By Sam Taggart

What’s up, guys?

Sam Taggart here.

Solar energy is one of the fastest-growing industries worldwide, with a significant demand for solar installations in both residential and commercial sectors. However, finding qualified leads can be challenging for sales reps who want to grow their business and close more deals.

Source: Solar Market Insight Report Q4 2023 – SEIA

Let’s talk about some high-octane tactics to skyrocket your solar sales.

How to Find Residential Solar Leads for Free

Residential solar leads are homeowners interested in installing solar panels on their roofs or properties. They are typically motivated by saving money on their electricity bills, reducing their carbon footprint, or increasing the value of their home. To find residential solar leads, you can use the following methods:

– Get listed on solar company directories

Solar company directories are websites that help homeowners find and compare solar installers in their area. They usually rank high on Google search results and have a large audience of potential customers. Solar Reviews, Energy Sage, Clean Energy Experts, and Consumer Affairs are popular directories for solar companies. To be listed on these directories, you must create a profile with company information, reviews, and ratings. You can also pay for premium listings or ads for more exposure and leads.

Note: Directories help build credibility and increase visibility, making it easier for potential customers to find you.

– Get involved in homeowner communities and offer free advice

Homeowner communities are online forums, groups, or websites where homeowners discuss various topics related to home improvement, renovation, or maintenance. You can join these communities and offer free advice or tips on solar energy, such as choosing the best solar panels, calculating the return on investment, or applying for incentives and rebates.

Doing this lets you establish yourself as an expert, build trust and credibility, and generate referrals and leads. Some examples of homeowner communities are Houzz, Reddit, and Nextdoor.

Pro Tip: Consistently offering valuable advice helps you build long-term relationships and generates organic referrals.

– Social Media

Engage your target audience on social media by sharing relevant content, joining relevant groups, and fostering a community around solar energy to attract residential leads. Encourage satisfied customers to post positive online reviews, enhancing your credibility. Strengthen your LinkedIn presence by sharing industry content, connecting with businesses, and participating in groups to increase commercial visibility. Optimize your website with keywords targeting commercial solar leads to improve search engine visibility for companies seeking solar solutions in your area.

Note: Social media can be a great platform for ongoing engagement with potential customers.

– Referral Programs

Implement referral programs that encourage existing customers to participate by offering incentives, such as rewards or discounts, for referring friends and family.

This word-of-mouth approach can be a cost-effective way to generate residential solar leads and even referrals within the business community. By combining these strategies, you can effectively generate free commercial solar leads. Adapt your approach based on the characteristics of your target business audience and continually refine your plan based on feedback and performance metrics.

Pro Tip: Offer double-sided incentives, rewarding both the referrer and the new customer, to increase program participation.

– Virtual Webinars

Host virtual webinars or in-person workshops to educate homeowners about the benefits of solar energy. Use these events to interact with potential customers and generate residential leads. Additionally, consider sponsoring or participating in local community events, fairs, or farmers’ markets to raise awareness about your solar services.

Offering DIY solar kits or workshops can attract a hands-on audience interested in learning more about solar installations. Lastly, consider contacting local media outlets, such as newspapers, community magazines, or radio stations, to explore potential coverage or features. Local media exposure can significantly increase awareness and interest in your residential solar services.

By combining these strategies and tailoring them to your specific target audience, you can effectively generate residential solar leads without a significant upfront budget. Track the performance of each approach to refine your strategy and maximize your residential solar lead generation efforts.

Bonus Tip: Recording your webinars and sharing them on YouTube can help reach a broader audience beyond the live event.

Use SMS marketing and generate Solar Leads For Free With a Vanilla Message.

SMS marketing has a high open rate, response rate, and conversion rate compared to other channels. Vanilla Message allows you to send personalized messages, including reminders, confirmations, offers, and surveys. 

Now, let me break it down for you in a way that’s as easy as snagging that front-row parking spot at your favorite restaurant on a busy night.

1. Logging In & Uploading Data:

Picture this: I’ve just hopped into a solar company’s system, and it’s like stepping into the cockpit of the Millennium Falcon. It’s all about those filters, baby. You’re about to upload your customer database, and it’s like loading your quiver with arrows before the big hunt.

Imagine you’re a roofing company, a solar sales team, or whatever. You’ve got this goldmine of data just sitting there, and it’s time to start digging. You upload your list of contacts – think of it your secret weapon in the fight to boost engagement, snag those upsells, and nail those cross-sells.

Pro Tip: Use tags in your CRM to segment leads by factors like demo status or credit score, so you can tailor follow-ups more effectively.

