Over the years, EnergySage has helped countless solar installers increase revenue and decrease customer acquisition costs by selling solar online. However, not all companies that join our Solar Marketplace find the success they’re looking for as quickly as they’d like.
To help installers that are new to our platform succeed, as well as those who may be struggling to find their footing, we spoke with two companies about their first few months on EnergySage. In this latest case study you’ll hear what these installers have learned, what surprised them, and what they recommend to hit the ground running.
Below are a few highlights from our conversations with PosiGen and Public Service Solar. Download the case study for the full exchange.
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Who we spoke to:
What lessons did you learn early on after joining EnergySage? What surprised you?
Chris, PosiGen: I learned that the customers you speak with on EnergySage are a bit more knowledgeable about the details involved then I would have expected. Also, it can take some time as a new company starting on EnergySage to get up and running. You need to set up your profile, get reviews. It wasn’t difficult, but it’s important for long term success on the platform. You get what you put into it.
Tony, Public Service Solar: Early on, we were patient, we learned what equipment EnergySage rates as Good, Very Good, or Excellent, and we started building our reputation on the platform. After about two months, we sold a ton of deals. I was also surprised by the amount of data available to me through EnergySage. When we first joined we focused on the quotes, but there’s so much more to the site.
Did you need to adjust your typical sales process to find success on EnergySage?
Chris, PosiGen: EnergySage allowed me to move away from in-person sales, which gave me more flexibility and a better work-life balance. I really can sell anywhere using EnergySage, and I have. I’ve made a sale from my pool, and even made a sale while in the back of an ambulance – true story. All of this helped reinvigorate my passion for my job and for solar after growing bored of being on the road.
Tony, Public Service Solar: EnergySage is an entirely different monster than any other lead source. Off EnergySage, a salesperson knows that they can sell the customer on other things other than solar, such as likeability. There’s no likeability on EnergySage. The intangibles are on paper in front of you with the reviews, how your installs look, what your process is, etc. – it’s not so much about liking the guy who sold it to you.
What would you recommend to installers joining EnergySage?
Chris, PosiGen: At the end of the day, if you’re not getting any traction on EnergySage, it’s not EnergySage, it’s probably you and you’ve got to do something different. Start by listening to the customer. Just by being EnergySage customers they’ve already told you how they want to shop.
Tony, Public Service Solar: Be patient and spend time building up your company’s reputation on the platform. Stick to your principles, but learn and adapt with help from the data and analytics provided to you, and by listening to the customer.
Let us know how we can help!
If your solar company wants to learn more about anything mentioned in this case study or about EnergySage in general, please get in touch. Our team can be reached at installersuccess@energysage.com.
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