CASE STUDY · COMMERCIAL SOLAR INSTALLER · 4 MIN READ

Green Home People: Why a 30 to 35kW Commercial Job Was Confirmed Within 48 Hours

the system

30 to 35kW

the system

to the go-ahead

~48 hours

to the go-ahead

his rough guide

~£1,000/kW

his rough guide

3:09

Solar PV and battery storage, and why not small wind

"I'm a director at Green Home People. We're a renewable energy specialist. essentially focusing on solar PV and battery storage solutions," Elliot said.

The business has looked at wind and pulled back: on the one or two jobs where it was specified, "there's just too much maintenance involved", and with smaller turbines "there's too much risk essentially." As he put it, "there's too many moving parts."

The meeting: a customer who was expecting them

"It was quite a quick turnaround," Elliot said. "I think we got the lead through. Went and sat the appointment." What made the visit easy was the customer's state of mind:

“He was very happy to talk. He was very open and candid about what he wanted. He had been briefed very well on why we were there and what we were going to offer and suggest to them.”

Green Home People did not turn up empty-handed: "We went with a an outline proposal and a and an initial design." Preparing a first design before the visit, from the details on the lead, is easier with the right software; our solar design software guide compares the options.

From revisions to the go-ahead in about 48 hours

1. 1

   Sit the appointment with a first design

   An outline proposal and an initial design gave the customer something concrete to react to on the day.

2. 2

   Revise quickly

   "within I suppose 48 hours probably of having a bit of twoing and throwing and revisions to the the design and the proposal"

   The back and forth on the design and the proposal happened within about two days.

3. 3

   Get the decision

   "we got the confirmation that they wanted to go ahead with us."

   And once a business decides, Elliot says, it wants to move "as fast and as quickly as possible", so be ready with the next steps. Our guide on how to sell commercial solar covers what follows the yes.

Why small commercial systems move faster

In the interview the point was made that larger systems of 200kW, 300kW or 400kW are often the ones "with the really long sales cycle and, you know, the really long DNO applications", while smaller installs "you can turn around really quickly". Elliot agreed: "this I mean it's a perfect case and point for that."

The connection is one reason. Our guides to the DNO application for solar and the G99 application explain the steps and timescales, which grow with the size of the system.

On value, Elliot said: "we work at around about 1,000ish pounds per kilowatt as a very rough guideline. So there thereabouts. So, it's it's a good profitable project for us." You only pay for appointments that are actually attended, and any that aren't viable we replace.

Q: And what what was the sort of size size of the install and the the value to you guys?

Elliot: The size of the install was around I think about 30 to 35 kilowatts and the the value to us was sort of similarly we work at around about 1,000ish pounds per kilowatt as a very rough guideline. So there thereabouts. So, it's it's a good profitable project for us.

The full interview is in the video above. TNW Marketing's own write-up of Elliot Jones's interview is on tnwmarketing.com. More installers talk about their leads in our case studies and on the reviews page.

Green Home People case study: FAQ