Getting those first few clients or customers is one of the most challenging things for a solar company owner. The problem is exacerbated by the fact that many new solar business owners aren’t experienced marketers, and the word “sales” scares them. Even seasoned solar company operators have trouble finding enough clients or customers. Service Vista is a solar marketing agency that helps solar companies find the customers who want solar.
While finding people who wants solar takes time, you can speed up the process by understanding how to prospect and lead those prospects to a sale. Because many potential consumers or clients will not buy on their first encounter with you, you must devise a strategy for keeping in touch with them until they are ready to buy.
How do I find people who want solar
Zero In On Your Target Market
It’s a no-brainer that marketing to people who desire what you have and are also ready and able to pay for it will save you time and money. Despite this, many solar company owners fail to determine their target market. Instead, they throw their marketing message into the world at random, where it frequently misses the mark.
Defining the most likely buyer of your goods or service is a more efficient and practical approach to marketing. What are their ages? What gender are you? What is their social and economic status? Knowing your target market will make it easier to locate them and send them messages that will attract them to try out your product or service.
Build a Potential Customer and Client List
You can’t plan a party without a guest list, and, likewise, you can’t start or run a business without making a list of potential customers or clients. Listing people you know is an excellent place to start, as you can make a quick sale and get referrals. But there are other sources from which to start your potential customer list. Here are just a few:
Personal Contacts
Even if they aren’t your target market, your friends and family are the most likely to buy something from you. Perhaps they don’t require your product or service, but they know someone who does or would be prepared to recommend it to others.
Existing customers
If you’ve already made a few sales, reach out to your existing clients to see if they require additional solar products or services. It’s much easier to sell to an existing satisfied customer than find a new one.
Inquire about referrals
Check with your friends, relatives, and previous customers to see if they know anyone who would be interested in your product or service. Provide a referral bonus to sweeten the bargain.
Internet research
It is helpful for B2B (business-to-business) companies. If you already know your ideal consumer or client, you may conduct an online search for them and then contact them personally. While you can perform this for any business on the internet, it works incredibly well for local searches of companies you want to collaborate with.
Speaking
The easiest way to show off your expertise is speaking, either at a conference or by setting up your workshops. If you’re nervous about speaking, consider joining a panel at an event.
Make Contact
Once you have a list of potential clients, it’s time to reach out. Here are some ideas.
Cold Calling
Many people are afraid of cold calling, but if you start by asking what they want and then promote your product or service as a solution, you’ll get better results. To introduce your product or reason for phoning, use a simple, conversational approach. Remember that telling isn’t the same as selling.
While email isn’t as effective as a direct conversation, it’s less scary and often a great way to introduce yourself. The trick is not simply to send a “buy” email; instead, offer something of value. Give a brief explanation of who you are, then provide a coupon or a free article on a relevant topic.
In-Person
There are numerous ways to meet potential clients and customers. You can walk into their business for B2B. You can also call and schedule a meeting for B2B or B2C. In many cases, you can meet prospects while out and about, such as at the grocery store, on an airplane, or wherever you happen to be.
Follow-Up and then Follow-Up Again
The fortune is in the follow-up. You’re going to hear “no” a lot. For some people, that “no” is firm. But for others, the “no” is only “no” for now. Many business owners hear “no” and give up. But 80% of sales are not made on the first, second, or even a third contact! It can take five or more contacts to achieve a sale.
Finding customers and clients requires a thick skin and a strong belief in what you’re selling. Just because someone tells you “no” today doesn’t mean it will be a “no” tomorrow. The trick is to have a non-annoying system of follow-ups, such as an email list or an agreement to call again in six months.
Get professional solar marketing help
We’ll make sure you get the customers you need to grow your solar business. Contact us today to start promoting your solar business online with solar marketing!