Objection #1
“We’re Concerned About Roof Damage”
Any time you get work done on your house, there’s a chance something will go wrong. It’s rare, but it’s just a fact of life — whether you’re getting new floors or, yes, getting a solar system installed.
So, however uncommon it may be, some potential customers will have heard at least one solar panel horror story. Knowing this, salespeople have to come prepared with a plan for dealing with homeowners who may say:
“I just put a new roof on the house, so I don’t want to void my roof warranty. I understand you offer a warranty too, but it doesn’t cover as much as what my current one does.”
Anywhere that we’re touching on your roof, you’re being covered for longer than where we don’t touch.
Ashleigh Tatarcyk, Owner of Urban Sol Energy
Solution #1
Address the System and Roof Penetration Warranty
Many homeowners are concerned that installing solar panels can void their roof warranty. Thankfully, much like how solar energy supplements utility electricity, a solar system’s warranty can also work alongside an existing roof guarantee.
Explain your warranty
“If a homeowner is bringing this objection up, there's a reason for it: They must really love their new roof. A roof is the last project a homeowner usually wants to do on their house, so once they put it on there, they want to take care of it. So it’s really important to help them understand that the roof will still be protected afterward.” ☀️ “Solar Joe” Mousakheel, CRO of The Solar Academy
“Your new roof has its warranty as is. And where we put the solar, my company provides a 30-year warranty for parts, labor, shipping, and roof penetrations.” 💡 Lily Valdez, co-founder of Women United by Solar
Show that your solar system’s warranty > roof’s warranty
“Most roof warranty contracts are about 5 years, so we’re actually going to extend that warranty with our 25-year penetration warranty. Anywhere that we’re touching on your roof, you’re being covered for longer than where we don’t touch.” ✨ Ashleigh Tatarcyk, Owner of Urban Sol Energy
Solution #2
Explain Your Racking Method In-Depth
Explain the process
“Homeowners usually aren’t roofers — but they do have the fear that holes are going in their roof — so I try to help them understand a little more about what the mounting process looks like.” 📚 Jake Hess, founder of The Solar Academy
Use videos and one-sheeters
“We don’t drill directly into your home, we actually use flashings. We have a little video here to show you exactly how that’s done.” 💡 Lily Valdez, co-founder of Women United by Solar
Stake your reputation on it
“What we installers have to lose is our entire reputation, for everyone in this city, if your roof leaks. Everybody looks at reviews, so if they see that your roof leaks after you’ve told the world you’re using our company to go solar, that’s going to hurt our business a lot.” 📚 Jake Hess, founder of The Solar Academy
Solution #3
Emphasize How Solar Panels Actually Protect Roofs
“The panels are actually acting as a protector. Instead of hail, or wind, or snow, or heat touching your roof, it's now touching your panels, which have gone through rigorous weather testing.”
✨ Ashleigh Tatarcyk, Owner of Urban Sol Energy
In Sales Mode
To fully put this objection to rest, you can show your warranty information directly in your sales presentation. In Sales Mode you can use custom pages to showcase your warranty at any point you’d like.