If you are in particular a small solar business owner and not sure how to go about getting leads for your sales team, there are several things you should be looking at. This guide below will help to point you in the right direction from the start so you don’t face any glitches later on in the process.

For many, the aspect of continuously looking for and generating leads that could turn into sales and paying customers, is a fundamental part of the responsibility, especially if you want to make a success out of your company. Growth can sometimes be difficult, in the world of high competition but if you follow the right steps, you could be on your way to a steady stream of sales leads. Some tips are mentioned below.

Look Towards a Growing Target Audience

As mentioned in many online resources, one of the main starting points is to look towards your target audience. Who is your focus? Who do you want to get onboard to buy your products or solar services? Lead generation, as mentioned here: helps business owners to reach a successful and ideal customer, especially if you know from the start who they are.

Aspects such as their demographics, how much money they have or earn per month or per year, their personality types of lifestyles and more can help pinpoint them more accurately.

Email Newsletters to Build Relationships

Once you have an idea of who you want to approach, sending them an email newsletter or some form of communication should be the ideal next step. To cultivate any relationship, you need to keep in constant communication. This will help take them from a lead to a prospect much easier and many times this leads to repetitive sales.

An email newsletter is usually the best way to do this, is non-invasive and you can measure those who open it and who don’t, with the right software or CRM system. A robust email marketing plan should be already in hand, and this can help streamline the process.

A Sales Funnel

Using some of the best solar software on the market can help with the most crucial tasks, and will enable you to determine how to reach your potential customers appropriately. Items such as landing pages or a standard contact form are two great ways of doing this. Collecting their contact information in exchange for a coupon or voucher, as a value-add incentive, can have huge benefits.

An integral part of this is, as mentioned in the above point, is to have the right tools, so you don’t need to do anything manually, which is time-consuming and not as accurate as the right software.

Many well-established companies have these resources at hand, and for the most part, those that are experts in the industry will also offer the chance for you to test out the product before you buy it. One great example is the Solargraf demo offered on their company’s page, which can give you a top-line idea of what its capabilities are and if it is the best suited for your solar business.

Using the right systems will help you easily track things such as your customer behavior, competitive markets, and you can build an accurate database of contacts every time someone new adds their contact details to the forms or open an email newsletter for instance.

Promotional Approaches

As with any marketing plan, comes hand in hand with its promotional activities. You want to get your business in front of your customers and one of the best ways to do this is by promoting it. However, you need to choose these wisely, as not all are as effective as you would like them to be. To make sure you generate leads a well-thought-out promotional plan is crucial.

There are many ways you can do this and identifying the right one could involve testing out a few concepts such as including a landing page, informational website page, industry events, social media and blog posts, advertising, PPC or pay per click promotion on search engines such as Google or yahoo.

Using both paid and organic advertising and approaches will yield some results in the long run, you just need to be patient with it.

Make Sure You Connect and Engage

Expanding on the above point – one of the best ways to connect to your target audience, and to expand your reach as a solar business is via social media. This is one of the most lucrative platforms around and there are plenty to choose from. You can post advertisements on Facebook, Instagram, YouTube, Twitter and more.

To get more sales leads, these platforms will assist you in engaging with your audience, and them reaching back to you is a lucrative opportunity for small businesses to create an expansion for their benefits too. Once leads come through you can funnel them through the sales team and turn them into potential buying customers.

This is one of the best ways to speak to people realistically so they don’t get automated responses that don’t help them with their queries, as most companies do nowadays. They will trust your brand and be attracted to purchasing your offerings. Certain software also allows you to do this by keeping scheduling and the ability to create attractive posts all in one place.

The above points are only touching on some of the numerous opportunities you can tap into to generate more leads for your business, in the end, it all starts with the right tools and equipment to help you with the growth and success of your business.

Claire Preece