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Making the solar sale: your five biggest selling points


Solar energy has been around for decades at this point. And by all accounts, it should be an easy sell: it’s good for the environment, for our wallets and for real estate prices.

Yet somehow, we still haven’t made it to mass adoption.

Why? Because there’s still a lot of education work to do.

So as you launch your prospecting season and carefully listen to people’s questions and concerns, here are five main selling points that are bound to help you sway homeowners who are still on the fence.

1. Lower utility bills

We get it: installing solar panels can be a pretty steep initial investment. That’s why homeowners want tangible proof that their investment is going to pay off. With Solargraf, a simple address will get you instant access to accurate information about the home’s average utility costs and carefully calculate how much solar energy could be generated by rooftop PVs. Combine that information with different loan and financing options, and you can show potential customers just how much they’ll save and how quickly they’ll be able to see a return on their investment.

Depending on the state you’re working in, some of your clients may even be able to sell excess power back to the company and receive home/business owner credits that could ultimately eliminate the costs of the utility bill altogether.

2. Discounts and incentives

With governments looking to incentivize green energy, many programs have been put into place to help offset initial investments and reward early-adopting homeowners who go solar. Make sure you leverage Solargraf to stay in the know about the latest federal, state and local tax credit programs in your area. That way, customers will always know you have their best interest at heart.

3. Higher property values

One of the best ways to convince homeowners to take the leap is to help them see solar panels as an investment, as opposed to an expense. Numbers show that installing solar panels on your roof can not only increase property value by up to 17%, but also help you sell your home 20% faster.

“The exact numbers vary from property to property and installation to installation, but recent research shows an average increase in resale value being $5,911 for each 1 kilowatt (kW) of solar installed. In a state like California, for example, a small 3.1-kilowatt (kW) system can add an average of $18,324 to the value of a medium-sized home."

- Cost of Solar

4. Environmental sustainability

Public discourse and social media have made all of us much more aware of our environmental impact, and while many are eager to adopt more sustainable lifestyles, it can be hard to figure out where to start. Solar panels are a simple, easy way for homeowners to consume more responsibly and reduce their carbon footprint. Here are just a few stats from Energy Sage that you can use to illustrate your point.

  • For the average homeowner, going solar is like eliminating the emissions created by a car that drives 18,000 miles per year
  • In some states, switching to solar energy has the same emissions reduction effect as planting 155 trees every year.

5. Practically maintenance-free

In the decades of slow solar growth, the industry has managed to create groundbreaking technology that makes solar panels lighter, tougher and pretty much maintenance free – even if you live in a state with extreme weather and dramatic seasonal shifts. So contrary to popular belief, your client’s only reminder that they’ve gone solar might very well come from their lowered monthly utility bills.

If that’s not a selling point, we don’t know what is!

No matter how you make your pitch, your biggest priority should always be to help the homeowner feel informed, confident and empowered when it comes to making a sound decision about whether solar is the right fit. Having the patience and know-how to verbalize the process, tools and benefits of solar panels is key to building trust and relationships, as is the use of strategic tools like Solargraf, which helps you visualize and explain solar energy for people from all walks of life.

Finally, selling solar is also about closing the deal and managing your projects. This is where Solargraf shines. Detailed proposals, simpler financing, speedy permits: solar installers get the best of everything in only one supercharged software.


Topics: Solar Sales