects to purchase solar panels from you. You can either generate your own solar leads or buy it from a lead generation company through appointment setting campaign. However, whether you decide to hire someone to send out emails or do cold calling and schedule a meeting on your behalf or outsourced a lead generation company to handle appointment setting campaigns for you, the important thing is you get more exclusive appointments for your business.

Related: Power Up Solar Marketing with Outsourced Lead Gen Services

Here are the Pros and Cons of buying a solar lead and making your own.

Making your own leads through inbound marketing.

Having an internet enables consumers to find product information online. Which means before a prospect makes a decision to buy a solar panel they are already 60% sure which companies to consider.

Pros

You have control of the quality.
You create your own marketing message and be consistent with it from initial contact to closing.
You control the lead source.

Cons

You need to hire, train and manage people
Hiring a team of specialist is very expensive.
You need to invest in tools.
You need additional computers, phones, and office supplies.

Buying solar leads through appointment setting campaign.

Appointment setting is the quickest way to generate solar leads. However, many worry about the quality of leads generated. Well, in fact, there are a lot of third party companies who are considered experts in what they do.

Pros

It is the quickest way to generate solar leads.
No overhead cost so it’s cheaper.
They already have a targeted list (based on your target prospects).
They train their people so you’re sure they know what they’re doing.
They have the right tools

Cons

Lead quality is inconsistent.

Whether you choose to have your own team or hire a third party to generate solar leads for you, the bottom line is you don’t just sit there and wait for prospects to come to you. You constantly look for ways to effectively increase your sales.

Related: Definitive Guide to Dominating the Australia's Solar Market

Learn more how we get qualified solar leads for our clients!

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Jun 2, 2017

Scout your Next Potential Solar Buyer in Trade shows

Solar industry in Australia is growing. One way to find, interact and engage with existing and potential customers for your solar business is through trade shows.

As a sales manager, I’ve attended different trade shows and I’ve noticed that most of the interactions were about product information. Some of them led to a deeper conversation, but most of the time, what exhibitors get is a simple nod from a potential customer before he walks away and proceed to the next booth.

Then one day, I was given a chance to be an exhibitor. I was a potential customer in all of the trade shows I’ve attended before. This time I wanted to apply what I’ve experienced as a potential customer and I’ve listed down what I want exhibitors to do and what not to do when a potential customer walks into your booth.

Don’t explain. Instead, create a conversation.

It’s not enough if you have the best sales rep or how good your product is if you can’t capture the interest of your prospect. Time is gold! So don’t waste your time explaining about product information. Focus on your customers instead. In order to make sure if he’s worthy of your time and effort, ask questions and determine whether he’s a good prospect or not.

“ Do you have solar panel?”

“ How much are you paying for your electricity?”

“ Are you open to find out how to reduce your electricity bill?”

“ What did you do so far to solve your problem with your electricity bill?”

Personalized your story. Don’t use the same sales pitch over and over again.

Not anyone has the same need. It’s best to relate your story on the need of your prospect. Customize your sales pitch with your potential customers that will make them nod their heads in agreement. How?

Be direct to the point
Make your story about them and not you

Empathize.

Your prospect’s emotions play a big role in their buying decision. Know and understand what’s important to your prospects. You can ask, “How can I help you?” Be a better listener.

Then, talk about how your solar panel can benefit him. You can use lines such as;

“ I understand where you’re coming from.”

“I’m sorry to hear that,”

Don’t tell them, show them!

Let your prospects experience how your solar panel works rather than explaining it to them. Not everyone is familiar how it looks like. So it’s best to show to them the features and benefits of your solar panel to your potential customers.

TIP: You can set up a demonstration area in your both to show it to anyone who walks in.

Trade shows provide great opportunities regardless what type of industry you’re into. As long as you know how to use it to your benefit, it can work wonders for your business.