The news lately is full of economic uncertainty, with talk of a potential recession making people nervous. Nervous buyers may not make big purchases easily. It’s not that they stop buying altogether, it’s just that every dollar they do spend has to justify its existence.
So how do solar sales keep moving forward when customers are feeling uneasy?
- Focus on the problems solved by solar ownership. First and foremost, you are selling confidence. Solar ownership insulates homeowners from market swings, rising utility rates and escalator clauses in many TPO contracts. For homeowners who don’t have the cash now, a fixed-rate solar loan provides stability.
- Consultative selling is more important than ever. When wallets tighten, trust matters more. Make sure you listen for clues about homeowner expectations and concerns. You’ll need to tailor the project and the financing for the ideal fit.
- Financing options are likely to be more appealing. In an effort to ride out an unpredictable market, some customers who would normally pay cash for their systems will be looking for ways to keep that money in their pocket. If they go forward with a Sungage loan, they can always pay off their loan early with no prepayment penalty.
- Flexibility gets you farther than discounts. Consider all your payment term options. Make sure you add state and local incentives into the deferred payment portion of the loan where applicable. Get the monthly payment and APR to a place where it’s easy to say yes.
- Use down time to better hone your selling skills. You’ll get better at prospecting, discovery, and deal-structuring the more you practice them. You don’t need a script, just excellent conversational skills. Spend time in your database foraging for referrals and system add-ons. Consider that preparation for the sale is as important as the sale itself.
What’s Working for You?
We’d love to hear your perspective. How are you adapting your approach during this period of uncertainty? If you're looking for ways Sungage can support your business growth, let’s connect. You can schedule a time to connect with our business development representative.
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