Definitive Guide to Dominating the Australia's Solar Market

According to reneweconomy.com.au, Solar panels on rooftop and battery storage will dominate Australia by 2040. The report from Bloomberg New Energy Finance (BNEF) predicts more than 50% of Australian consumers will start generating and consuming their own electricity by 2040.

Based on the figures released by Sunwiz, a solar energy consultant, solar panel installation in Australia has a total of 230MW ion the first quarter of 2017 doubling their record from last year.

On the Climate Council’s latest data on the performance of renewable energy in Australia’s states and territories, South Australia, Queensland, and Western Australia has the highest share of Australia's PV installations.

“BNEF says Australia’s power sector will fundamentally change over the next two decades, as households and businesses turn to rooftop solar and storage and utilities shift to renewables to replace ageing coal and gas plants.”

But why are Australians switching to Solar panels?

• According to Warwick Johnston, Sunwiz Director, the increase in electricity price are what’s driving Australians to switch to solar power.
• The Solar panel system is not as expensive as what everybody thinks. The truth is, it is considered an investment to many Australians because it allows households to save more money in the long run.
• Recent blackout on South Australia
• Australians are getting rebates on residential solar panel system
• Because of the clear danger of climate change and there’s no doubt that solar panel system can help improve the environment.

Related: What it Takes to be an Effective Solar Lead Generation Experts

Here are the top 10 solar panel providers in Australia

1. True Value Solar provides a solar package with battery, inverter, and panels.
2. Urban Energy designs and installs Cogeneration and Trigeneration solutions from 7kW to 2MW.
3. Origin Energy is working hard to meet energy needs of Australian people.
4. Green Engineering is the second largest solar retail company in Australia that offers individuals and businesses Australia-wide quality solar solutions.
5. Solar Juice is a wholesale distributor of Solar PV panels, solar inverters, components and complete solar systems.
6. SolarPowerRex builds residential energy efficient homes for Australian families.
7. SolarGain is Australia's largest solar specialist for integrated solar panels, solar power systems, solar energy and solar hot water.
8. ZEN Energy provides the highest standard of customer service and offers Australia's best solar energy and energy storage solutions.
9. AGL is one of Australia's leading integrated energy companies providing electricity, gas, solar & renewable energy services to homes and businesses.
10. Infinity is a leading solar system and renewable energy service provider in Australia.

Related: Scout your Next Potential Solar Buyer in Trade shows

Because of the increase in the number of installed solar panels on households and businesses in Australia, there is no doubt that solar panel will have a huge year in 2017. If you are one of those who would like to save mother earth and save money at the same time, contact any of the solar panel system providers near you to take advantage of the benefits of a solar panel today and in the future.

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

Dial +61 2 9037 2248

Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

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?”

Related: What it Takes to be an Effective Solar Lead Generation Experts

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

Related: Understanding Why Your Solar Leads are Not Converting

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,”

Related: Can Social Media Help Generate More Leads for Solar Products?

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.

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

Dial +61 2 9037 2248

Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

The Solar Leads Life Cycle

More and more households and businesses are considering solar adaptation.

So how does solar lead generation company reach out and nurture solar prospects towards a sale? Here’s a step by step guide on how solar lead generation works.

Transcript:

Here’s a step by step guide on how solar lead generation works.

STEP #1: PROSPECTING

A potential solar customer searched for a promising low-cost solar power either through google search, social media pages or other online marketing channels.

STEP #2: INQUIRY

He is transferred to a landing page— an attractive-looking web page with information about the solar products and services offered. In this page, he can input his information and inquire.

Related: What it Takes to be an Effective Solar Lead Generation Experts

STEP #3: NEW LEAD PASSED TO SALES

Information of prospect was passed on to the sales team for pre-qualification.

STEP #4: PRE-QUALIFY

The sales team contacts the prospect to pre-qualify. Ask questions such as;

• Does he own his home?

• Is there a non-shaded roof?

• Does he have public debts?

Related: Power Up Solar Marketing with Outsourced Lead Gen Services

STEP 5: LEAD STATUS

The sales team will identify and tag the lead as:

• Accept. Qualified lead.

• Decline.

 – Lead is not qualified

- Low quality leads and to be transferred into the lead archive to be reassigned for further nurturing.

Related: Ever thought of following up Inbound Leads via Outbound Marketing?

STEP #6: OPPORTUNITY

If the lead is qualified, an appointment will be set with a Consultant from a Solar installation company for a free assessment.

STEP #7: ASSESSMENT.

Solar Installation Company visits and conducts their free assessment.

STEP #8:  CONTRACT SIGNING

If the prospect is eager to buy then the deal is closed. All information were gathered to prepare all the necessary documents needed.

Whether you hire a lead generation company or have your own team to do this, it is best to know how solar lead generation works to make sure you meet your goals.

Originally appeared at Callbox Australia.

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

Dial +61 2 9037 2248

Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

What It takes to be an Effective Solar Lead Generation Experts

Do you get junk solar leads? Low quality leads cost more money. In order for solar companies to convert more leads into solid solar projects is to generate quality sales leads.

There are more and more companies who provide lead generation service and are claiming they have the best sales lead generator to handle and deliver solar leads. But how can you spot that they really are what they claim to be?

