Eco Power Renewable Energy case study: every lead over 100kW, including a 17-site NHS group

Word for word from the video, with filler words such as “um” left out.

Aiden, introduce how I introduce yourself. Yeah, so I'm Aiden, managing Director Eco Power Renewable Energy. We are acquired in June by Eco Power formerly known as LW Electrical, which a lot of the EPC contracts will known me as. EPC for four or five years solid for some of the big, big in-store companies in the country.

Realized that we, I, I could say we at times, we were getting let down a little bit by, by the, by the sale. We'd get to site and there'd be a couple of e's and theres, and she did this, he did that. And when Eco Power come into acquire the company, for me it was just a bit of an no brainer really. It could elevate us to the next level.

And, and we push into the sale of the market. So that being said, we had to look really quite quickly. As obviously anyone who's acquiring a company, they're gonna want to see results pretty sharpish. The be all and end all is a commercial space is not very quick. Nobody wants to make a decision quickly which is why you've gotta speak to these decision makers.

The first opportunity, so we tried bringing in an internal sales, which worked absolutely fine, but we weren't getting the. We weren't getting the leads or the decisions that we wanted from the first time round. So then it was third and fourth and fifth. Before you know it, you're a month into one, one lead.

Really a lot of time wasted. So we reached out to number of different lead generation companies using the force or LinkedIn. And, and don't get me wrong, absolutely got swamped by the, the, the sale massacre of LinkedIn, which was great 'cause it opened my eyes to an awful lot. And we are working with a couple of different a different lead generation sets, but by far, and, and, and you go when I think I'm getting paid for saying this, but by far you two were the most.

How can I say? De not so much dedicated because I think they're all dedicated, but you were, the more, you were more inquisitive to what we wanted. Do you know what I mean? So it was, everything was zoned in about what we wanted as a company what our aspirations were, what 2025 looks like on the leads.

The leads have been great. We've been in front of decision makers. We've been site meetings. There's a lot that you guys do different to others like getting our own, our own email. Do you know what I mean? You've got a domain to us. You work them leads with your team, like you work for our company, which is really important.

We've used a few in the past where we've sat on a call and they've been like, yeah, Joe said this. And I'm like, Joe. And in my head, I'm just a bit lost. And then you get a little bit baffled by it. The information that was given was probably not good enough. You guys obviously send obviously the full, the full email chain, the full campaign really, that you've done for us.

What, what would you say the average sort of deal size that we're bringing to you is? Sort of size. We've been, I don't think we've had one. What's been under a hundred kilowatt? Everything's been over a hundred kilowatt. The most recent one that you brought to us, which was really good. We sat with the financial director of.

The group which was an NHS contract for 17 sites in and around London. Which for us is absolutely massive. I think for any company that's massive. So we're waiting now just to, we've had the first initial, we've had the second we're now waiting for the third where we've been pushed to a facilities manager, strategic facilities man manager for sustainability.

Where we are now waiting for the framework agreement to be sent over. And then we can start getting the first one. They wanna roll out one. And then 2, 3, 4, and so on. Massive usage as a group across the, across the 17 sites. And then there's two, these are community centers, and then they've got, I think three general hospitals.

They were spending something like 25 to 30 million a year on not just electricity, but on utility. Which is absolutely massive. Like it's just ridiculous numbers. I agree. That's probably been, that's probably been the strongest that you've sent us. Or, or I say the strongest, probably the biggest value.

100%. Well, that's not to say, like I say, we're still working on some that you've sent which are gonna fall into the new year. We know that because they're at, they're, like I say, they're at board level. What would you say are the quality of our leads are in comparison to other lead gen agencies that you've been working with?

Anyone who knows me, I'm just straight as they come. But the, the, the couple of others that we worked with, nothing was, everything was the key word for me in lead generation. What everybody bits about it when they're allegated. And then in that sales background is. Are exclusive, exclusive, exclusive.

When, when you're spitting that at me, I'm, I'm, I know in my head that's not exclusive because you don't need, when you sell the process, you don't need to, you don't need to sell exclusivity. Oh, it's exclusive to you. It's exclusive to you. For me, we've had a couple, what I know has not been exclusive to me 'cause I've got friends in the industry.

Believe it or not, we all talk. So I know they've been grafting the same fucking deal. I've been grafting which has come from the same lead generator that they've had before. So I think if you're not using an internal exclusive email, the risk is the, the, the lead's not exclusive and potentially been sold to three different parties or given to three different parties.

I think what people need to realize with you guys is. It's not all about quick win money. Obviously I've met you in person. I've learned, learned a lot about is in the last we've been working together, like three month maybe. You're just ambitious. Like we, like I'm, do you know what I mean? We're young, hungry.

But I think what's really important for people to know you are vision as well. So if you send us a good lead, we work on trust and transparency. Look boys that were absolutely to that, and you'll quite happily sit there and say, let me look into it. You'll look into it and go, yeah, no worries. Aiden, you didn't speak to the deal.

The decision maker. Sorry you were meant to but you didn't. No problem. We'll give you another one. It's not about you've paid for two, you're only getting two. And if you don't close 'em, you don't close 'em because the bill and end all is, we've gotta close 'em. We've gotta do our, our bit of the pie. You know what I mean?

But you can kind of only work with what you get in this space, which is what we're sort of always trying to purchase as well. We can't guarantee. No, how someone is gonna act on the other side. It's like recruitment. Like you can't guarantee that the candidate's going to shut up, turn up their first day of work and, you know, perform for their first month or whatever.

