How To Create A Solar Proposal That Closes Deals

Author: Trey Gibson

The solar industry represents vast opportunities.

But if you’re in solar sales, you know that it’s not all sunshine and rainbows. The field is highly competitive, and more often than not, multiple solar installers bid on every job.

How can you succeed in this kind of environment? You just need to develop and implement a solid solar sales strategy.

When you do, pay special attention to your solar proposal, as this seemingly simple document can help differentiate your company from the competition and lead to additional revenue.

In this article, we’ll explain what your solar proposals should include and how to boost your odds of closing a solar sale. We have a lot of valuable information to share, so let’s dive in!

What To Include In Your Solar Proposal

First things first, what should your solar proposal contain? While every proposal you send will be different, they should all include the 10 essential elements below.

Your Company Overview

Make sure your solar proposals include a company overview section. In it, tell potential customers about your solar company. Share info about how long you’ve been in business, accolades you’ve received, and why customers should buy from you instead of a competitor. You can also add details about previous solar projects you’ve completed to help build trust.

Results Of The Site Survey And Engineering Analysis

Before you send a solar proposal, conduct a site survey, and have your engineering team analyze the specific residence in question. Then include details from these two activities in the official proposal you send to potential customers. The details should include the condition of the roof, shaded areas, the energy consumed each year, and how to connect the PV system.

Project Details And Scope

Next, use your solar proposal to share specific project details with your potential customer, and what the scope of the project will look like. A few ideas include:

  • The size of the proposed solar system
  • The suggested location of the solar system
  • The components needed to make the system work
  • The materials necessary to make the system a reality
  • The schedule to build the system
  • The payment terms your potential customer must agree to

Projected ROI

Solar systems are expensive. The most reliable way to close deals in this industry is to remind potential customers of the money your system will save them. Stress the ROI. Include as many details as you can about how your system will impact their energy bills and home value.

Potential Rebates And Incentives

Add rebate and incentives information to your solar proposals, too. How much will these programs save potential customers—both now and in the future? Simplifying these details will be appreciated.

Financing Options

Include financing information in your proposals. Tell potential customers about their options, including solar loans, solar leases, and power purchase agreements (PPA). If possible, line up specific financing partners for prospects before you send them a solar proposal.

Provide Social Proof

To make sales, you need to earn your prospect’s trust. Lean into the idea of social proof. Include:

  • Online reviews
  • Video testimonials
  • Recent case studies
  • Awards you’ve received
  • Number of installs completed

If you’ve worked with a prospect’s neighbor, include this information in your proposal, too.

Licensing Information

Share licensing details in your solar proposal. Show pictures from completed jobs so prospects know their investment is in good hands.

Warranties And Ratings Reports

Provide details about the equipment you plan to install, including spec sheets, rating reports, and manufacturer warranty information.

Terms & Conditions

Include a terms and conditions section in your solar proposals to protect your business and employees from legal issues in the future.

Improve Your Odds Of Closing A Solar Sale

A great solar proposal will help you make more sales. To boost your conversion rate and drive more revenue for your company, keep these five best practices in mind.

Be Honest

Always tell prospects the truth, even when you think it will hurt your chances of a deal. Building a stronger company with a stellar reputation is beneficial in the long term.

Prepare For Common Objections

Prepare for common objections like:

  • “It’s too expensive.”
  • “I don’t want to damage my roof.”
  • “I’m planning to move.”
  • “I’m not sure if this is the best investment.”

Know Your Product

Be able to answer every question a prospect asks in a clear and concise way. This builds trust.

Provide The Opportunity To Ask Questions

Give prospects a chance to ask questions and help them make the right decision.

Follow Up

Allow prospects to think about their investment, but follow up after a suitable amount of time to stay top of mind with them.

Sell More With SPOTIO

To succeed in this industry, create fantastic solar proposals that include the 10 elements outlined above. Generate quality leads, plan efficient routes, communicate with potential customers consistently, and create detailed reports to enhance your sales.