Lead Vendors are not going to grow your Solar business in 2020. Here’s Why.
Most Solar companies rely on lead vendors in some form to grow their business.
Let me run you though a common situation.
You create an account with Solar Reviews, Home Adviser, Angie’s List, Wave Solar, etc. You then buy a bunch of leads. Finally, your reps call these leads and hope for the best.
Have you ever had success with Lead Vendors? Sure. Sometimes you get lucky and you’re one of the first people to call this homeowner. You then go close the deal and you’re happy.
But what about the leads who have been called by 11 other Solar companies in your area?
These leads are pissed.
They don’t know who you are.
They’ve already made a decision with another company.
The reality is, lead vendors do not allow you to predict future revenue, therefore, you can’t scale with them.
What about buying exclusive leads?
- They’re expensive.
- You don’t know for sure that they’re exclusive to you.
- You don’t know if the lead has been qualified.
Exclusive leads can be over $100 at times. For a lot of these lead vendors, if they sell this “exclusive lead” to a few solar companies, they make A LOT of money.
How are these lead vendors acquiring the leads? Are they generating them via their own Facebook, Google, or cold call marketing? Are they buying them from somebody else then “exclusively” selling them to you? These are questions you need to ask.
What if you connect with this exclusive lead, and they have bad credit, they’re not a home owner, they’re 100 miles away from you?
If lead vendors won’t grow your business, then what will?
You need to adopt a winning digital marketing strategy.
This can be done in 2 main ways.
1. Paid Advertisement Campaigns
Running Ads on Facebook and/or Google, generating leads EXCLUSIVELY to you via your branding, then qualifying the lead, nurturing the lead until they result in a sit down appointment for your reps to close.
2. Search Engine Optimization
Adopting a winning SEO strategy that will result in ample organic inbound inquiries over time.
Somebody searches “best solar company in <your> area” and you are the first company to pop up.
Homeowners don’t trust cold calls.
Homeowners don’t trust door knockers.
In 2020, homeowners are online. They are on Facebook, Instagram, and Google. These are the mediums they trust.