Selling Solar

Selling Solar

June 13, 2022

How to Use Solar Leads Effectively to Boost Outbound Sales

In today’s highly competitive market, knowing how to use valuable solar leads will ultimately dictate your success with them. Whether you generate solar leads or buy qualified leads from reputed lead generation companies, improving ROI means more than simply closing more sales. Improving how you use your solar leads can involve various strategies, technologies, and tools that will allow you to approach high-intent leads vs. low intent data differently.

One of the biggest mistakes outbound sales teams make is not watching their list management reporting in real time. When managing your lists, your approach by lead source can make all the difference. Automating your call center workflow allows you to customize your approach to leads to take the guesswork out of contact cadences for perfectly timed communications with your prospects. A dialer with workflow automation will help eliminate missed opportunities so you can maximize your contacts and conversions.

Treat High-Intent Leads like Gold

Solar leads from high-intent data sources are your most valuable leads – and should be treated as such. So what you don’t want to do with this data is throw it into the dialer and dial it really hard like you might with the high-volume, but lower-intent, data that you have.

This is where it’s key to use a dialer software that gives you options to set up separate workflows for every single list or lead type that you have. This means that, with your most valuable and interested exclusive leads, you can take the gentler approach that’s warranted.

Make the Most of Low-Intent Data

Similarly, you can create separate workflows for lower-intent or incentivized leads that might require more aggressive dialing approaches to move them down the funnel.

This is where it might be tempting to just dial harder and expect results. But sometimes increasing calls just isn’t the answer. You’ll find that the contact rate doesn’t improve, and then many people make the mistake of abandoning those leads. But you shouldn’t stop calling altogether – you’ll just need to dial smarter

With dialer software that offers automation, you can move the lead to another list and call back again in 30 days and try again. And then set another follow up maybe in another 60 days.

Audit Third-Party Data Providers

Finally, in order to use your solar leads effectively, it’s critical to make sure all your data is compliant. At the end of the day, if you’re the one dialing data and it’s not compliant, you’ll be the one held responsible even if your vendor was at fault.

So it’s important to have a proactive approach to data compliance. When purchasing solar leads, make sure you mitigate legal risks by working with solar lead providers that comply with all applicable state and federal telemarketing policies and regulations including the Telephone Consumer Protection Act (TCPA).

It can be a challenge to navigate compliance issues in addition to increasing your sales. But utilizing technology including the right dialer software can help support compliance. Look for features in addition to workflow automation like dynamic scripting, call count settings, time of day restrictions and more.

To learn more about best practices that support compliance and help to boost your outbound call center efficiency, check out Convert More Leads with Outbound Dialing Best Practices.

How you utilize your solar leads – whether it’s high or low-intent data – will ultimately determine your success with them. Generating more contacts and better conversion rates can help lower customer acquisition costs by boosting the profit per dollar that you’re investing to buy or generate solar leads. Ideally with good lead providers and an optimized outbound sales strategy, you’ll generate more contacts and better conversation rates, so you can actually invest less money on acquiring solar leads.

Colossus is dedicated to helping businesses sell more solar. By matching residential solar providers with the right customers, Colossus helps solar companies grow their sales by delivering real time solar inquiries.

Discover how Colossus can help you with your solar business needs. Contact us to learn more about how we can help you grow your solar business.