This is the eleventh article in our Commercial Solar Success series.

Solar businesses (like any business) rely on profits to sustain them. So it goes without mention really that lower profits can destroy businesses. If you’re competing with other businesses on price then you are on the wrong track! Customers will naturally think that price is a big thing while making their decision, but if you can effectively communicate the value you are offering – by not selling systems dirt-cheap, then you have a very good chance of selling and making a good profit.

| Category: News |

Read more: How competing your way to the bottom ruins solar businesses

This is the twelfth article in our Commercial Solar Success series.

It’s tough in the commercial market. Businesses can take their time in making decisions and what’s worse is they can have multiple decision makers – some of whom are not always able to be contacted directly. Business decisions are often made at board meetings so it’s absolutely imperative that your proposal speaks loud and clear.

| Category: News |

Read more: Convincing commercial businesses to buy

This is the tenth article in our Commercial Solar Success series.

If a prospect knows all the benefits of going with your business, they’ll choose you no matter what. If they truly understand the value that you deliver over your competitors then they will undoubtedly be happy to pay more to you – and every extra dollar they pay is an extra dollar in profit! So why not have your prospects automatically educated about solar, so that you don’t have to do all the hard yards? Get them to intimately understand what makes your business stand out so that you have an easy sale on your hands.

| Category: News |

Read more: Teaching your prospects to love your business

I've written before about the difficulties facing the Australian solar industry in 2015. Volumes in June 2015 were 20% below volumes at the same time last year. But amidst the vast ocean of pain, there are sunny islands of joy. To provide an easily comprehensible example, this chart (an analysis of Clean Energy Regulator data) plots how each postcode fared in 2014 compared to its 2013 volumes. The colour shows the amount of growth or contraction that occurred in 2014 compared to 2013 volumes, and the size of the dot indicates the volume installed in 2014.

| Category: Newsletter |

Read more: Islands of solar joy amidst the pain

This is the ninth article in our Commercial Solar Success series.

How often do your sales team report lost sales because people want to “think about” the idea or they just want to learn about solar and what it could save them? Imagine if every prospect your team tried to convert were already educated about solar, what it’s worth to them and what they need to look for in a solar company.

| Category: News |

Read more: How much do tyre-kickers cost your business?

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