2. Enter customer data

So, you say, ‘ Okay, I’ve got this guy, Craig. He has his name, phone number, email address, and any other information you would like to include. You can set different tags. ‘ So I can say, let’s tag this guy, you know, demo one. What I mean by that is he did one demo but never followed up to close the deal. Okay. So now he’s, I’ve created certain tags. I’ve organized my data, and I can retrieve all this information directly from my CRM. The software integrates into people’s CRMs. So that you can then filter by all the data you’re pulling from your CRM by city, by state, by 10, by, you know, zip code, etc. So it’s like, ‘ Okay, everybody tagged demo one. ‘

I want to search. Okay. Now, it will create a list —a list of people I will try to market to. So, this could be failed credits. How many people have you knocked on that have failed credit and maybe were fricking five points shy of the quote, qualifying for solar? But this was six months ago. Are you thinking of calling them right now? No, you forgot about them. They’re long gone, but I promise deals will be sold if you created a system to automate follow-up with these people. They probably have good credit now, but you don’t have a system to contact them. So, what I would do is I go here to custom messages, and what this is is there are templates that you’re going to create to automate the communication with AI technology to respond for you, making this a one-click

Bonus Tip: Create tags based on specific actions, such as “interested but not closed” or “failed credit,” so you can easily follow up with the right messaging.

3. Text Campaign

Text campaign system. What do I mean by that? I go in here and create a template that says ‘yes’, ‘no’, or ‘maybe’, meaning let’s call this one a failed credit campaign. Okay. Or failed credit message. It says, Hey, Austin, it’s been a while. I wanted to retouch or reconnect to see if your credit may have reached the six-20 mark. Would you be available to discuss this next week? Right? Ask a yes or no question. Then, if he says, I’d love that. It’s great. Click the calendar link and schedule a time. And I would include the link. If he said anything in the maybe realm, he would say, Okay, let’s hop on a call, and I can tell you about some of the new stuff going on. You know, maybe it’s something that’s going to speak, pique their interest. And if they know, I’ll say, ‘ No big deal, let me know when you feel like your credit has improved, and we can take it from there. ‘ I’ll then hit save. Okay, I’ll hit save if I need to redo this.

Pro Tip: Automate follow-ups for each response (e.g., “Yes” gets a calendar link, “Maybe” gets more information about new offerings).

4. Different templates

I’ve created a template called the Fail Credit Template. Okay. So, if I, let’s say, sell somebody right now, they will fail credit. I can go here to send the template. I can pick where I want it to come from my Vegas phone number so I can customize the localized phone number.

I’m going to say, I’m going to send it to this guy. We’ll call it Leroy. And I’m going to pick fail credit, then. But I don’t want to send that right now cause I, you, failed credit. If I sent you that right now, that would make sense. So, I can schedule the text message to go out maybe six months from now, in September, and at this time. And I didn’t even think about it cause in September, I wouldn’t be thinking about Leroy. He would be long lost, and I’d be onto the next one. So, right there, I’m teeing myself up for the future. But what about the past? Let’s dive into this. So, I visit all my customers and create a template that says, ‘Hey, would you be open to revisiting?’

So, this would be a rehash template. So, I’d say, Hey Austin, would you be open to revisiting?

Solar? Yes, no. And if he says I’d love that or yes or any variation of that, I would say, Fantastic, what time can I come by, blah, blah, blah. And I’d finish this template, then save it, and then I can send it to 2,000 people just like that. Send 2000 people, and it says, Hey Austin, Hey Tommy, Hey Julie, Hey Susie, Hey Johnny. And it sends and guesses what happens of those 2000 people, we’ve seen a 10 to 15% response rate, and about 8% of those are, are probably going to say, yeah, let’s do this within a database of my 2000 leads that have already spent time, money and energy going after.

Here’s the kicker, folks: to make the most of this treasure trove, you don’t need a whole army behind you. There is no inside sales team and no fleet of admins. Just you, your savvy, and an intelligent way to stir up those conversations directly from your dashboard. Picture it: firing off texts, engaging clients old and new, all with the casual flick of your fingers. That’s where the magic happens, and suddenly, you’re unlocking doors to opportunities you didn’t even know existed.

And guess what? This doesn’t cost you an extra dime. We’re talking about leveraging what you’ve already got. Sure, you could go hunting for more lists and take advantage of cross-selling opportunities, and yeah, those are solid moves. But why not start with the gold already in your vault? You’ve poured time, energy, and cold hard cash into gathering this data for your solar business. Now’s the moment to turn that investment into returns.

