Despite having a higher ticket, this type of prospecting is more complex, involves more objections and your ideal customer may be on different channels than the residential audience.
To help, we've put together this article to guide you on the right path and teach you how to generate leads and make B2B solar system sales .
Keep reading!
Deliver valuable content
In the case of the solar market, it is much easier to attract people who are already interested in your service and follow them through a flow than to hand out flyers and hope that someone wants to save money.
One of the best ways to do this is by delivering valuable content .
For example, start producing articles for your company's blog that answer questions related to corporate solar energy, such as: Solar energy for companies, is it worth it?
Or you can niche down even further with themes like: Solar energy in condominiums: is it really worth investing?
Producing content is much cheaper than other marketing strategies, you generate traffic to your website, increase conversion rates and even .
Present data
More important than values, data that proves the effectiveness of a solar system and presents the philippine cellphone number real benefits of the investment are the points of greatest interest in this type of sale.
One tip is to work with spin selling , a sales strategy that is based on four types of questions that will “navigate” your potential customer and bring them closer to the sale.
And that's the trick.
Instead of the salesperson immediately delivering an offer, they will design a scenario that takes into account the customer's pain points and then come up with a solution that makes sense through data.
Show success stories
As a way to complement the tip above, the strategy is to put together a portfolio of your company with projects that are already working and generating savings.
This is a way to show your potential client that your company delivers quality business projects and, consequently, convert your lead through social proof .
The portfolio can be made available on the website, in the commercial proposal or sent to the client if they request more information about it.
Active prospecting in decision-making channels
Social networks are a golden opportunity when it comes to being visible, communicating and prospecting potential contacts.