Generating leads for a solar business depends on everything from the season to the clientele you’re
targeting. If you’re trying to find the best marketing practices for your company, it all comes down to
knowing what’s available and how it works in practice. And because you’re probably interested in
conserving your budget, we’ll start with the least expensive and work our way up.
Aged Solar Leads
Aged solar leads are both affordable and readily available. As they suggest though, they refer to
potential customers who expressed interest in solar products a while ago. There is no exact moment
when a real-time lead switches to aged, but the standard is around 48 hours.
● The good: Aged leads are plentiful and relatively inexpensive, allowing solar businesses to build
a strong database of prospects. This is a long-game strategy, one that can cement your business’
name and reputation for many years to come.
● The bad: The information from aged leads might be outdated. From the addresses to the needs
of the individual, it can be difficult to connect with a customer when you don’t have the right
information at your fingertips.
Real-time leads refer to people who have recently expressed interest in solar products. You’ll see this
typically with Google ads or other pay-per-click ads, tactics where you only pay if you get someone to
click on your website or fill out a form. For a solar company, one that’s affected by the whims of the
weather and economy alike, timing is critical when you’re in the mood to make quick sales.
● The good: You get to pounce on someone’s needs immediately. Rather than pushing a package
down their throats though, you have an opportunity to cultivate a relationship at the precise
moment someone’s looking for it.
● The bad: Real-time leads are more expensive, and they need to be cultivated correctly to be
effective. Some people may inadvertently click a box or opt-in to information without realizing it,
which can get the conversation off on the wrong foot.
A solar live transfer is a specific service offered by an outside call center. It can be used to accept
inbound calls from people who are ready to buy solar. Typically, the agent will verify personal
information and confirm that the caller is still interested in solar. Only then will they transfer the
prospective customer to a solar business.
● The good: Live transfers cut down on all the superfluous conversations, freeing a business up to
concentrate on doing what it does best.
● The bad: Live transfers are a significant investment for any company. They can also interfere
with your relationships. Talking to someone who never makes a purchase might be frustrating in
the short-term, but it can spark goodwill and referral business in the long-term.
What’s Right for Your Solar Business?
There are pros and cons to every form of marketing, but it all comes down to how you want to connect
with your customers.
The most important information to get across to them is that you’re reliable, professional, and
knowledgeable about your industry. You can do this with aged leads — even if they don’t end up buying
that day. Or if you don’t have much time to waste, you might want to opt into real-time or transfer
Conversion Marketing specializes in helping companies figure out the best practices based on their
needs. Contact us today to learn how we can help you adapt solar lead generation marketing strategies
so they work best for you.