This is the third video in a five part series that HeatSpring created with BrightGrid Renewable Energy Finance to help residential solar contractors learn more about solar financing and leases. The goal is simple, we want to help installers to determine if their business will be helped with a solar lease and if it will be, the basics that they need to understand to offer a lease profitably.
In the third part in the series I spoke with Jeanne Rice, Marketing Director at BrightGrid, to learn the most common objections their installation partners are seeing in the field and the tips they use to get around those objections.
You can watch the two previous articles here:
Part 1: What Residential Solar Companies Need to Do to Successfully Offer a Solar Lease
Part 2: How Does a Solar Lease Work and How do You Sell its Value
Watch all 5 videos now in the free course”How to Use Solar Leases to Grow your Solar Business”
Here are the two highlights that stuck out most to me.
If a customer wants to purchase cash, do not stop them. Selling a lease is all about qualifying and profiling the right customers. You need to be VERY SPECIFIC about who your lease customers are. By qualifying correctly, you will avoid most objections.
Keep the conversion super simple! Do not bring up extremely complicated technical or financial jargon. Lease customers tend to be mainstream customers. This can be hard for many installers because THEY LOVE the technology and want to speak about it. Just remember, talk about what your CUSTOMERS CARE ABOUT, not what you, the installer, cares about.