Aged solar leads—something many solar businesses likely have tucked away in their files.
Often overlooked, aged solar leads hold some potential for enhancing your lead generation efforts. Since you already have them, why not maximize their value?
Let’s begin with what exactly aged solar leads are.
Aged solar leads are prospects who have expressed interest in solar solutions, but their queries of interest are not recent. These leads might have been created in the past and might have been contacted by sales teams or solar enterprises in the past.
The word “aged” suggests that these leads might not be as current as more recent leads in terms of actively pursuing information.
A prospect may be on an aged solar lead list for a few reasons, perhaps they expressed interest a year ago, but at that time their roof wasn’t ready or they couldn’t afford it.
Maybe in the past, solar panels weren’t economical or efficient enough for their needs, or they may have moved or otherwise changed their circumstances.
Some considerations to think about with aged solar leads:
They are likely less expensive: Compared to fresh leads, they might be a more cost-effective method of acquiring new clients.
Reduced conversion rate: They might be less likely to turn into a sale now that some time has elapsed.
Lead quality: Reputable lead vendors will provide evidence that the individuals on the list genuinely consented to receive solar-related communications.
With that said, if you’re doing nothing with your aged solar leads, this article will come in handy. We’ve curated three straightforward steps for you to leverage your aged solar leads effectively.
Make the most of aged solar leads.
“The key to success in solar sales is all about lead quality. You can have the most charismatic salespeople, but if they’re calling on unqualified leads, they’ll never close deals.” – John Ryan, CEO of SunTrust Solar
Hence, just buying solar leads or aged solar leads will not guarantee success, you’ll have to generate leads from all authentic sources to make sure your visibility is not just limited to the bought leads.
3 quick and simple steps to implement:
Targeted Content Strategy
Modern marketing thrives on content. We can leverage the content strategy by sending personalized messages and newsletters directed at older solar leads.
Generate informative material that covers the changes in prices or offerings that might intrigue potential customers.
Educate aged leads through newsletters over time. These should contain useful tips and success stories on how people have been able to go green by using technology in their homes. Have CTAs that incite re-engagement of leads and conversion.
Reevaluate and communicate.
Divide aged leads based on their engagement history and preferences. Make personalized messages that will make the re-engagement easier by talking about what they are concerned about.
Use multiple communication platforms, such as email, phone, and social media, to reach out to aged leads. Have automated follow-ups to keep the engagement going and respond all the time.
Incentivized Offers
To motivate action among aged solar leads, consider custom incentives and promotions.
Provide special discounts or rebates for aged leads who re-engage within a certain period on solar installations. Highlight the financial benefits and long-term savings from switching to solar energy.
Create a sense of urgency by using time-sensitive offers designed for older customers. Emphasize the environmental effects of solar energy adoption and its sustainability advantages.
Nurtured leads spend 47% more per purchase/contract compared to non-nurtured leads.” Source: setshape.com
How Aged solar leads can be tied up with your solar strategies
One of the risks associated with buying solar leads is the quality of the leads. Aged solar leads may not be the best when it comes to conversion, but before discarding those leads, make sure to complete the above-stated steps to be sure you’re not losing any potential customers there.
Also, to dodge the risks associated with buying solar leads, we have written detailed pieces on aspects you should check before buying solar leads from companies.
Make the best of both worlds –
Generating solar leads or buying solar leads is one of the concerns that every solar company has to do at some point. Each of the processes comes with its own pros and cons.
But what if you can get the best of both worlds?
By leveraging aspects of organic lead generation, we can multiply the efforts of buying leads and converting them.
The best way to achieve that is to embed a white-label quotation tool. These tools embed in your website and provide users with all the relevant options so that there is no room for guesswork and they can make an informed decision.
Basically, mix and match the strategies that work best for your business. That’s called creating systems.
Create Systems that work for your Business
The word system here is used to denote a set of working patterns with tools and resources that have proven to work for your business over time.
Develop systems that generate leads for your business.
At the beginning of your lead generation process, you’ll experiment with ten different ideas and methods to figure out what works well for your business. Out of these several methods, 3–4 might show results. You will now want to A/B test these processes to figure out which one of them brings in the highest ROI.
Now this method, which has the highest ROI, will be applied to various scenarios to test if it continues to drive results.
If the process successfully worked, then this process has now become a system that has proven to drive results for your brand. You can now confidently invest your time and resources knowing the ROI is secured.
These systems take time to build and test, but once done, they will keep generating results sustainably for a long period of time.
We have narrowed down 3 systems that have been used in solar industries and have a proven record of generating high-quality leads for solar businesses.
FAQ