How to Create Client-Focused Solar Proposals

How to close a deal in PV industry: 1. Understand the Client's Needs Assess Energy Needs: Determine the client's current energy usage and future needs. Identify Pain Points: Understand the challenges they face with their current energy solutions. Set Clear Objectives: Define what the client wants to achieve with a PV system (e.g., cost savings, energy independence, sustainability). 2. Educate the Client Explain the Benefits: Highlight the advantages of PV systems, such as cost savings, environmental impact, and energy security. Discuss Technology: Provide information on the types of PV technologies available and their respective advantages. 3. Provide a Detailed Proposal Customized Solutions: Offer tailored solutions based on the client's needs and site conditions. Financial Analysis: Present a clear ROI analysis, including cost breakdown, payback period, and potential savings. Incentives and Rebates: Inform about available government incentives, rebates, and tax credits. 4. Address Concerns and Objections Technical Queries: Be prepared to answer technical questions about system performance, maintenance, and warranties. Financial Concerns: Offer financing options and explain the long-term financial benefits. Regulatory and Permitting Issues: Provide assurance on handling local regulations and permitting processes. 5. Offer Financing Options Leasing vs. Buying: Explain the pros and cons of leasing versus purchasing a PV system. Loan Programs: Introduce loan programs that can help the client finance the installation. 6. Conduct a Site Assessment Evaluate Feasibility: Perform a thorough site assessment to evaluate the feasibility of installing a PV system. Design Optimization: Propose a design that maximizes energy production and fits the site’s constraints. 7. Build Trust and Credibility Showcase Experience: Highlight previous successful installations and customer testimonials. Certifications and Credentials: Present relevant certifications and industry affiliations. 8. Close the Deal Review the Proposal: Go through the proposal in detail with the client, ensuring all questions are answered. Sign the Contract: Prepare a clear and concise contract, outlining all terms and conditions. Follow-Up: Schedule follow-up meetings to address any final concerns and confirm installation timelines. 9. Post-Installation Support Monitoring and Maintenance: Offer ongoing monitoring and maintenance services. Customer Service: Ensure that the client has access to customer service for any post-installation issues.

In my 11+ years at Qwilr, I’ve seen THOUSANDS of proposals — and two mistakes show up more than any others… Focusing on yourself, not your client. It can be tempting to kick off your proposal with your company history, a full list of awards you’ve received, and every product feature you’ve ever built. The problem? Your prospect doesn’t care about you. They care about THEIR challenges and goals. If your proposal starts with “we,” you’re already losing their attention. The solution? Flip the script. Lead with their pain points and desired outcomes. Show them you understand their world better than anyone else Position your solution in the context of their win, not your product’s specs (e.g. showing logos and including is fine, and can be really helpful, as long as they’re relevant to your prospect) Sending and forgetting You can’t just send a proposal, and then sit and wait for something good to happen. And following up with a generic “just checking in” email isn’t much better. These days, you need to send relevant, thoughtful messages that help move the conversation forward. Which is where proposal analytics come into play. You can see exactly when your prospect opens your proposal, who from their team is taking a look, how long they spend on each section, and what each individual clicked on. That insight lets you tailor your follow-up to THEIR interests. For example, if they linger on pricing, you can address value and ROI. Or if they skim the intro but deep-dive into a case study, you can share more success stories. No more guessing. No more “just following up.” With the right analytics, every follow-up can move you one step closer to a “yes.”

𝗧𝗵𝗲 𝗿𝗲𝗮𝘀𝗼𝗻 𝘆𝗼𝘂'𝗿𝗲 𝗻𝗼𝘁 𝗰𝗹𝗼𝘀𝗶𝗻𝗴 𝗺𝗼𝗿𝗲 𝗿𝗼𝗼𝗳𝘁𝗼𝗽 𝗱𝗲𝗮𝗹𝘀? It’s not the product. It’s not the pricing. It’s the approach. Too many of us are starting with what. What system. What panel. What ROI. Endless What's. But here's the hard truth— Your client isn’t dreaming about modules and mounting structures. They’re dreaming of: 👨👩👧 More weekends with family 🏠 A better home 📚 A secure future for their kids 💰 Freedom from financial stress 𝗔𝗻𝗱 𝘀𝗼𝗹𝗮𝗿? It’s not the dream. It’s the enabler. Not paying a monthly electricity bill isn’t just savings—it’s fuel for their future. It could be a SIP, EMI or even down payment for a new car, a tuition payment, or a Diwali trip that finally happens. So next time you meet a prospect, don’t ask: “What system do you need?” Instead, ask: “Why do you want to go solar?” Not the surface-level “to cut costs or save on electricity bill.” Dig deeper. Understand what those savings unlock. That’s your real pitch. Not kilowatts. Not subsidies. But 𝗽𝗼𝘀𝘀𝗶𝗯𝗶𝗹𝗶𝘁𝘆. 🤝 𝗪𝗮𝗻𝘁 𝘁𝗼 𝘀𝗲𝗹𝗹 𝗺𝗼𝗿𝗲 𝗦𝗢𝗟𝗔𝗥? Rooftop solar sales professionals don’t pitch products anymore. They pitch identity. Alignment. Story. ➡️ 𝗔𝗰𝘁𝗶𝗼𝗻: Shift from conversion to resonance. Replace jargon with narrative. Start every conversation with the WHY. Then show how solar makes that WHY possible. 👇 What’s that one belief you need to show more to your solar clients? --- ♻️ Share this to help other soalr sales professionals get future-ready. #solar #rooftopsolar #solarsales #closemoredeals

Don't ask your customers what solutions they want. You might be missing the bigger picture! Here's why and how to do better. Innovation fails when we hand it over to end users. => Small tweaks replace breakthrough ideas (“make this button bigger” instead re-imagining the entire process). => Competitors shape customer imagination (customer will list what they have seen elsewhere instead talking about their unique problems). => People will keep requesting new features (hard truth – humans only touch 10% of any software features). If you ask "Would you like a smart meter with real-time dashboard features?", you will likely get lukewarm responses. Wrong question! Instead, ask "What challenges do you face in monitoring your energy consumption?" A client says "We want solar panels on all our facilities." Dig deeper! Ask "What business outcomes are you trying to achieve?" It could be about reducing operational costs, meeting sustainability targets, or ensuring energy security. Customer: "We need battery storage systems" Company: "What would that help you accomplish?" Customer: "We're losing millions during power outages" Actual need: operational continuity, not just batteries! Focus on outcomes, not features. Let your engineers innovate based on real business needs. Your customers know their problems better than solutions - that's where your expertise comes in! Don't ask people to design the bridge. Ask them what's stopping them from getting to the other side.