2. Present Competitive Pricing Options
Since cost remains a major sticking point for consumers, it’s important to be competitive in your pricing. That doesn’t mean cutting into your margin, but rather finding ways to reduce installation soft costs (e.g. labor time and administrative costs), and working with the customer to give them options in their price range.
You’ll also need to do your modelling to demonstrate the value proposition of solar panels to homeowners. As we learned, homeowners may have heard that, generally speaking, solar can reduce electricity costs, but they don’t know if the cost reduction will be enough in their home to make solar worthwhile. Meet with your prospect prepared to offer hard facts on how much money they can expect to save on their electric bill year-over-year and help walk them through the rebates and financing options that are available to them.
While it may seem counter-intuitive, encourage them to get additional quotes. If your pricing is competitive, this won’t hurt your business, and consumers that talk to multiple solar companies are more likely to eventually commit to a solar installation.
Along with offering competitive pricing, your company needs to be able to work with homeowners to offer them a variety of options. While some homeowners may be solely worried about the price of an installation and want to cut costs at every corner, many are willing to pay a premium to get the look they want for their installation. By understanding what’s important to that individual homeowner and offering options, you increase the chances they’ll commit to solar and end up with an installation they’re excited to recommend to others.