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Solar lead generation followed by lead qualification is what you need to get your business on the right track. Don’t get me wrong, certified installers, responsive call agents, and high-quality solar panels are all valuable, but they’re just half of the puzzle.
Read on and learn how to build an effective lead qualification process, identify potential leads, and nurture high-quality leads.
Whenever organic searchers land on your website for the first time, they’re just interested users. If they provide their contact information, they’re leads. And if, on top of that, they share their contact information, average monthly electricity bills, sunlight exposure, homeownership status, and other relevant details, they become qualified leads.
The primary ways to qualify leads are through interactive content, behavioral analytics, and direct communication. That said, if you want to generate ready-to-buy leads fast, it’s optimal to partner with agencies, lead generation companies, or use information platforms such as Solar Power Systems, where homeowners explore top providers and request quotes directly.
Here’s how lead qualification benefits your business:
Resource allocation: Knowing which users are closest to making a purchase enables prioritizing them, not low-intent leads.
Data-driven approach: Exposing what services or products leads are seeking informs strategies and increases conversion rates.
Improve customer retention: Understanding your customers at a deeper level helps you nurture them beyond the purchase stage.
If you plan to qualify leads through live conversations, prioritize users who have expressed interest in solar installations according to these indicators:
| Search intent | Searchers evaluate solutions through solar system comparisons and reviews |
| Consultation requests | Users want to clarify solar installation nuances as they approach the end of their customer journey. |
| Repeated site visits | Regular website visitors are likely gathering information before making a purchase. |
| Using a solar calculator | Prospects provide their building parameters to consider what solar solutions suit them |
Lead qualification is a complex process that you can divide into three steps. Let’s explore them along with their nuances.
Before qualifying leads, you must generate them by collecting users' personal information, like email addresses or phone numbers. Though it’s also okay to request electricity bills, addresses, and other qualifying information along the way – just don’t overdo it.
To generate solar leads, you need personalized blog articles with CTAs and forms that let users access valuable content in exchange for their email – an exclusive solar energy guide or a subscription for discount notifications.
Pro tip: Always ask permission before adding a person to the email list. Otherwise, you will receive spam reports and ruin your email deliverability.
There are multiple ways to qualify your solar leads, starting with quizzes. You can incorporate them into blog articles, email letters, or social media posts to collect any data you need:
Financial information: Electricity bill, credit score, property ownership, and salary
Property information: Address, roof condition and type, sun exposure, and attic access
Intent: Motivation for going solar, urgency, prior research, and referral source
Indeed, requesting that much information at once can be off-putting, which is why it's best to tap into multiple sources. For instance, you can proceed by gathering information via solar calculators.
Not only do calculators enhance your lead generation thanks to their genuine value, but they also collect a good chunk of financial and property information.
A more traditional method to qualify leads is through one-on-one phone calls, website chats, or social media messaging. Don’t get intrusive with questions here. It can repel leads from communicating with your managers or even interacting with your brand.
No solar installer converts all their qualified leads into buyers at once. Some of them aren’t ready to part with their hard-earned money yet and require lead nurturing.
Segment your solar leads based on their qualifications and develop email campaigns for each group. With so much lead information at your disposal, crafting resonating emails should be a matter of time and professionalism, with no guesswork involved.
Solar leads with large budgets, urgent needs, and strong intent signals are considered of high quality and require unique treatment:
Quick connection: Communicate instantly to retain users who need prompt solutions
Clear guidelines: Provide straightforward instructions for the next purchase steps
Be personal: Address unique interests and intents to resonate with leads
AI agents and chatbots automate your lead qualification no worse than calculators and quizzes. You can program them to gather lead qualification parameters and automatically add them to your CRM system.
Interactive Voice Response (IVR) is a budget-friendly alternative to that. Although standalone IVR can’t gather as much information as AI-powered solutions, setting it properly allows you to process large call volumes and connect sales-qualified leads with your best closers in real-time.
Although both residential and commercial leads seek solar solutions, their motivations are distinct. The first group wants quick and cheap solutions, while the second prioritizes sustainability and scale – those are the parameters by which you must qualify them.
Likewise, commercial leads, sometimes referred to as B2B leads, have different purchase cycles. They involve multiple stakeholders, which may require you to communicate relevant benefits with each.
Lead scoring is a process of assigning values to leads based on their likelihood of purchasing solar installations.
Here’s how to score leads:
Develop a system: Select a scale, how many points to reward or deduct for specific parameters, and set a sale qualification threshold
Score leads: Rank users within your system to identify those who are the closest to making a purchase
Update data: Revisit lead scores whenever someone’s qualification changes
You can simplify the lead scoring process by leveraging CRM systems. For example, Zoho offers an automated lead scoring system that you can share with your team.
If your company relies on call agents to qualify leads and close deals, it’s crucial to maintain a high level of employee performance.
Begin by deepening agents’ knowledge of your company and its offerings. They should be familiar with your mission, unique selling points, and catalogue of services and products, from top to bottom.
Agents should also master multiple call scripts with integrated lead qualification checklists. When all is done, you can role-play scenarios where someone plays a lead and the agent has to nurture them to make a purchase.
You can draw additional motivation for your agents from bonuses. These can include monetary rewards, company-funded experiences, extra paid time off, and any other benefits that your company can afford.
Overlooking user intents turns your business communication into guesswork that yields little results – lead qualification changes that. Not only does it reveal the stage of your customer journey, but it also assesses users’ buying potential, which enables you to craft the most relevant sales message. Just remember to integrate lead qualification with the CRM and implement lead scoring to make information accessible and transparent.
These are users who have expressed an interest in solar, shared their contact details, and provided personal information, such as their electricity bill, budget, and roof condition.
Lead qualification provides crucial information about users, enabling businesses to personalize their messages and maximize conversions.
It’s software that helps you streamline lead qualification. One such example is Zoho, a CRM system that enables you to switch between multiple scoring rules and automatically update scores.
It depends on the stage of the customer journey a lead is in. If they’re only getting familiar with your brand, provide them with useful information and build trust. For sales-qualified leads, you must connect them with your consultants, justify their objections, and close deals.
Yes, you can buy qualified leads from lead generation companies. Their pricing depends on the lead parameters you’re looking for – sales-qualified leads are the most expensive.
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