By Sunny Wang, director of government affairs and communications, Aurora Solar
Making the transition from meeting your customers in-person to conducting your solar sales 100% remote for the first time can seem daunting, but it can be done. Some of the most successful and fastest growing solar companies have already adopted remote sales processes. Several advantages of remote selling include increased territories, lower customer acquisition costs, zero travel, and increased appointment bookings.
To help conceptualize what it would take to make this transition, we paired Aurora Solar’s account executive Elliot Goldstein with Baker Electric Home Energy’s senior solar energy consultant Meital Stotland in a webinar with PV Magazine. You can tune into their discussion here, where they highlight four themes to keep in mind about remote solar sales, or continue reading for the key takeaways.
Set up a sales process for remote selling
There are some in-person sales processes that also apply to remote selling, e.g., having a strong inbound lead funnel and a system that allows you to quickly respond to leads and book appointments. The key difference with remote sales is that you’re selling without any physical presence.
The first process to set up is what you’ll be using to replace your physical presence in a customer’s home. The best solution is video conferencing with the ability to share your computer screen. After you’ve selected a platform you’re most comfortable with, Meital Stotland recommended as practice, to find the least tech savvy person you know and walk them through how to set it up over the phone.