Solar Panels London case study: £120,000 to £300,000 commercial deals for a family installer

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So Marcus, would you like to introduce yourself and talk a little bit about Solar Panels London? Yes. So hi, my name is Marcus. I'm the director at Solar Panels London. We're a family firm based down in Northwest London. Myself and my dad, I I handle pretty the bulk of it.

My dad is he's been in the industry a long time, so he helps me with a lot of the experience side of things. Yeah. Yeah. Yeah. He likes to he likes to be on site, doesn't he? Yeah.

He likes he's in his words, he's a grease monkey, so he likes Yeah. Yeah. I remember when we met up he was on he was on like a site or something like that and yeah, it's nice to see that you guys are working together for a family run business. I think that's a really big selling point for you guys. Yeah. You know, and you know, I I think my dad is especially he could he could sell ice to polar bear.

He's he's one of those classic old school guys, you know, so just so I learn I learn a lot from him as well, you know. So yeah, it's been it's been great working with him. Perfect. Sounds good. I mean, how long have you been working with us so far? So now this this has been about a month and one week, I believe.

And I'll be honest with you, it's been it's been fantastic. The results for for us have been I I I suppose if at the beginning we we were learning how to how how how everything works. It was our first time with each other. But your the way you guys provide all the necessary information, you line things up for us and has been fantastic for us. I'll be honest with you, from we we've we've managed to work out a way we like to work, you know with you guys. And since we've managed to tweak it to get it to where we needed to be, whenever we've gone to the customers now, they it's it's been they they kind of they know why we're there or they why we're going to be there.

And so there's no shock as to why we're communicating. There's no shock as to what what we're here to do. Which means that when we just have a normal dialogue, it's very easy. Transition is very and then you know the customers they show us around the properties and things like that and you know we just in in normal fashion we just have a laugh and then Yeah. And then they they they they they seem like they're keen and interested in working with us. And then yeah, so far we've then we they've I think out of we we one of the specific ones we've had I think one of the very first ones where we said we had a great meeting of that's now actually at a second stage really where we've we've had had a second meeting with them and we've got to redo the kind of the proposal quotation but based on site survey is it?

Yeah. Yes. based on the site survey and based on the second meeting we had with her them and then and also our business partners just to finalize if they want say battery capacities or they if they want if they want extra on the roof because sometimes they just really want to m future proof what they've got going on. So and just to get an idea of where they're heading in business-wise in the future as well. Yeah. No, definitely.

And I mean this is this is the whole the whole thing, right? We need to learn how you work, you need to learn how we work, like you know, when you get the leads passed over to you. You know, you might need a certain thing that's different to a different customer. So, you know, it's about sort of understanding how we can make that work initially, get the first couple of the meetings out of the way and then okay, you know, I I want to change this a little bit like this and then we can add that to your client profile and then make sure that we're you know, making things more seamless as they go on because, you know, we understand that not all processes are perfect. But if we can make it work as well as possible you know, then that's that's what we're really looking for. So what what sort of sparked your your interest about working with us in the first place?

You really good marketing. So I was actually on holiday in in Honduras. I was visiting my my my family for you know you know pin coladas and and I was on LinkedIn and I saw you know I suppose we were we were having conversations that me and my dad we speak all the time. We're always trying to brainstorm, always trying to find the what could we do, how do we improve, how do we what's the next steps, you know, trying to find plans of attack. And then I saw your I saw Yeah, Roman, I saw you actually on one of the the things and you were talking about commercial and I was like, okay, this is and bearing in mind we've actually worked with other companies before to do commercial. So, and at that present point, we weren't having the best experience with them.

And it came in and then I think from you you you did a video where you broke down your process and I was like, "Okay, this is I like this. I like the fact that you I like the fact that you're very open in the way you would like to the mechanics of things, I think." Yeah. Yeah. Yeah. Because and it re resonates with me because my dad is always like, you know, people can sell, everyone can sell, but no one can necessarily do it as well as you do. So it's like the fact that you can you can still show your process doesn't mean that no one they can do this do it the same way or or Yeah.

Yeah. No, we understand that. Yeah. So then fact is you like okay I was like I like the fact that they show me and it for me this could work. And then when I when I met with you arranged a meeting with Marcel and Marcel's the guy man he's smooth talking is yeah and some and then some you know. So we had a conversation and he wrote down how it is how you guys like for us.

I I I then from me I brought that information to my dad and we had a second you know teams meeting and then Marcel spoke with with my old man and from there we really kind of managed to get a clear vision of how that would that would work with us and what we've got going on. So I think also I think what I really appreciated with you guys is that you were you were very accommodating. You understood the situations that we were in beforehand and I love the way that you accommodated us for that, you know, very very Yeah. Yeah. You did a lot of good customer service there. Yeah.

Leading on from that with the sort of previous companies you might have worked with what's sort of comparison in terms of like you know customer service and quality of leads that were being produced. First of all your quality of leads is fantastic. You know, of course for us we I suppose the first two were we were getting we had a bit a few bit of hiccups with just but from there once we had the conversations and we kind of figure out how we want to navigate even on our ends tinkering with how we wanted to present ourselves. Then the quality of leads just shot up where it was just very strong leads. Good communication and just the the right way of where we wanted to operate. And I I like the fact that the customers were very were warmed.

Whereas in comparison to the a lot of the other companies, they're not they're not as prepared and not as warmed. You kind of have to do a lot of the ground work yourself in comparison to you guys where you guys kind of you kind of elevate the customer in a position which really helps us. Yeah. Yeah. Perfect. Appreciate that.

Yeah. Yeah. No, definitely. And would you say a performance-based approach is a scalable company method for a company like yours? Yeah, definitely. I think in comparison to the your company feels like for us feels like it's something that we can build upon a solid structure and a solid a solid kind of kind of kind of business because we know that okay we can get we we know we can get a certain amount of leads every every which you can work around you know build upon.

So, say for example, as we as you keep ad going and going and hopefully we can know continue to do business over the course of the year. As things keep building and building and building and then we can strategize and navigate around the leads that you've given us and then in the long term that that that really helps us a lot. Yeah. No, definitely. And what what's the sort of average deal size in terms of revenue on each project that we've been bringing you at the minute? I would say between and 125,000 up to 300,000 at this point.

Yeah, I think that's a good sort of range for commercial, right? Yeah. No, that's really good. And the the good thing about that one is that is it's faster turnarounds than your your I mean everyone could go for your your 1 million pound deals, but in the commercial space you're not gonna you're not gonna see that money for a year, maybe even two years. Yeah. Yeah.

Yeah. Yeah. No, definitely. Definitely, man. You know, so yeah. No, I'm thankful.

It's you guys have hit a sweet spot with with that that kind of size range and a quicker turnaround and it gets us to in front of people that we need to speak to to help that either then directly or that they would then push the information to whoever it needs to go which has helped us. Yeah. Yeah. Perfect. Definitely. Definitely.

So yeah, I mean sort of one final question, would you recommend us to other companies that looking for a more workflow? Yeah, definitely definitely definitely. I I'd say if you're if you're trying to get into the commercial space or you're trying to to to get leads for the commercial space, I would highly recommend you guys 100%. Okay. Yeah. Thank you very much, mate.

Appreciate it. No problem at all. Thank you