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A Guide to Becoming an Amazing Solar Channel Sales Partner

by | Jul 24, 2023 | Solar Leads

Solar Panel Sales and the Solar Sales Call

In the world of renewable energy, solar power shines like a star, offering a cleaner, greener, price-protected future. As the demand for residential solar energy grows, the role of a solar partner in channel sales becomes vital. EPC (engineering, procurement, and construction) companies work with outside sales teams to install and maintain solar power for homeowners. If you dream of being an excellent solar channel partner and playing chess instead of checkers, here are the essential things you need to know.

1. Be an Absolute Expert in Residential Solar: To succeed as a solar partner, you must understand how home solar energy systems work inside and out. Learn about solar panel sales and gain experience selling solar systems. Stay updated on the latest technology and rules in the solar industry. A good reference is SEIA.org, the industry trade group’s website. This way, you can impress your customers and give them the best solar solutions for their situation. Also, focus on building rapport with homeowners while understanding their needs and consistently providing them with what they want.  You need to know your products and services, if you try to bullshit the homeowners, they will realize this, and you are done.

2. Find Trustworthy Installation Partners: A good partner is like a reliable and trustworthy friend. When choosing a partner, make sure they have solid financial standing. You want to be sure they will pay you for your work after the site survey and installation. Ensure they have good reviews and a record of correctly installing systems without complaints. A sound installation partner will provide an ironclad end-to-end warranty on their workmanship, installed products, remote monitoring with good customer service, and a solid team behind them. Building a trusting relationship with your partner is vital for your success.

3. Use the Right Proposal, Cash, and Loan Tools at Your Fingertips: Being efficient is critical in the fast-paced solar world. As a solar partner, you need tools to help you do your job well. These tools should allow you to request proposals, calculate prices quickly, and make changes easily. Being self-reliant with these tools will make you more competitive. Access to suitable financial products for purchasing options and a good lease option for homeowners who do not have a tax appetite.

4. Work with Nimble EPC Companies: Installing solar panels involves more than just the panels themselves. You may need help with tasks like removing trees or replacing roofs. It’s crucial to collaborate with reliable vendors to assist with these tasks. A good EPC partner will have these vendors and relationships in place already and give you the ability to order and calculate services so that you can submit clean deals. The EPC partner should be paying these vendors directly from a backend perspective. You don’t want to get stuck paying for someone’s new roof or tree removal only to find out they canceled the project, and now you are stuck holding the bag. Working together smoothly with the right EPC partners will ensure a smooth experience for homeowners.

5. Choose a Skilled Installation Team with Certification: The success of a solar project relies on the EPC (Engineering, Procurement, and Construction) installation team. Find an installation partner with a knowledgeable and capable team. They should know how to install solar systems properly, have the necessary electrical certification and insurance, and focus on leaving homeowners happy and satisfied. Perception matters; you don’t want shady people working on your team, and everyone must be presentable and customer-facing. The quality of their work and the perspective of their work, appearance, and behavior will make a big difference.

6. Offer an Iron Clad End-to-End Warranty: In the world of solar energy, trust is crucial. Your installation partner should provide a solid warranty. This warranty should cover the solar system, the roof, and all parts and labor for the solar system’s life. Your EPC partner should also have a service agent who will continue to service their systems if they leave the business. Offering such guarantees gives homeowners peace of mind and confidence in choosing solar power.

7. Redlines, Payment Structure, and More: Good EPC partners will offer their channel sales teams a good redline with a reasonable adder sheet and offer both an M1 and M2 payment structure along with a production guarantee for homeowners who purchase their system. As a channel partner, you should be able to add $.75 to $1.25 per Watt to a deal.  This will vary from state to state, considering many other variables.  I’m 50 years old, and when I canvass, I imagine a neon sign on top of the home with the number $10,000 on it. People can slam the door in my face and tell me they’re uninterested.  But it won’t stop with lead generation and getting the people that say yes and genuinely love the fact that they are saving money, eliminating their electric bill, and getting cleaner, cheaper price-protected power.  Solar sales are a grind; it’s easy for the homeowner to say no. You need to relate to them, build rapport, educate them, and give them a reason to take the next step.  After all, they are moving forward because of who you are.  Remember, understand what they want, and give it to them.

Becoming a great solar channel partner requires expertise, trust, and a commitment to customer satisfaction. By gaining knowledge about solar energy, finding a reliable partner, using the right tools, collaborating effectively, choosing a skilled installation team, and offering a solid warranty, you can become a shining star in the solar industry. Don’t forget that the most important part of your solar sales call is to build rapport and sell yourself.

Remember, the sun’s power can energize our entire planet. With the right approach, you can help bring solar energy to more homes and make our world greener while helping homeowners save money and potentially eliminate their electric bills.

Contact Invention Solar Marketing Group for a no-cost consultation. Most savvy solar salespeople are great at closing deals but lack the solar lead generation skills needed to scale.  This is where invention can help. Remember, sales are for today, but marketing is forever.

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