GECC case study: direct access to decision makers for a commercial EPC

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so Mike do you mind introducing a little bit about yourself on the company sure so name is Mike bral Vice President Business Development for Green Energy Construction Consulting out of Landenberg Pennsylvania we've been in the Solar field for 15 years primarily as a a GC where we we've been hired to do large scale commercial solar jobs as well as we do over 400 installs year for a residential Solar Company so we have a couple different streams one foot in the residential and one foot in the commercial up until recently we haven't done a ton of direct selling we've been

brought in as kind of an installer or somewhere along the EPC line but as we've transitioned to that we started reaching out to some appointment setting and lead generation firms and that's how we came across Dan Roman and TNW we've working with you guys for what has it been two months Maybe something like that yeah I think roughly since campaigns got started rough about a month or so I think of live campaigns but yeah right about two months awesome and you know what sort of Spar your interest about lead gen and getting your own sort of commercial installs and

getting your own sort of commercial leads what sort of spark your interest there sure so one angle that we work on is partnering with other companies whether it's Realtors property developers roofing companies but the time it takes to develop that partnership and then have that partnership become mutually beneficial and then get to the point where you're generating a lead out of that is pretty lengthy and with the solar sales process itself being you know four months to a year depending on the size of the project we were looking for somebody who could deliver me open ears where we can have a

direct phone call with the decision maker to establish you know that relationship where we can then create a proposal and bring them all as a customer so we were really looking for somebody who could just put us in front of qualified candidates that are receptive to our sales pitch and then convert them into sales versus either dragging out that timeline by us doing coold calling ourselves or just the overall time it takes to develop a relationship when we were looking for somebody like you guys who could use all your tools and abilities to cast a pretty big large net

and then out of that bring us some some pretty good prospects awesome love it and so when it comes to generating your own sort of Pipeline and generating your own customers have you guys used any other sort of agencies in the past no we have not so this was our first time so there was a little hesitance into going with you know some of the marketing especially on the residential side which isn't the case if we're doing commercial there's a lot of residential lead generation and to c commercial things where you're either getting dead leads or just not quality stuff we wanted

something where we could work with the company and and create a Target demographic and an ideal customer and then have you guys do the busy work like work to deliver those type of prospects to us yeah love it love it and regarding sort of the leaves we brought you guys so far what would you say the average sort of size of those systems are looking like so let's see so far the average has been we've had some that are large that are you know 500 KW but what we've been kind of looking for is at 100 to 200

as we work through the process and fine-tune what that looks like for us for a customer to Target I think we're starting to get closer to that now there's nothing there's no we're not going to complain about getting a bigger deal you know if you guys brought us one that could be one and a half or $2 million that you know so so far pretty pleased with it and you've kind of dialed in you know the size of the roof and the business type that we've confirmed everybody owned it so pretty pleased with the people you're putting us in

front of awesome appreciate that and and yeah so looking at the pricing structure we sort of offer as a company do you think that's sort of scalable for companies like up yeah I think you know it's fair enough entry price where as somebody like me who's making a decision you're willing to give it a shot like it's not you're not committing to extensive contract you get a testing and you get to prove whether you know the leads are are good so I think it's a it's a good entry way considering the cost of some of the things that go on

in lead generation or just you know prices that get that are absorbed into a a large solar deal you know the price point you guys have seems pretty fair for us and the prospects we've been getting you so far would you say they're like the right points of contact are these companies yeah we haven't encountered anywhere it's someone who isn't either a final decision maker or someone who can make that pitch directly to say a board or bring in a partner to do it so we're you're not putting us in touch with somebody who's like a a maintenance tech

or a low level salesperson these are U people that would be if if they were larger corporations would probably be in that SE Suite level with most of these being smaller to midsize business we're talking to somebody who's either a president a VP or someone who is in charge of a sector of the business love it awesome and for those other sort of firms out there who are looking to get some more leads in the pon would you suggest T I would I would you guys work hard you're easy to get a hold of as far as communication so

I would recommend giving it a shot you know and with the price point you are for the intro thing if a business like us or someone similar in our size closes one deal out of the five test leads the program pays for itself you know 10 20 fold yeah appreciate aome my I really appreciate time and we'll catch you soon thank you T