Residential solar case study

Start Solar case study: eight solar deals worth about £64,000 from 70 opt-in leads

In just three months of partnering with TNW MARKETING, Start Solar closed 8 deals worth over £64,000 from 70 leads delivered. By diversifying their routes to market and leveraging TNW's pragmatic, relationship-driven approach, they built a system that balances quality, consistency, and scalability.

Watch the full interview with Start Solar. This page summarises what they told us on camera.

Interviewee

Mark Hyde, head of sales

With TNW at interview

Two to three months

Leads

70 opt-in solar leads

Deals closed

Eight, worth about £64,000

Still to contact

About 20% of the leads

Who Start Solar are

Start Solar installs solar across the UK and Ireland. Mark Hyde had been its head of sales for about four months at the time of the interview. He did not come from a solar background, but has always worked in sales.

The situation

Mark's approach is to spread the business across several routes to market rather than depend on one: social media, working with celebrities, organic lead growth and lead generators. If you rely only on a lead generator and it struggles, he says, so does your business; if you rely only on organic leads and the system goes down, nothing comes in.

When he joined he was contacted by numerous lead generators. He shortlisted on deal size, lead volume and price per lead, then chose who to work with based on how pragmatic they were to deal with.

What TNW delivered

Over two to three months TNW supplied 70 leads, and Start Solar closed eight deals worth about £64,000. About 20% of the leads had not yet been contacted, so Mark expected the total could reach around ten deals. TNW suggested automated follow-up flows to reach the leads not yet contacted.

Mark says TNW has been approachable and pragmatic, and that he expects any lead that does not work out to be resolved by give and take on both sides. He also picked up tips from the team on automating his systems, and says he would recommend TNW to any business, solar included (after joking that he would tell other solar companies to stay away).

TNW's commercial service works differently from this residential campaign: TNW finds and qualifies the business, books the site meeting into your diary and you pay per qualified, attended appointment, not per raw enquiry or a monthly retainer. Read how pay per appointment commercial solar leads work, or see the checks behind each booking in how to qualify commercial solar leads.

Results

• 70 opt-in leads delivered
• 8 deals closed (£64,000 revenue)
• Pipeline still building — 20% of leads yet to be contacted
• "Pragmatic and approachable — it feels like a real partnership"
• "There's always more than one way to win, and TNW helps us find it"