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Adapting to the New Reality – Understanding the Solar Sales Process

In the world of solar sales, there’s been a significant shift, particularly since the onset of the Covid-19 pandemic. For this reason, understanding the solar sales process is critical. Solar products, typically sold through in-home consultations, have experienced a transition to a more virtual landscape for some companies. Energy consultants would previously visit a homeowner’s property, explaining how solar energy works and what the installation process looks like as Firefly Solar continues to do now. Usually, by the end of this session, homeowners would sign a contract, marking the beginning of a new business relationship.

In the world of solar sales, there’s been a significant shift, particularly since the onset of the Covid-19 pandemic. Energy consultants would previously visit a homeowner’s property, explaining how solar energy works.

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The Emergence of Virtual Sales and its Effect on Solar Sales

However, the Covid-19 pandemic made in-home sales untenable, forcing companies to shift to virtual sales to survive. This new paradigm involved online sales consultations, screen sharing, and even zoom calls, emulating the traditional sales process as closely as possible. Given the successful adoption of this model, many companies continued with it even after the world started opening up post-lockdown.

The Local vs. Global Dilemma Involved in the Solar Sales Process

Now, the market is flooded with sales consultants located in different parts of the world, selling solar solutions to American customers without properly understanding the solar sales process related to local nuances. When it comes to the utility companies, every region, every market, has its specificities, making it critical for the sales consultants to understand the local context. However, in most cases, the solar sales process has become a ‘cookie-cutter’ routine, not taking into account these regional differences.

When it comes to the utility companies, every region, every market, has its specificities, making it critical for the sales consultants to understand the local context.

The Role of Utility Companies in Understanding Solar Sales

Each utility company operates differently with solar customers, and not recognizing this can lead to miscommunications and inaccurate information. Certain utility companies also impose fees when customers go solar – a fact that might not be disclosed during the sales process. This oversight can lead to unexpected costs and a disparity between customer expectations and actual outcomes.

The Importance of Local Knowledge When Selling Solar

If you’re considering solar, it’s crucial to work with someone who understands your local context. This familiarity ensures the salesperson can provide accurate, detailed explanations about how your utility company works with solar customers. They should also be able to verify this information, assuring you of their credibility. Buying local holds a significant advantage in understanding the solar sales process and is a good principle to follow when purchasing solar. It’s not just about the sale; it’s about ensuring you are equipped with the right knowledge to make a well-informed decision.

Buying local holds a significant advantage in understanding solar sales. It’s not just about the sale; it’s about ensuring you are equipped with the right knowledge.

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