Green Home Co case study: customers who expect a knowledgeable installer

This transcript is of an earlier, shorter edit of the interview. The video above is the full-length recording, so it says more than the text below. Word for word, with filler words such as “um” left out.

Green Home Co. I'll let you off. Yeah, my name's Andrew. I'm one of the directors of the Green Home Co.

I'm also a salesman installer. So I do everything. We've been going for about five years. Used to be just normal electricians for that, besides the getting through renewables. 'cause we saw that it was take the crap here. Yeah. I've been enjoying the journey building ourselves up to the commercial sector now.

Yeah, so that's why we've taken on you guys, TNW to help us through. Yeah. Brilliant. And how long have you been working with us so far? Four months. Is it four months? Maybe a little bit sooner than maybe two to three months, I would say three months, something like that.

Yeah. So something, but yeah, it's been it's been good so far on our end. What do you think the most valuable part of our services to you guys? I think the getting the actual meetings and. Because that's one of the hardest things is actually setting up a meeting, getting someone who's actually looking for solar rather than you turning up and then not having any interest whatsoever, which we've had in the past or even Oh really?

Or even turning up and they don't even know you're coming. That sort of thing. Wow. So actually. Actually for you guys to be able to do like the groundwork and have customers that are expecting someone who knows what they're talking about not only vetted for the customers for us, but it feels like the customers are being vetted for actually proper installers to go there

The information that they're getting is honest and knowledgeable. Really. Yeah. No I appreciate that a lot. And that sort of leads me on to my next question. What do you think the difference is really compared to us and other agencies you have worked with?

Obviously you mentioned, the quality customers actually expecting you. On, on, on our surveys and actually looking for a quote for solar. What. If you could describe the differences there, is there anything else that you would point out or, oh just the massive differences, the quality of the customer.

That is the biggest difference is, you can tell as soon as you get there that these people are interested. They've had obviously a good journey up until that point already. And they're. They're expecting someone to turn up and actually know what they're talking about. Yeah. That's the most important thing, right?

And that's something that we notice as well, like with a lot of other businesses who are booking an appointment and stuff like that. You, what you'll find is you have reps trying to push leads through that aren't necessarily as qualified, but they're just trying to get paid on their commission.

Yeah. What we have to counteract that. As you have a rep whose specific job and you've already been, speaking to him, his specific job is to make sure that the leads are top quality and that you are only getting booked in with leads, that he would be happy with booking in himself. So we have that sort of like middle man in there to make sure that he's not just passing shit through, so to speak.

As soon as as soon as you turn up, like I've turned up the surveys and you can feel there's a bit of sort of awkwardness. And like with all the customers that you've sent us, like it's so comfortable. As soon as you get there, as long as you, as long as I walk in confident, explain who I am.

Yeah. Friendly things like that. They're in the palm of your hand straight away. And. As long as you've got the information that they want at hand you're able to answer the questions that they've got. Like I've been going in with leaflets with our information on Cheer Mate. Thanks. As soon as you go in and like we've been going in with leaflets, I've been going in with rough proposals, they can already see that you knew what you're talking about and well prepared, so yeah.

I, yeah. I feel that we're gonna get. Get some good Yeah. Leads from you guys yeah. No, I appreciate that. And what's the sort of average deal size that you've been bringing you so far? In, do you mean money or capacity on the roof? Yeah, capacity and what that equates to roughly between 30 and 50 kilowatt.

I would say roughly. Okay. It was about 15, but it was that's only because that guy was. Wasn't sure about his roof space. So we had to have it pretty much that's not your guys' fault. Yeah again, something like that. I've gone there and there's been like 30 kilowatts. I've spoken to him. He said that actually that all that roof space is Then I showed him the next day via email that what his actual roof space was, and he was really happy and.

Because I'm not trying to push something on him that isn't not useful to him. Yeah. There, there was another one where I went and saw it. I showed him there was about with battery storage, but they're actually. Wasn't that much load in the evening. They there most of the day and the actual roof coverage was enough to supply their whole unit anyway.

And pe that's what people like. Are you just being honest rather than you, rather than me trying to push 30 kilowatt hours worth of battery storage on them, things like that. They're never gonna use Yeah. People like to be honest and that yeah. No, a hundred percent. That's why I feel like you guys as well, I feel like you guys are being really honest with us and that flows on.

We're really honest with the customer and yeah, it's nice. Yeah. Yeah. We try and make sure that you have all of the information before you go to the survey. Obviously there's some things that, might come up and stuff like that. We're always trying to be fair with everything that goes on but we always try and make sure that you have.

All of the information, like before we book you in for the survey. Yeah. Just so that you actually know what you're getting into. You don't want to go to a survey and then find out there's, structural issues and all that sort of stuff and you can't actually quote, 'cause then you've wasted your time as well, that's another thing, difference between you and other companies is that callback, but how did it go? Yeah. Is there anything that needed? A yeah, with the roof size compared to the, our survey, yeah. No, I appreciate that a lot. And would you say that your our performance based approach is scalable for a business like yours?

Yeah, definitely. Brilliant. And would you recommend us to everyone in your area? Yeah, my company name, Rob. Yeah, I definitely, sorry about that. We do, yeah, I definitely to other companies. Not in my area though, because you might give them my job, so out area.

Yeah, I appreciate that Andrew, and speak to you soon. Alright, nice one, cheer.