CASE STUDY · COMMERCIAL SOLAR INSTALLER · 4 MIN READ
EcoTech Contracts: Four Meetings to a Signed Solar Contract of About £100,000
- the signed contract
- About £100,000
- the signed contract
- from first call to signature
- 4 meetings
- from first call to signature
- working with our team at interview
- About 6 weeks
- working with our team at interview
- EcoTech has been trading
- 8 years
- EcoTech has been trading
In short
EcoTech Contracts had been trading for about eight years, doing large commercial solar and ECO projects. About six weeks into working with our team, it signed a contract of about £100,000 with a large transport company in Glasgow, at the fourth meeting. Here is how those four meetings went, the two reasons the business gave for going ahead, and why EcoTech sees the job as a route to more work.
Who EcoTech Contracts are
EcoTech has been going for about eight years. In its own words, "we tend to do a lot of large commercial solar and Eco projects", and lately it has been trying to "bridge the gap between the two".
It found our team through Roman's LinkedIn, at a time when phoning companies cold was getting harder: getting past gatekeepers, reaching decision makers, and the meetings themselves were "hard to set up". EcoTech also says it is not easily won over: "I'm quite difficult to impress in terms of when we're using leads that are coming from an alternative Source".
The four meetings that led to a signature
The business was "a big Transport company in Glasgow". The route to a signed contract took four meetings:
- 1
An online meeting
Our team set up the first meeting, online, where EcoTech gave its presentation.
- 2
A face-to-face introduction
A second meeting to introduce EcoTech in person.
- 3
A roof visit with a contractor
A third meeting to bring in one of EcoTech's contractors to look at the roof.
- 4
The signature
"the fourth meeting we went and sign the contract"
The deal is about £100,000.
Before that roof visit, our commercial solar survey checklist lists what to confirm on site, and how to sell commercial solar covers the stages from presentation to contract.
Why the business went ahead
EcoTech gave two reasons. The first was money in the bank: "they're a cash rich company so the the deal is about £100,000", and EcoTech's case was that the money would do more for them over ten years in solar than left sitting in an account. For a business paying from its own cash, the tax side matters too; our guide to capital allowances on solar panels covers it, and the commercial solar payback calculator helps you show the numbers.
The second was its customers. The company holds public-sector contracts with councils, hospitals and the police, where sustainability counts when tenders are judged. Being able to say it generates most of its own electricity gives it confidence of winning more of them.
Decision makers in every meeting
What EcoTech noticed across its meetings was who was in the room: "we're getting the decision maker in the meeting". Not every business has the money ready. Its view is that the meetings are serious, and the rest is the installer's job: "that's up to us persuade them and introduce options and how to pay for it". You only pay for appointments that are actually attended, and any that aren't viable we replace.
A route to more work
One installation can lead to others. The transport company has, in EcoTech's words, "600 drivers all making good money", and when they see the solar on the roof EcoTech expects a chance at domestic jobs. Our guide to solar partnerships and referrals covers turning one customer into more.
I would 100% recommend you guys because you are operating on a much higher level
The full interview is in the video above. TNW Marketing's own write-up of EcoTech Contracts's interview is on tnwmarketing.com. More installers talk about their leads in our case studies and on the reviews page.
EcoTech Contracts case study: FAQ
What did EcoTech Contracts sign?
A commercial solar contract of about £100,000 with a large transport company in Glasgow, signed at the fourth meeting, about six weeks after EcoTech started working with our team.
Why did the Glasgow transport company buy solar?
EcoTech gave two reasons: the company was cash rich, and solar was a better use of that money over ten years than leaving it in the bank; and it holds public-sector contracts where sustainability counts in tenders.
How many meetings did it take?
Four: an online meeting and presentation, a face-to-face introduction, a visit with a contractor to look at the roof, and the meeting where the contract was signed.
Would EcoTech Contracts recommend the team behind Solar Surveys UK?
Yes: "I would 100% recommend you guys because you are operating on a much higher level".
Related guides
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From booked survey to signed contract.
- Commercial solar survey checklist
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- Capital allowances on solar panels
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- Commercial solar payback calculator
Work out how long a system takes to pay for itself.
- Solar partnerships and referrals
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- All case studies
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