With an avalanche of companies offering the same service, adding kuwait numbers value, standing out and selling solar systems has become an increasingly challenging, but not impossible, challenge.
I'll tell you a true story:
Last year, a solar energy company approached us because they were unable to find new customers and were unable to sell.
Today, just over a year later, this same company, Cordeiro Energia, has already earned 18 million reais with the strategy that we developed and applied here at Flow Digital.
With a sales effort and the tips we will give in this article, you can set up a much cheaper strategy, increase and improve the sales of photovoltaic plants at your solar energy company.
Take a look below!
Capture qualified leads
There is no point in trying to sell solar energy to just anyone. This type of product has its own niche and needs to be offered to qualified leads.
In this sector, the tip is to talk to those who are interested in your product or service and you can do this much cheaper through Inbound Marketing and lead capture.
You can do this through SEO , organic content, paid ads on Facebook and Google, through a landing page or capture page.
Management begins with the contact. Your leads or potential customers need to be qualified, nurtured and encouraged to advance through the stages of the conversion funnel to become future customers.
Without this management you will have a database full of emails and names, but no sales.
Here’s a tip: build a relationship by maintaining a conversation and asking questions about the lead’s current situation. Email can be your best ally at this point.
SPIN Selling
In most cases, the customer who wants to install a photovoltaic system is not looking for price, but quality.
And he will do business with the company that presents a more elaborate and responsible speech. And that's the trick!
Instead of the salesperson immediately delivering an offer, your sales team needs to design a scenario that takes into account the customer's pain points and then comes up with a solution that makes sense.
And we do this with SPIN Selling , a sales strategy that will “navigate” your potential customer and bring them closer to the sale.
Basically, the methodology takes into account four categories of questions:
Situation: where your salesperson will try to understand the scenario and who the customer is;
Problem: where the seller creates or shows the customer that he has a problem;
Implication: where the consequences of not solving the problem are presented;
Need: where your product becomes something necessary to solve the problem.
These four steps must be followed with the right questions, to make your potential client more prepared to listen to your proposal in the end and, consequently, buy your solution.
Referral discount
The strategy that will help you close the first sale is to offer a discount and negotiate the value of the plant at cost price.
This will greatly increase your chances of selling , because very few companies will offer a low price like that and, despite not having a large profit margin, you will already have a project in your portfolio and will be able to present it in the next negotiations.
It is important to remember that when you do not have any customers, sales become more difficult, but every solar energy company goes through this moment.
Don't set your expectations too high, because, on average, you will be able to close a project with margins of around 20% to 30% and this is a good value to start with.
Selling to influence cycles
Solar energy is a product with immense sales potential through influence and you can start by using your personal circles to make your first sale.
The first cycle to work on is your acquaintances and friends , through word of mouth. Here you have more proximity to negotiate and explain the advantages of having a solar system , so the chances of closing a sale are high.
The second circle is friends of friends or people who have a two-step direct connection with you.
And the third circle is the unknown people in your region, who through word of mouth will find out about your company.
A large part of the first sales that all companies in the sector close are through these cycles, without having to invest any real money, just time.