Why a referral-based solar business makes for the best profits

By Pamela Cargill, principal at Chaolysti Customer acquisition is a vexing topic for many solar contractors. By looking at what strategies have worked over time, we can determine best practices to build a profitable solar contracting business. Non-referral strategies and the growth of residential solar Non-referral customer acquisition strategies (content marketing, telemarketing, providing a proposal

There’s no magic bullet for online marketing

By David Wolpert, Founder, CleanTech Marketing Online marketing offers residential solar installers a cost-effective way to reach prospective customers at scale, with measurable results. But there is no magic bullet—no single activity that companies can check off a list and declare its online marketing efforts done. Successful online marketing starts with a well-designed, search-optimized website

Content marketing for the solar industry

By Aimee Tuck of Corbae Creative and Glenna Wiseman of Identity3 What, you might ask, is content marketing? Before you start running for the hills, rest assured that it is something you are probably already doing as part of your solar business practice, even if you don’t realize it. As the name suggests, content marketing

The role of graphics in a strong solar brand

By Aimee Tuck of Corbae Creative and Glenna Wiseman of Identity3 As we all know, the solar industry is becoming increasingly competitive. While system costs came down in 2016, soft costs such as customer acquisition costs have remained steady or gone up. Within this competitive landscape, it is more important than ever to clearly articulate

Tips to heat up solar sales and close more deals

By Scott Ankley, Director of Partner Development at Velocify With the extension of the Solar Investment Tax Credit (ITC), 2016 installations are expected to slow down as homeowners no longer feel the pressure of the previous deadline of December 31. This doesn’t mean your solar sales need to cool down. Now is the time to

Door-to-door solar sales is back—but why?

By Kendall Hope Tucker, founder and CEO, Polis An article about SolarCity and Vivint Solar featured in the Wall Street Journal last week surprised a lot of readers. Faced with innovative competition and increased market pressures, the two companies have eschewed current advertising logic in favor of a renewed focus on door-to-door sales. This shift

How to know when a C&I business is perfect for solar

By Mark Bettis, vice president of sales, Alta Energy, Inc. I have been asked many times over my career how to tell if a given company or site is a good fit for the deployment of a renewable energy system. The question has come from sales representatives and other coworkers working to qualify leads as

Tips for securing quality solar sales leads

When Ruben Ugarte, director of business development at Horizon Solar Power, attended LeadsCon, the biggest business-to-business conference for lead generation companies, he noticed firms specializing in lead generation for nose surgery, sun tanning, auto loans—just about everything under the sun, especially solar power. “Literally every vendor was trying to do solar leads, or they were

The four benchmarks of quality commercial solar sales leads

By William Wickey, content and media strategy, LeadGenius Lead generation can be a loaded term—and an elusive one to define. But no matter how you define a lead, what will really matter when it comes to your bottom line is lead quality. How do you identify the right potential customers, e.g. ones with enough roof

It’s time for a communications check-up

During our annual reach-out for our Top Solar Contractors application, I had the pleasure of connecting with dozens of contractors throughout the country. Most of my calls were straight forward and enjoyable, but I still struggled to connect with many others. I kept thinking, what if I were a potential solar customer? This company would