Solar leads: Maintaining efficiency when the lights go out
Since the storms in the South have passed, solar and wind companies in these regions are seeing a massive influx in online inquiries and on-site appointments. This is not surprising, to say the least. Part of the reason California is the leader in solar power installations is due to their consistent exposure to energy shortages in the 21st century.
The recent snowstorms in Texas resulted in mass blackouts for nearly 4 million Texans in mid-February, causing one of the largest and worst power outages in U.S. history. While some leaders of power companies warned of this happening, several argued the power grid would hold and last through the winter storm that went on for over a week.
Each time a blackout or rolling blackout occurred, California would see the same increase in organic solar leads. The shortage crisis in Texas has inspired thousands of eager residents to put an end to the lack of security with electric companies by switching to solar with battery backup. With solar being such a competitive industry, efficiency is vital to keeping business flowing in these surges.
Making connections vs. staying efficient
Bret Biggart, CEO of Freedom Solar Power in Texas, recently spoke on a webinar about how interacting with the solar consumer has changed. Prior to the pandemic, solar companies would have said a face-to-face encounter with customers was the game-changer and the strongest method to connect with consumers.
Since the pandemic, that shift has revealed an alternative route for many, showing that even consulting may never go back to in-person conversations for some businesses. In fact, the amount of work that can be accomplished without being in-person or on-site has been eye-opening for solar companies.
The solar industry, as Bret says, is a thin-margin business. Using technology to be able to improve efficiency in your business is a necessity. Whether it’s using drones to fly over and assess the potential solar installation on a residency or using a lead management system to manage inbound leads, using tech helps you manage volume faster without losing quality.
The more tech can benefit the salespeople and installers to move quickly, the more likely you are to grow your business by capitalizing on the volume at hand.
Verse creates a faster and more efficient sales cycle
At the beginning of COVID-19 and even after the recent snow storms, inbound leads came surging into solar companies’ websites. Being a competitive industry and knowing many consumers will get second and third quotes on solar installation, solar companies should be shifting to the problem of connecting and communicating with consumers more efficiently. Essentially, levels of service shouldn’t have to drop because of a natural disaster or a pandemic.
The two most important ways to get ahead from the competitors and make the consumer all about your business revolves around connecting with the lead. Namely, what matters most is how fast you are getting to the leads and exactly how you are trying to reach them.
These two factors work together. Maybe you don’t have a hard time getting to leads quickly, but you still can’t get them to answer a phone call. Or maybe you can eventually get them on a phone call but it takes several days and attempts to get there. And then if you don’t get to the lead, the lead goes to waste, sitting in the bottom of your database despite the fact the consumer could be motivated to purchase.
But what if you could reach them within five minutes every time using a different approach?
Talk to a Verse Lead Conversion Specialist to see how we can help
Five minutes is what we call “the golden window of opportunity.” A consumer is 21x more likely to close a deal with you when you get to them within five minutes of filling out an inquiry. Let’s think like a consumer.
If they filled out an inquiry on their computer or phone, they are most likely still sitting next to their phone. If they filled out an inquiry within the last five minutes, chances are your name is still on their radar. If they filled out an inquiry only five minutes ago, a quick response in that time frame would be impressive to them. Those three reasons are exactly why the five minute window is called the golden window.
However, it doesn’t only matter how quickly you get to the lead. This is why an alternative approach could better support the quick response time to your inbound leads.
Text messaging is the least invasive way to connect with someone. While it’s not the most optimal platform to have a full-blown conversation, well over the majority of people use it to have brief conversations.
So instead of chasing down the lead until it’s a “good time for them,” why not make the qualifying and filtering process of the leads more automated?
“Hey Craig, this is Alex Parker with Sunshine Solar. I saw you filled out an inquiry on our website. I had a few brief questions before I get you set up with one of my installers. Can you do a quick phone call or would you prefer to do it over text?”
Consumers are appreciative of the thoughtful response to their preferences. And, believe it or not, 89% of consumers prefer the latter, asking if they can handle the brief conversation via text. With this kind of engagement, solar companies now have an opportunity to empower consumers and give them back their sense of security.
Verse puts solar companies in a position to do so SINCERELY and efficiently. To guarantee the efficiency, we do this 24/7, ensuring we connect with the lead within 5 minutes every time.
Now, that’s efficiency.
If you’re interested in seeing more efficiency and productivity within your sales teams, book a demo and see some convincing statistics on why solar companies are digging up the gold with Verse.