The following is a guest post by Fred Paris, the instructor of our Solar PV Installer Boot Camp Training + NABCEP Entry Level Exam Prep. Fred tells the story of how he worked with members of a church to finance a solar PV project. This could serve as a model for non-profit clients that you […]
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.
According to the State of California Energy Commission, in Q3 of 2011, the majority of residential systems were financed. What does this mean for solar installers? Simple. The solar lease is becoming the industry norm and you need to be offering it if you plan to remain competitive in the solar market place.
We reached out to BrightGrid Renewable Energy Finance, experts in residential solar leases, to answer some of the most common questions we get from solar installers about offering a solar lease. We created a 5 part mini series that answered the most common questions solar integrators have about offering a solar lease. To view all the videos, sign up for HeatSpring’s Free Course: How to Use Solar Leases to grow your Solar business. Here is the outline:
Part 1. Should your Business off a Solar Lease?
Part 2. How does a Solar Lease Work and How do you Sell It’s Value
Part 3. How do you Handle Customers Tough Questions About Solar Leases?
Part 4. What should you business consider when Selecting a Solar Manufacturing Partners?
Part 5. Who is a lease customer and how do you sell the leases value?
In Part 1, I spoke with Roger Franco VP of Sales and Marketing at BrightGrid and we discuss when solar businesses should offer a solar lease. Here’s what we talked about: