Last Updated: April 1st, 2022
The level of competition in the solar field has increased in recent years. It is no surprise to see many companies springing up in the industry. While this is great, it makes the market competitive and over-saturated. It also becomes a challenge to find customers and close sales.
It is not surprising to find many objections when trying to convince a prospect about the importance of solar energy. Although there are many solar companies, prospective customers are still skeptical about the importance of this renewable energy. So your firm would need to put in more effort in handling objections and getting sales.
The best way to handle objections is to create a perfect sales pitch that answers your prospects’ questions; anticipate the questions they might raise and find suitable answers that are satisfactory and informative. If you would like to know what a sales pitch is, you can check here: https://www.solargraf.com/winning-solar-sales-pitch/ for help.
To further prepare you for overcoming objections, we will now discuss three main objections prospects pose and some other objections they might have, and their solutions.
Three Main Objections When Selling Solar and How to Handle Them
Here are the main objections you may face:
Solar is Very Costly
It is not uncommon to hear people complain about the price of this renewable energy source. The truth is that solar is an investment and is very cost-effective. Although the installation costs a lot of money, in the long run, any home or business will benefit greatly.
Explain to the prospective client of the increasing demand for the power source and how it positively impacts the environment. Also, having a solar panel installed will decrease electrical bills. The longer the homeowner or business waits for the price of installation to reduce, the longer they put off the benefits of having this renewable energy.
Solar Equipment is Expensive to Repair or Maintain
Although the panels are high-tech, they are not fragile or easy to break. It would take years before anyone would have to repair or change the panels. They also do not have to be maintained because they are immovable and of high quality.
The materials are so reliable and efficient; they could last for more than 30 years. This does not mean that the panels will stop producing power after 30 years. Rather, they could slow down in their efficiency. Let your prospects know how efficient the pieces of equipment are and how long they last.
My Location’s Weather Condition is Severe
Prospective clients may be worried about the weather conditions of their location. This is a normal concern. You cannot lie that solar panels are indestructible against very harsh weather. But it can withstand such conditions. This depends on the equipment manufacturers. If it is made of very hardened materials, it would take time before severe conditions destroy it. Ensure that your panels’ manufacturer is reputable and known for quality services. For some types of panels to go for, read this article.
Other Objections You Might Encounter and How to Handle Them
Aside from the main objections you may face, there are other concerns your prospective customers might share. Here are some of them and how to handle them:
I Don’t Think I Can be Interested
Many fear that solar is as expensive as their electrical bills. Apart from installation, homeowners and companies will not need to pay any amount to maintain their solar energy. So you can convince them of the benefits of this renewable power source. This might pique their interest.
I Will be Moving Soon
It is not surprising to hear this objection. You can sell solar anywhere and the panels can be installed and even re-installed anywhere. Regardless of where the prospects move to, they can get an installation service.
I Don’t Want to Pay Another Power Bill
Homeowners or companies wouldn’t pay for the energy generated by the solar panels. But they would pay for installation and any other added service they require. Help them realize that, unlike an electrical tariff, there is nothing like a power bill when it comes to this renewable energy.
I Thought it Should be Free
One of the reasons why you might receive this objection is because some people feel that sunlight is free. Since the sun is free, why wouldn’t energy generated be free too? They may argue. To generate power from the sunlight, there are pieces of equipment that make that possible. These cost money to produce. Also, installing them on the roof of a building is a high-risk job. So it is not free at all.
Conclusion
With time, you will successfully handle objections in your market sales. Make sure that you focus on the importance of this energy source and explain how it will benefit your prospects. People tend to see the value of things when they are given tangible reasons why it is important. So take your time and keep the response to each objection in this article in mind as you talk to your intending customers.