Best Practices in Solar Sales and Marketing

Expect three things to happen when you enroll: 1) We put a welcome packet in the mail to help you successfully complete the course, 2) A live human being will give you a welcome call to make sure you get the most out of the class, and 3) All of the course videos and training materials will become available immediately. This course is SELF-PACED, so you can complete it when you have time. Expect each weekly module to take 2-3 hours to complete. You’ll have access to the materials for 120 days after the course ends, but Keith is only available during the listed dates. During that time you can ask questions via discussion board, email, or phone.

I start this week's lecture by breaking down the basics of sales. What makes a good sales person? How do you overcome your customer's objections? How do you find good prospects to begin with? After sharing my secrets of sales, I'll take you through the top 10 specific objections I hear from customers about solar. I'll also review the top 10 issues that need to be worked out between sales and operations to make your sales process successful.

This week I'll go into detail about the most difficult part of solar sales - finding leads to sell to. I'll take you through my proven process of network building and referral sales and show you how to build your network of potential solar customers. We'll also cover how to engage and educate your prospects to make them into "solar engineers". Finally we'll review customer acquisition cost and cover ways to minimize your time and effort gathering customers.

This week we will be using my custom built excel sizing and pricing tool. I'll show you how to quickly and easily come up with a basic system size and price to present to your customer and get the bid rolling. Getting the sizing and pricing right is critical, and I'll show you how to do it and give you the tools you'll need to do it yourself.

In the final week of the course you'll have a chance to schedule a 1-on-1 capstone call with me to talk about what you've learned and make sure you are successful moving forward. You're welcome to call me anytime during the course but this is our main structured call where you can ask me any questions you have and get feedback from me on your plans in the industry. This is a very valuable resource and I hope you take advantage and give me a call! I've also included some additional resources and top 10 lists for you in this week's material.

We hope this course provided just what you were looking for, but t's impossible to learn everything in four short weeks. That's why it's critical to use the resources, contacts, and industry support provided to continue your leaning as you put the information to work in the field.