So here’s my challenge: Take a hard look at the data you’ve overlooked. It’s time to get smart, get strategic, and start those conversations that lead to conversions. Because in this game, the real winners are the ones who make the most of every resource they’ve got.

Let’s do this. Let’s turn that data into dollars.

Note: Scheduling follow-ups for months in advance ensures you stay top-of-mind without needing manual effort.

Pro Tip: Create rehash templates to engage past leads and reignite interest in solar services after some time has passed.

How to Find Commercial Solar Leads for Free

Commercial solar leads are businesses or organizations interested in installing solar systems on their buildings or properties. They are typically motivated by reducing operating costs, enhancing their reputation, or meeting sustainability goals.

To find commercial solar leads, you can use the following methods:

1- Partner with local businesses with high energy demand

Local businesses with high energy demand are ideal candidates for solar installations, as they can benefit from lower electricity bills and tax credits. You can partner with these businesses and offer them a free solar assessment, proposal, or consultation. You can also offer them a referral fee or a discount if they refer you to other businesses in their network. Some examples of local businesses with high energy demand are restaurants, hotels, grocery stores, car dealerships, and warehouses.

Pro Tip: Target energy-intensive businesses such as restaurants, car dealerships, or warehouses for quicker wins.

2- Advertise on local media and online.

 Local media and online platforms effectively reach your target audience, generating awareness and interest in your solar services. You can advertise in local newspapers, magazines, radio, TV, or billboards. You can also advertise on online platforms like Google, Facebook, LinkedIn, or YouTube. Depending on your goals and budget, you can utilize various ad types, including display, video, or search ads. To optimize your ads, you must research your keywords, target your audience effectively, create compelling headlines and copy, and closely track your performance.

Note: Tailor your ads to emphasize cost savings and environmental benefits, which are key motivators for commercial clients.

3- Utilize search engine optimization (SEO) to enhance your ranking.

SEO improves your website’s visibility and ranking on search engines like Google or Bing. SEO can help you attract more organic traffic, leads, and customers to your website. To improve your SEO, you must optimize your website speed, design, and navigation, use relevant keywords and phrases, create valuable and engaging content, and build backlinks from other reputable websites.

• Create informative content on your website or blog that educates homeowners about the benefits of solar energy. This can include articles, infographics, and videos, helping to position your business as a valuable resource in the solar space. Optimize your website for search engines by incorporating relevant keywords, such as ‘free residential solar leads,’ into your content to enhance visibility in local search results.
• A strategic combination of online and offline commercial solar lead-generating methods tailored to the business sector is crucial to generating free commercial solar leads. Begin by developing informative content on your website or blog, focusing on the specific benefits of commercial solar installations. Case studies, whitepapers, and articles showcasing successful projects can establish your expertise and attract businesses seeking solar solutions.
• Host webinars or workshops tailored for businesses interested in adopting solar energy solutions. Provide valuable insights into cost savings, sustainability benefits, and the process of transitioning to solar power. Attend local business events, Chamber of Commerce meetings, or industry conferences to network with potential commercial clients and explore possible partnerships with other businesses.
• List your business on online directories catering to commercial services, ensuring your profile includes detailed information about your commercial solar offerings and contact details. Offer free energy audits to businesses to assess their current energy usage and propose customized solar solutions tailored to their needs. This initial assessment can be valuable for generating free commercial solar leads.
• Participate in community outreach programs focused on sustainability and renewable energy. Sponsorship or involvement in local events can enhance your brand visibility among businesses. Contact local media outlets to share success stories, press releases, or expert opinions on commercial solar trends, positioning your company as an industry authority.
• Collaborate with industry associations or organizations related to renewable energy to generate free commercial solar leads, providing opportunities to connect with businesses that have a vested interest in solar solutions. Offer educational seminars or workshops specifically designed for businesses, sharing insights on financial benefits, tax incentives, and long-term savings associated with commercial solar installations.

How a Small Solar Company Successfully Grew Its Customer Base Without Breaking the Bank

Imagine you’re a part of a small solar business, EcoSun Solar Solutions, just starting out in a competitive market. The company has a strong passion for renewable energy but a limited marketing budget. Tom, the owner, realizes that relying on expensive paid ads to get leads might not be sustainable in the long run. He decides to implement a few strategic, cost-free tactics to bring in new customers. Here’s how he does it:

1. Turning Existing Customers into Lead Generators

Tom knew that word-of-mouth was a powerful tool. Instead of only focusing on acquiring new customers, he taps into his existing customer base.

• Referral Program: He launches a referral program offering 10% off for every successful lead.
  
• Result: A customer, Sarah, refers her neighbor, Mark, who was also looking into solar for his home. Mark eventually signs up for a full installation, and Sarah enjoys a nice discount.
  

