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The Leads Are Weak, You’re Weak

by | Apr 16, 2024 | Solar Leads

The Solar Leads are Weak, You’re Weak

Welcome to the challenging world of residential solar sales, where every sales guy will tell you how great they are, how many deals they close, and how many yachts they’re going to buy.  Where money talks and a lot of bull-shit walks.

This business has many talkers, and my journey in solar energy proves that you can generate significant profits. Still, like any other business or Hollywood movie, only a percentage will hit it big. The rest are full of s***, pikers, and want-to-bees that cycle and continue to fizzle out of the business over time.

It takes a long time to become an excellent solar specialist. You need to close hundreds of deals and know a ton of stuff, including the products, the finance programs, what can and cannot be done, incentives, all the pitfalls, and the psychology of solar sales. Most of all, homeowners need to like you.

Solar leads are like gold, and every sale is a victory. In this article, we talk about solar sales and the power of the leads and make a connection with the iconic movie “Glengarry Glen Ross.” We’ll explore the residential solar industry’s highs, lows, and complexities.

Join us as we unravel some details of solar lead generation, the migration of sales professionals from other sectors, and the role of solar funnel technology in driving business growth.

The Glengarry Glen Ross Connection:

Let’s set the stage with “Glengarry Glen Ross,” a cinematic masterpiece that offers a glimpse into the ruthless world of salesmanship. Directed by James Foley and based on David Mamet’s Pulitzer Prize-winning play, the film has a phenomenal cast of some of my favorites, including Al Pacino, Jack Lemmon, Alec Baldwin, and more. The movie portrays the cutthroat nature of sales, where success hinges on aggressiveness, persuasion, the ability to close deals, and, most importantly, the bought leads, also known as purchase leads or the “Glenngarry Leads.”

When I First Discovered Sales

I remember watching this movie as a kid. I was 21 and a Junior at Pace University in New York City. It was cool back in the ’90s; Pace offered students the opportunity to take summer classes, and the dorm rental was $50 a week.  I was so happy to leave my parent’s house in New Jersey and live in the city. Anyway, I needed a job, so I turned down an actuarial assistant job for AIG and took a job cold-calling small-cap stocks for this firm, Lew Lieberbaum. The job was downtown by the Seaport.  I remember the smell of fish in the air; you would get a good whiff here and there; God awful stench.  Before the summer, I was living off-campus in Thornwood, New York; during the semester, I met Neil, a partner for the firm, who offered me a summer job; that’s when I was first exposed to cold calling.

Oh God, I Wish I was Neil

Neil was like a big brother to me, a super nice guy. We connected, and I learned about the securities business and eventually took the Series 7 test. It sucked in the beginning, but the job helped me overcome my speech impediment and get to the core of one of my expertise’s of raw communication, voice, and making information palatable for my audience.  While I was working and making my calls, I got to meet a whole cast of characters who worked for the firm; at the same time, I was exposed to the movie Glengarry Glen Ross, and I believe watching this movie changed my career trajectory and got me into the world of marketing and sales.

“The Leads are Weak, You’re Weak”

One of the most memorable lines from “Glengarry Glen Ross” epitomizes the harsh and cruel reality of sales, “The leads are weak.” This statement, delivered by Alec Baldwin’s character, symbolizes the frustration of sales professionals dealing with subpar leads. However, his follow-up, “You’re weak,” is a stark reminder of personal accountability and resilience in adversity.

This sentiment rings true in the new world of solar sales, where marketers and sales hunters confront the challenge of cultivating and generating quality leads from your solar lead factory amid fierce competition. Business is intense, and if you’re not at the top of your game closing sales, you’re dead, and so is your business.

The Solar Sales Landscape:

Transitioning to residential solar sales, we see a landscape of innovation, sustainability, and opportunity. Unlike traditional sales sectors, the solar industry is still in its infancy, undergoing rapid evolution, expansion, incentives, and ongoing change. As a result, sales professionals from diverse backgrounds, including the mortgage business, mortgage leads, and real estate, are increasingly drawn to the promised land of solar sales and making it big.

Navigating the Solar Funnel:

The efficient management of the sales funnel is central to the success of any solar sales organization. Solar funnel technology allows sales teams to streamline their lead generation and send leads to the sales team. Based on the CRM’s dispositions, it will trigger specific email and text nurture campaign tracks.  It’s not just about generating solar leads but also about how you service those leads and how well your confirmation process and technology handle your sales funnel process. Solar companies can target qualified solar leads by leveraging data-driven insights and automation tools and drive meaningful engagement throughout the homeowner’s sales journey.

The Quest for Profitable Solar Leads:

Generating profitable solar leads remains a significant challenge; few companies can do it well. Home solar is very technical, with many moving parts, unlike traditional products or services. Sales professionals must adopt a strategic approach to lead generation, combining digital marketing tactics, referrals, and networking to identify qualified prospects.

The Solar Coaster:

Yet, for all its potential rewards, residential solar sales have its pitfalls. Like the characters in “Glengarry Glen Ross,” salespeople encounter moments of disillusionment, rejection, and frustration. The lows of lost opportunities and unforeseen obstacles often offset the highs of closing a lucrative deal. In such variable times, resilience, perseverance, and a dash of optimism become invaluable assets.  You may hear seasoned solar sales professionals refer to the industry as the “Solar Coaster.”

Embracing Your Journey in Solar Sales:

Despite the challenges, those who thrive in solar sales push forward and don’t look back; they are actual salespeople at best.  Never try to make someone a salesperson; it doesn’t work. Salespeople are different breeds, with perseverance and innovation already built into their DNA. They understand that success is not guaranteed but earned through diligence, adaptability, and a genuine passion for follow-up. As the residential solar industry matures, sales professionals must remain agile, continuously refining their strategies and embracing new technologies to stay ahead of the curve.

Coffee is for Closers

In the ever-evolving world of residential solar sales, the journey is as important as the destination. Drawing inspiration from the timeless wisdom of “Glengarry Glen Ross,” sales professionals navigate a landscape shaped by uncertainty, opportunity, and the relentless pursuit of excellence. Many companies offer solar leads, including RGR, Invention Solar, Solar Reviews, Qualified Solar Leads, and many others.

Hit Your CPA, Little Man

In our experience, your best customers are the ones who keep coming back. They keep coming back because they are converting your leads into deals. Invention Solar gives you quality leads and the strategy to make sales happen. Invention is not just another data company. We will help you reach a CPA (Cost Per Acquisition) that will work and be profitable for the business.

By harnessing the power of solar funnel technology, honing their skills, and embracing the challenges ahead, they pave the way for a brighter, more sustainable future, one sale at a time.

Whether you’re a seasoned sales veteran, an EPC, a channel sales partner, or a little man Piker making a comeback, residential solar sales offer a thrilling adventure filled with twists, turns, and unexpected discoveries.

Invention Solar provides professional services and solar lead programs for everyone’s budget. Click below to contact us and learn about solar lead counts in your area.

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