Part Three
How to start making solar sales
While it’s easier to become a solar installer as a roofer, there are some challenges to overcome when making a sale. In this section, we’ll cover some unique ways to stand out regarding solar sales.
Tip 1
Lean on your roofing background
In our Ultimate Guide to Solar Objections, one of the most common objection homeowners make regarding solar installations is, “Won’t this damage my roof?”
Most solar installers get around this objection by giving a warranty and trying to convince the homeowner that the solar panels won’t damage the roof.
As a roofer, however, you’re uniquely positioned to overcome this objection with your expertise. We recommend leading with your value-add as a roofer. The fact that you’re licensed to do penetrations and have roofing experience is a huge peace-of-mind benefit.
Don’t be afraid to call out how you’re the best, most qualified person to do a solar installation. Explain how the penetrations work and how the roof will be protected. A little bit of extra information goes a long way to ease a homeowner’s worries and secure the sale.
Tip 2
Use visuals to show your expertise
When you’re new to solar, it may be hard to give a perfect presentation from the start. This is where visuals can really help out.
Aurora’s Sales Mode was built to make solar sales easy, even for people with zero solar experience. Sales Mode has built-in visuals, such as site models and system models, that will be auto-generated in seconds with the click of a button.
By using visuals, you’re showing your expertise and making it easier for the customer to understand solar at the same time.
You can build solar designs with the click of a button, showcase production numbers, and even let the homeowner apply for financing instantly.
If you haven’t seen Aurora in action, sign up for a free demo here, and an Aurora representative will personally walk you through the platform step-by-step.
Tip 3
Pull the local card
If you’ve been in the roofing business for a while, chances are that you’ve established a good reputation among your local community.
One of the most common reasons solar installers lose solar sales is because the larger companies will come in and offer incredibly low prices.
This is where you want to play your local card.
Ask the homeowner, “Do you really want to depend on a company that doesn’t even have an office here?” Or ask, “If something goes wrong, how long do you think you’ll have to wait on hold before you can actually talk to a human being?”
Then explain, “I’ve been here for X years and I love serving my local community. If you ever have a problem, you have my personal cell number [hands over business card].”
Just like with your roofing business, you want to sell solar based on your reputation and your level of customer care.