You know, you can't guarantee how humans are gonna interact and stuff like that. So. You know, if you have a meeting with them and it's not progressive for you, then you know, how how should that be progressive for us? So we sort of work. Yeah. Listen, like I say, I'm straight as they come and we had a bit of a, a conversation at the start.

The first two come over, we didn't get the deal set. The, the deal set for the email campaign wasn't sent over right Now. That was a really good fact find for us 'cause we highlighted it to you guys. What did you do? You changed your process. Do you know what I mean? Well, that went down to your process that went down to one of your staff members, not following their process.

No, that's fine, isn't it? We've gotta highlight that to you as a, as a paying customer and say, Dan Roman, that didn't work great. That one. Oh, why we didn't get this, this and this. No problem. Has it? Have we done that before now for the rest? No, it's, it's been absolutely fine. Everything's great. And the quality of the leads that are come in, they're great mate.

Long may it continue, and anyone who's getting into this space I think what they need to realize is that commercial, the commercial space of solar is not a quick win. You've got to build these relationships and you guys, realistically, you just do the first, the first hard hurdle of Yes. Can we have a chat?

Yes, of course. We can have a chat. Then it's down to us. Yeah, it's just filtering through like. You know, do they have a need, whether us sustainability decarbonization, or reduction in energy costs? If yes, you know, are they interested in solar to help them with the need? If yes, again, then are you ready to have a serious chat about it Now if yes, again, then you know we're gonna book them in.

Yeah. And it's getting that first yes in it. Do you know what I mean? In your sales process for me? For me on these calls. The first one. The first one really. And we, we've, like I say, we've done a couple more, we a couple of leads and they're saying, ah, it, you need to propose the system. And I said, I'm not bothered about proposing the system on the first one.

It's gotta be a discovery, you know, we've gotta get to know 'em. We've gotta understand the motivation the company's motivation, the drive. Are the ESG reporting yet? No. All right. No worries. What's your motivation? Why are you looking at this? One thing we get a lot is most companies work with, it's less about the, the money and it's more about the time we're saving them.

Like would you say in terms of prospecting, we're saving you guys as a company like. At the time? Or is this something you think? Yeah, no, a hundred percent because we haven't got, we, we are not sat there with SDRs. We haven't got SDRs, we've got a sales team. But that sales team's dealing, my sales team is more, they're more account managers, not from a sales background.

I'm not sat here saying, I know everything about sales 'cause I don't. Which is why you have to stick to your lane. My. My specialty is technical instore operations. We can't do that because we don't know the process. We don't know where to find them, so there's no point sitting there wasting loads of time.

Me employing five SDRs, sat there trolling through Google Earth or whatever, however you do it, to find these properties and find these leads. When I can just pay you guys to do it and they're exclusive to my email. Okay. Well, would you say the pricing structure that we have is scalable, like long term for companies like itself?

Yeah, I think, I think 100%. When you look at that like you say, the time, the time, it's the time we would spend and the salaries we would pay, especially now with the new budget and the, the, the, the. The PAYE model not being great for businesses anymore. Which is a real shame, but it is, it's a struggle, isn't it?

Do you know what I mean? For these big businesses who've got hundreds of people on the books, that, that were a big, a big budget change for us to go to the next level. Take on five SDRs, what are gonna give us what you want to give. It's just absolutely pointless. So the scalability of, of, for you guys where we can say, look, we wanna scale up, we want more leads.

The, the price. You, I'm being honest, you weren't the cheapest, but you weren't the most expensive. But it weren't that for me, it was, it was how much you looked into us as a company in terms of what our visions were, what our goals were, what our motivation is, what market we want to target. It's people like that.

What our install on anything I told you from day one, we don't do care homes. No, it's, it's, and, and that's not for any other reason other than the, the, the project lengths the time. And, but you understood that when we actually said that to you and said, look, we don't do care. Don't send me any care home for me because I don't want, and then your question to me, why, why would you not want that?

Well, we don't, we've done it before and it doesn't fit the pricing structure that we have. It adds time onto the project. There's loads of hoop to jump through. That's just us as a business. That's just my decision. Probably kicked me in the teeth a few times when we've, I've been offered EPC contracts on care homes.

I ain't interested because they're a difficult in store to do. You just listen, don't you? Do you know, when you do, you do, you take time out to, to like, say you came to Lancaster and it's a long way for you boys. Yeah. And I appreciate that. That's, that's what we sort of wanna show that is a bit different about us.

You know, we're not just sat online on a high horse, like we actually want to come to see you guys and build a relationship there because we want be in the market. Like we don't wanna just. Be taking everyone's money and running away. Do you know what I mean? We wanna make it work. So so do what we can to make the relationships in person.

And, you know, we're about in the UK so I'm sure we'll come up again for a podcast at some point. The bar's being set. Yeah, it's, it's there. We're there, we're on. The, the flexibility of you guys is really good. So you're, you're experienced in the sales industry, you're experienced in the marketing industry and the flexibility of whatever we want, you guys pretty much can deliver.

And, and, and it's, it's credit to you two as well. Do you know what I mean? I don't think you're taking off. You probably don't sit back and look at yourselves and go, do you know what we've actually done really well here. Do you know what I mean? Because you're both grafting really diff It's really hard, isn't it?

You know what I mean? You deal with a lot of different countries. You are working with different, different time zones. Both looking 45 now and only three months. You looked, you look 25.

Appreciate man. No worries boys.