Get Zero case study: from lead gen sceptic to a 75kW close in twelve weeks

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

Perry, would you like to introduce yourself and talk a little bit about Get Zero?

Yeah. Obviously my name's Perry Hawkes. I'm the Director of Commercial Energy Strategy at Get Zero. We've been, been around for about six years now in a couple of different iterations called a couple of different names, but at our core we've always been, obviously always been in, in the same leadership team and

it's always been solar as our main focus. Perfect. And how long have you been working with us so far? We started working with TNW about 12 weeks ago, I think. Wasn't long after I'd just started here. So yeah, about mostly, most, mostly a cool crack. It's nice coming into the business and with a steady flow of leads, right?

Yeah, it was, it... Do you know what? It was one of the things I was apprehensive to come here leaving a company that brought in a good strong lead, and I had a really great pipeline there, but the opportunity was good here. The only thing that was missing is a load of leads that could come in and keep me really entertained and stop my mind from wandering to get a bit bored.

Having TNW there and literally providing us with providing me with new leads every day that I can pick and choose from and things that really get me excited and yeah I'd drive four hours to go and see this. It's a great lead, it's been a really good part of making my sort of, my, my first few weeks here really really enjoyable.

Love it. I appreciate that a lot. And what part of the service is being most valuable to you? Obviously you've worked in other businesses as well, and they would've obviously had, maybe lead providers or lead sources and stuff in the past. What, what about our service has been more valuable to you than other stuff?

I guess for me, obviously I've come into a role where it's not just turn up and just do the sales. I've had to work on the business as well and grow that and as we as the sort of our landscape is changing- Not having to go out and chase my own leads and find that, and that being provided to me has just been a massive benefit.

I can sit down and, look at- look in a chat with with yourself and your operatives and go these are the leads I want." There's a couple there in Oxford. Just say to them, "Look, find me a day. You've got free rein," so I can have the book on the same day. And then that drops into, you come back and confirm the leads with me.

That drops into my diary and I can just be thinking about strategy and how I'm getting the rest of my team working and all the other bits that, grow the business and set ourse- set ourselves up for the future. So- Yeah ... it's been really handy. Brilliant. And in terms of sort of other lead providers, have you worked with any in the past?

Do you know what? I'm a massive ... I don't like lead gen companies. You're a massive, you're a bit of a

dirty word in my world. I like to do it myself. And apply for it. And I think even been really impressed with TNW. I think you've approached me in other places I've worked and tried to get across the line. I'm like, "No, I'm not interested. Don't wanna do it. I'm not paying for your lead. Go away."

I just, yeah, do you know what? I wish I'd done it, I wish I'd done it months ago because my life would be far easier, mate. No, I appreciate that a lot. I appreciate that a lot. And what's so- sort of the average deal size that we've been bringing you at the moment? That's a really good question, so obviously we take a, I- I'm open to a variety of leads, but I think the biggest close we've had is hun- the biggest close I've had is a 75 kilowatt peak on roof with 100 kilowatt hour battery. So far had loads of leads in and around that 30, 40 kilowatt peak mark. Nice and a little bit smaller than I like, but it's good for the business, a nice easy quick sale.

And obviously like I said, the, the pipeline is strong on some much larger projects that are obviously gonna take, They just take longer to go through. I've got a really hot lead obviously from yourselves for a 300 kilowatt peak system that's not gonna come to fruition till Q- Q1 '27, so w- we're some way away, but we're the guys they're talking to and we're the only guys they're talking to, 100%. So you mentioned there was a 75 kilowatt system just now. Yeah. How did that sort of journey start to finish come through to you guys? So obviously, that, that lead got dropped in mate, so obviously that lead got dropped into the WhatsApp group. Picked it up.

I think I think I was dealing with Georgia at the time. Said, "Yeah, Georgia, I'd love to go and see this." She's went, "Great, I'll book you the-- Give me a couple of dates." I booked the appointment. She did come back, confirmed that, dropped it into the portal. So I put down my diary. That was a Tue- that was a Tuesday morning appointment.

She confirmed it Monday afternoon with the customer, confirmed with me it was still happening. I've obviously gone down there and then what's quite nice is I'm just left to do sales my-- the way that I wanna do it. And it's, I'm dealing with the customer now. A really good chat really good chat with Phil down at-- down there.

Come away, I had a few options. Obviously let let TNW know, "I think it's gonna be about this size." And then you've just left me to it. I've designed it. I've stayed in touch with the customer. You're not getting involved. I haven't gotta pay you again. It's just paid you for the lead. It's my relationships between me and the customer.

Like I said, we just nice and forwards, another visit, and got them on the line. Perfect. That's brilliant. And in terms of the lead volume that we're bringing you on currently what's that look-- what's that looking like? That's a good question, mate. I think-- appreciate I've been...

Do you know what? I've been so busy because of you this week, mate, so I've got my diary I think I've taken one, two, three, four, five, six, seven, eight, nine, ten, 11, 12, 13, 14, 15, 16, 17, 18. Eight-- I took 18 leads off you just in July. And I'm not taking every lead as, as you'll know. I'm quite finicky and quite picky about what I will go and see.

Yeah. So 18, I'll probably buy 40 to 50% of what you send me. So you've put at least- Yeah ... you've put at least 36 through in front of me, and it's the 17th of July. Nice ... that's a real strong one. Volume's strong. And in terms of the communication and customer service with our team what's your thoughts on that?

It's-- Yeah, it's ace. Anything you drop in the chat, someone's straight away there. Obviously you speak to particular reps. Obviously, I deal a lot with with Bryn and Georgia. If I need anything, they're on the end of the phone. They pick straight up. They can't come back to me, they let me know, and they're calling me within fifteen, twenty minutes.

Any problem I've had or any issue or anything I want solving, it's someone's there straight away out, out of a group chat, brilliant. No, I appreciate that. No problem. I appreciate that a lot, and that's something that, we invest heavily into making sure that, we have a all hands on deck in terms of customer service and support.

You can get in touch with, Bryn, Levi or Georgia Joe or me, worst case, at any point during business hours. Feel free to get in touch with us and, get through to any of us if needs be. So would you say that a sort of performance-based approach like we have with yours is something that would be scalable for you guys?

Yeah, it looks like I, I'll buy every forty percent lead at the minute as and when we continue to grow as a business. I'll be adding more reps into like more of my guys into that group, and then we'll be buying more leads, saying thank you for that. But the sort of ROI that we're experiencing from yourselves at the minute is excellent.

So long may that continue. Perfect. Perfect. And one final question. Would you recommend us to other companies that are looking for a more consistent flow of work? No, I don't want the competition. Yeah. No, look, obviously, like this is, like I said- Outside of the area. Yeah. Outside, outside of my area, yeah, cracker recommends all the time.

Like I'm a bit of a skeptic on lead gen companies. I've had a really good experience with TNW and like I said, I wish I'd done this a long time ago because- Yeah ... made my life really easy. Appreciate that a lot, mate. Thank you very much. Okay.