June 20, 2014 | By RGR Marketing Blog

A Solar Leads Checklist: How to Assess Quality

As a solar installer, you’ve probably heard that purchasing leads can really help your business heat up. On the other hand, you may have heard horror stories from others in the solar industry that have purchased leads from some of our competitors, only to find that what they thought was a sound marketing investment ended up being a regrettable sunk cost.

If you’re reading this article, then you’re probably interested in getting the answer to one simple question: Is purchasing solar leads a wise use of your marketing dollars, or are you better off passing? Well, that depends on which leads you’re considering buying.

The truth is, not all solar leads are created equal, and you’re about to find out why. 

The Quality of Purchased Leads

If you’ve ever purchased leads, then you know that some prospects are closer to pulling the trigger than others. That’s just part of the nature of the game. Not all of your leads can be closed. That said, because of differences in how the leads are gathered, qualified, and processed, some solar lead generation companies are able to provide better leads than others.

How do you gauge the quality of your solar leads? All else being equal, the conversion rates are a good indication. If the same sales team is able to close an average of 2% of leads from Provider A, and 7% of the leads from Provider B, that’s a pretty good barometer of the lead quality that each company is offering.

Shared Solar Leads vs. Exclusive Solar Leads

Shared leads are less expensive than exclusive ones, which makes them more attractive to solar installers who are interested in expanding their market share in a budget-friendly way. Because you share the cost of these leads with your competitors, you’ll get more leads for your money. But, if you want to make the most of shared leads, you’ll want to start trying to convert them as soon as they arrive in your inbox, or your competitors may get to them first.

Exclusive solar leads are those that are reserved for your business alone, once you’ve made the purchase. They tend to be more expensive, but some solar installers find that they offer a higher ROI and improved conversion rates, because the element of competition is lessened.

Either way you choose to go – shared or exclusive solar leads – your business stands to generate the greatest ROI based on the efforts and tenacity of your sales team.

Choose a Reputable Lead Provider You Can Count On

When it comes to purchasing solar leads, you have to choose your partner carefully. We strive to provide our clients with the very best solar leads in the industry. Our prospects are typically qualified, scrubbed, and are often ready to buy before we ever send them to you. While buying exclusive leads means that you’ll be the first and only solar installer to gain for your potential clients’ attention, buying high quality shared leads may represent a more attractive option, given the size of your budget.

We’re confident that either way you go, you’ll find our leads provide your solar business with an excellent ROI.

[Photo Via: Wikimedia Commons]

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