Whether you choose to develop your own sales team or outsource a B2B lead generation company, here are the 6 qualities of an effective solar lead generation experts:

A highly trained agent who:

• Understands who, where and what are the needs of his potential customers
• Is knowledgeable of her product and service. Solar has a variety of products from panels to gadgets that fits your customer’s needs. It is important that he knows his products very well. 
• Is not afraid to ask questions and pre-qualify her prospects

Is organized

Lead generation requires patience. Sales reps must learn how to manage his time in order to generate qualified leads and maximize all resources through multi-channel marketing such as:

1. Voice
2. Email
3. Social
4. Chat
5. Website
6. Mobile

Related: Effective Lead Generation Technique for Software Products: Leverage Multi-Channel Exposure

Has good communication skills

Being a salesperson is a tough job. They need to be resilient, persistent and a problem solver at the same time. To be able to do this effectively, sales reps need to know how to communicate with their prospects. Understand their needs and respond properly by offering a solution to their problems.

Related: 6 Easy Ways to Jump-Start your Search for Solar Leads in Australia

Has good listening skills

Being able to listen is important. Through listening, a sales rep is able to identify the prospects needs, ask questions and address their prospects’ doubts and concerns.

Related: Understanding Why Your Solar Leads are Not Converting

Is an honest salesperson

Sales reps may adjust their way of calling and deliver the message to make your company sound more attractive to prospects. They tend to mislead most of the time. However, never lie to prospects just to get their attention. Honesty can help sales rep avoid problems along the way in the sales process.

Related: Can Social Media Help Generate More Leads for Solar Products?

Is self motivated

In order to persuade prospects, sales reps must believe in himself and to their product. Successful people always have a clear idea of what they want to achieve and an enthusiasm on how to get there.

Related: How to Effectively Market Your Solar Products in Genius Ways

The most important factor every company should consider when doing lead generation is the quality of the sales reps that will be making the calls. When looking for lead generation company or individuals to represent your company, look for those who possess the qualities mentioned above to generate and deliver high-quality leads for you.

Learn more on generating solar leads in Australia  or dial +61 2 9037 2248.

Find more interesting business tips for Solar Firms

Understanding Why Your Solar Leads are Not Converting

Solar power is considered the most dependable form of renewable energy in Australia right now. It can be used to give power to any home or business.

Whether your lead source come from your in-house team or an outsourced lead generation company, I’m sure when you’re looking for a solar lead, you’ve heard these answers from your prospects “Yes, maybe, not right now, no”.

Despite the fact that many businesses in Australia are considering solar panels, it’s still difficult for solar companies to convert their solar leads.

Here are some of the reasons why your solar leads are not converting.

Low Level of interest.

Most prospects are only doing shopping! Although it’s fine because searching for something that may benefit your company is part of the buying process. Unfortunately, it is difficult to turn these type of prospects into a sale as they are not yet in the buying stage.

Related: Knowing the Different Buying Signals Will Make You A Better Salesperson

Unaware or Uneducated Prospects.

It is important to provide brand awareness. Consumers nowadays refuse to buy a product especially if they don’t have enough information about it. Once they’ve heard about you, they are more likely to become more interested because it’s something new to them. However, most of the time you will only get higher number of interested prospects who would like to know more about what you’re offering but don’t have plans of buying in the first place so you’ll end up having low conversion rate.

Sometimes, it's better to get back on your old leads who have already establish interest to your products or services but lacks budget. You might want to nurture these prospects until they're finally have all the needed resources.

Find out Callbox Lead Nurture Tool works!

Low Traffic Sources.

Solar industry is very limited in the market so it’s difficult to generate high number of leads. Use multi-channel marketing such as email, web, phone and social media to reach out to your prospects which will help drive traffic to your website.

How to increase your conversion of solar leads?

Stages of Marketing Sales Funnel

1) The first thing you need to do is prospecting.

Reach out to your target audience. Know where they are and what they’re interested in. Most large solar companies choose to hire a lead generation company to look and generate leads for them. A company who can provide a targeted list for sales rep to email and/or call in order to generate sales ready leads and appointments.

Smaller solar companies think it is expensive. However,  investing on a B2B lead generation company is even better especially for small to medium sized companies. Why? It is cost effective. Since you don’t have enough resources to do this then, an outsourced team with advance marketing technologies can help you increase your sales by producing high quality and easy to convert leads and appointments.

Related: Power Up Solar Marketing with Outsourced Lead Gen Services

2) Nurture and manage the leads generated for you.

Follow up on your leads and keep track of them. Prospects, regardless if they are in their buying stage or are not ready to do anything yet,don’t just call companies to show that  they’re interested. So it’s important to follow up on them through call or email once in awhile. I’ve known customers being converted and would decide to go solar years after they become a lead.

Related: The Best Way to Reach Out to Prospects: Sales Email or Sales Call?

3) Now that you have reached out with your target prospects and followed up on them, it is time to close a lead and make them your customers.

It’s now or never! Get the commitment of your prospects. This is the final stage in your sales funnel that determines whether or not your efforts will convert to anything.

Having good quality leads is possible.  However, not all lead sources are equal. Whether you have your own in-house team or an outsourced company, as a solar company, you must understand what you are doing and why your solar leads are not converting. Use these tips to convert your leads and get a commitment with your prospects.

Check us out to learn more on generating solar leads in Australia 

or dial +61 2 9037 2248.

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