2. Getting Listed on Solar Directories

Tom spends an afternoon setting up profiles for EcoSun Solar Solutions on popular solar directories such as Energy Sage and Solar Reviews.

• Bonus Tip: He encourages past customers to leave reviews, increasing visibility.
  
• Result: Within a week, Tom receives an inquiry through Solar Reviews. The homeowner is looking to compare solar companies, and EcoSun stands out due to positive reviews.
  

3. Engaging in Local Communities and Social Media

Tom realizes that engaging with local online communities is a great way to build trust and credibility.

• Local Forums: Tom joins Nextdoor and Reddit’s Solar Community, answering questions and offering free advice.
  
• Pro Tip: He shares articles and tips on the benefits of solar and energy savings, which organically attracts interest.
  
• Result: A local business owner reaches out after seeing Tom’s post on Nextdoor, asking for a solar consultation for his commercial building.
  

4. Hosting Informative Webinars

Rather than just waiting for leads to come to him, Tom decides to create a free webinar on “How Solar Can Cut Your Energy Bills in 2025.”

• Promotion: Tom uses social media and local newsletters to promote the event.
  
• Bonus Tip: He includes a Q&A session at the end, addressing specific concerns about the installation process.
  
• Result: 40 local homeowners sign up, and three of them book consultations after the webinar, turning them into solid leads.
  

5. Building Partnerships with Local Businesses

Tom identifies a potential lead in a local cafe, Bean’s Brew, which has high energy usage from running multiple coffee machines.

• Free Energy Audit: Tom offers a free consultation to assess potential savings.
• Result: The owner agrees to install solar panels to reduce their energy costs. Additionally, the cafe owner refers EcoSun to a neighboring gym, generating another commercial lead.

Conclusion

In the fast-growing solar industry, generating quality leads doesn’t have to come with a hefty price tag. By leveraging existing data, utilizing free resources, and incorporating smart systems like CRM integration and SMS marketing, you can generate both residential and commercial solar leads without spending extra money. Whether through online directories, community engagement, referral programs, or strategic partnerships with local businesses, there are countless opportunities to tap into qualified leads with minimal investment.

The key is to be resourceful, proactive, and consistent in your efforts. Focus on building trust, offering value, and automating follow-ups to maintain long-term relationships with potential customers. With the right approach and tools, you can significantly boost your sales pipeline and drive growth for your solar business. So, start today by optimizing what you already have—your time, your energy, and your existing customer database—and watch your lead generation soar.

Need help implementing these strategies or looking for expert advice? Contact us at The D2D Experts. Call us today at +1(385) 469-2651 or email us at info@thed2dexperts.com. Let’s power up your solar business together!

FAQs:

1. How can I generate solar leads without spending extra money?
You can generate solar leads for free by leveraging your existing customer database, using automated tools like SMS marketing, getting listed on solar company directories, engaging in online homeowner communities, and implementing referral programs. Additionally, hosting webinars and participating in local events can also help attract leads.

2. What are solar company directories, and how can they help me get leads?
Solar company directories are online platforms like Solar Reviews, Energy Sage, and Clean Energy Experts where homeowners search for solar installers in their area. Getting listed on these directories helps increase your visibility and attract more residential leads without additional costs.

3. Can I use SMS marketing to generate solar leads?
Yes! SMS marketing has a high open and response rate. Tools like Vanilla Message allow you to send personalized messages to your existing contacts, automate follow-ups, and re-engage old leads without additional expenses, helping to generate solar leads effectively.

4. How do I start a referral program for my solar business?
To create a referral program, offer incentives such as discounts or rewards for existing customers who refer friends or family to your business. Word-of-mouth marketing can be a powerful and cost-effective way to generate leads, especially when customers feel incentivized to share your services.

5. What are some effective ways to generate commercial solar leads for free?
You can generate commercial solar leads by partnering with local businesses that have high energy demands, offering free consultations or energy audits. Participating in local business events, advertising in local media, and using SEO strategies on your website can also help attract commercial leads.

6. How can I use social media to generate solar leads?
Engage with your target audience on social media by sharing relevant content, joining solar-related groups, and fostering a community around solar energy. Encourage satisfied customers to share positive reviews and testimonials, which can help build credibility and attract new leads.

7. What is the best way to follow up with leads who have failed credit or didn’t close the deal?
Use an automated system to follow up with these leads after a set period. Create targeted templates for failed credit or lost opportunities and send personalized SMS messages asking for updates or offering new incentives. This approach ensures you don’t miss any potential opportunities as your leads’ situations may have changed.