Solar Sense case study: confirmed appointments for a 31-year-old commercial installer

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

so Warren, would like to introduce yourself and talk a little bit about Solar Sense? Hi, I'm Warren. I'm head of sales and Solar Sense. We've been around 31 years. I've been with the company 12th year now.

We started off a lot in domestic side of things, but we don't really do much. We've got a small division that does domestic now, but our main focus is commercial. We have numerous clients right throughout the UK. Some big clients, obviously. We've been dealing with very prominent top clients like Tesco's, and all those the, on the retail side, lds, all those type of clients.

We deal a lot with engineering companies and manufacturing concerns, food concerns, big companies like eto. We've done two, three megawatts. And notably we worked for the Crown. We've done a lot of work at Windsor Castle recently. And also we do a lot of work in the Crown States. Presently we're busy doing work there now.

We do also cover a lot of schools. We just recently won the whole South Gloss tender. Nice school. So we've started all that. Yeah, so things are looking fairly good for Solar Sense presently. And 31 years. That's a long time me. And how long have you been working Bar?

So far you guys yeah. Yeah, we've been working with you guys now. What? Since January, I think. Have we started January, February? Something like that. Some around there. Yeah. Yeah. Maybe around three, three months or so. Three months.

And what part of our services be most valuable to you guys? I think the, where you sending the information on the WhatsApp, the system that we have has been really good. It's quite explanatory. And then the backup coming from your chaps online. Abdul has been really good and their response has been very good.

And so yeah, so that's been good. Yeah, no, I appreciate that a lot. And have you ever used any Yeah, go on. Sorry. The portal's good so that, that keeps us, we know what's going on and that's really good if, for my lady in the office, she can control everything from the portal as well.

Yeah, no, for sure. And have you worked with any other third parties before to provide you, like leads or anything like that? Yeah, we do work with other third parties. Okay. No, fair enough. And what has your sort of experience been overall, with third parties for lead generation?

So with yourselves and one other you're both good. You both work on the same basis, similar, so it's been really good. Other ones that we've worked with in the past wanting money up front and promising all the leads and everything else have just, we, we just found they were a ways of calm and they weren't really giving us genuine, proper leads and getting the correct information, stuff like that.

And it was a more, a money making record. So we've to be fair we've just discarded all that. Okay. Yeah. Yeah. No, that makes sense. And then on the other side of that then, like how do you think we differ from those companies that you have had bad experiences with?

You guys go a step further where you getting more information and you are set, making sure that the appointments are made and then you're confirming the appointments just before we go as well. So that does help a lot. We're doing. I appreciate that our guys could be driving two, three hours to get to an appointment and get, then the guy doesn't know anything about it.

Yeah. Yeah. No that's important that we make sure that we get those confirmations in and everything like that. And then in regards to the sort of average size of the deals that we're getting you in front of at the moment what would you say that is in terms of monetary value or system size?

At the moment, system size, they seem to be ranging from between 30, 30, 40, 50, somewhere around there. Occasional, bigger ones. We haven't really. But they're mainly the they're more sub sixties at the moment yeah. Okay. No, fair enough. And what's the sort of volume of appointments that we're putting you in front of right now?

So five in a week, how many I think on average we probably looking at about somewhere we've been, what are we, about 3, 3, 4 weeks? Somewhere around there, I think. Yeah. It definitely seems to be scaling up. Yeah. Seems to be because we started off with just you, didn't we?

And then we've added a couple more reps in as well. Yeah. So at the moment we, one's on leave, he's been on annual leave, so he hasn't been around, so he's been using the two of us, myself and Chris. So Stefan will be back hopefully next week, I think, and then he'll be able to take over a little bit and help with the ion and with the leads.

And then in terms of the communication with our team, how has that been? So communication's been good. No problem at all. in terms of our sort of performance based approach, paying for the attended appointments do you think that's scalable for a company like yours?

Yeah. Yeah, absolutely. That's a much better approachable way for us to work. Okay. Brilliant. And in regards to other sort of solar companies in the space, would you recommend us to use us for our lead generation services, the other solar companies?

Yes, no, whatever, but they opposition it could be their own finding out, whatever. I'll take that as a compliment then. Yeah, no, I appreciate that.