CASE STUDY · COMMERCIAL SOLAR INSTALLER · 5 MIN READ

TJS Solar: A New Website First, Then an NHS Meeting in the First Week of the Campaign

appointments sat in week one

3 of 3

appointments sat in week one

one of the first meetings

NHS

one of the first meetings

his average for the early leads

~£600k

his average for the early leads

when the campaign started

August

when the campaign started

5:02

TJS Solar, and how Tony found us

"I'm Tony Sinclair, managing director of TJS Solar. We operate in the residential and commercial sectors." He came across Roman on LinkedIn, saw the client testimonials, "and then I think I, I just messaged you straight from there".

At the time of the interview it had been about a month, and in that time, as Tony put it, the team had "done as a website and smashed out some, some good, solid leads."

Why the website came before the leads

The order mattered. In the interview the point was made that TJS would not have been able to attract a name as big as the NHS without the website and the rest done beforehand: a large organisation's main question is risk, and it wants to see a supplier that does what it says it can do. Page loading speed came up too, because "attention spans are lower than a goldfish nowadays."

Tony agreed: "The website's looking great, isn't it?" and "the first thing they look at a prospect looks like is your website. So it's gotta be, it's gotta be on point".

If you are about to meet bigger commercial buyers, check what they will find when they look you up. Our solar SEO guide covers the site itself, and MCS certification and PAS 2030, TrustMark and RECC cover the credentials a buyer is likely to check.

The first week: every appointment sat

The campaign started in August, a month many installers find quiet, and the first week went like this:

“Obviously we've wanted to started the campaign this week and sat meetings with NHS, which is massive and some upper couple of companies. I think three appointments this week in, in the first week of the campaign every appointment sat.”

Two more were already booked for the following week. One hospital was booked in first, and the hope in the interview was that "those other four hospitals will be a nice, nice addition to the initial one". With a large organisation, one good relationship can lead to more sites: as was said in the interview, "you get one sustainability manager at a large company like that, and it, and it can take you, you know, to multiple locations."

Asked for the average value of the leads so far, Tony said: "I'd say around averaging the three leads out, I'd say around 600 K." From here it is the sales process; our guide on how to sell commercial solar covers the path from survey to contract.

The direct line: a shared WhatsApp group

What Tony liked best was "the direct communication line between us, the WhatsApp group. Obviously very responsive. As soon as we put a message in there, you straight on it. Any issues straight on it."

“It's like, it's like partnering with two of my mates and just sending a WhatsApp.”

You only pay for appointments that are actually attended, and any that aren't viable we replace.

Q: Would you recommend us to other sort of installers or, you know, manufacturers that are looking to take on this sort of service?

Tony: Yeah, absolutely. A hundred percent. Yeah. If anyone's thinking about it, just, just go for it, you know? Our results have been evident in the first, first week of the campaign, so, yeah, I, I implore anyone to give it a go.

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

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