We spoke with four installers who shared business lessons they’ve learned in growing their solar company. Here’s what they had to say:
“Be creative and flexible. This is not an easy business to be in, and you have to think out-of-the-box to address the challenges that can keep projects on the ground. Be open to new ways of doing things, even when something has been done a certain way dozens of times before. For situations that you can’t always control, be flexible and adapt.” — Dan Girard, S&C Electric Company
“We have clients, not customers. A customer is a transactional interaction. They provide you with money, and you provide them with a good or service. Our business is about the relationship — we advise our clients as much as we sell to them. We are in this with them for the long haul, and everything that we do should be focused on developing that long-term relationship.” — Jim Jenal, Run on Sun
“Given that the solar industry is constantly changing, companies need to move quickly and adapt. The most important driving factor to ensure flexibility is to hire experienced and dedicated industry professionals. A company can and will remain successful with a team that is willing to learn and adapt to the fluctuations in the industry.” — Roland Kiser, Martifer Solar USA
“Sometimes it’s best to pass on a project.” — Stephen Gleason, CSI Electric
“Selling a disruptive, innovative technology such as residential solar is better achieved through direct, two-way consultative sales.” — Brendon Merkley, Vivint Solar
Learn more about growing your solar business in our September feature here.
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