What should a photovoltaic sales offer contain?
- News, Sales trends, Solares PRO in practice
Author: M.A Martyna Marlikowska
Substantive support: Dr. Eng. Krzysztof Bartczak
Contents
The way to make a photovoltaic offer - what does the customer expect?
Photovoltaic offer - what should it contain and what information should not be missing? (9 basic elements)
The following elements are the core that should build a substantively prepared photovoltaic offer:
- Trader and company data and contact options (phones, email addresses, company details and a description of the company with photos of past implementations).
- Company logotype and slogan.
- Customer data – to whom the offer is addressed.
- Photos of the place where the photovoltaic installation service is to be performed and information from the site visit.
- Precise power of the installation calculated on the basis of the data provided by the customer and the site visit.
- Names, quantity and photos of the components that make up the suggested photovoltaic installation (modules, inverter, energy storage, optimizer, structure, wires, etc.) with description and technical specifications.
- Annual electricity production calculated for the customer and the level of insolation at his location.
- Pricing of RES installations with installation and subsidies according to current subsidy programs.
- Information about product warranty and its scope (concerning such elements as: photovoltaic panels or modules, inverter, wiring, external Wi-Fi modules, security and construction, but also installation of photovoltaic panels).
What can a photovoltaic sales offer optionally include? (9 additional elements)
The basic elements of a photovoltaic sales offer may not be enough. It’s a good idea to surprise the customer with additional benefits and information that will allay their unstated or named doubts. Try to include:
- Real benefits of RES installation, including ecological benefits and the profitability of the investment in terms of at least 50% reduction in electricity bills.
- Rules for increasing self-consumption.
- Opportunities for financing, credit and leasing.
- Preliminary design of the photovoltaic installation.
- Company discount.
- Information on additional benefits and bonuses.
- A description of further steps of cooperation after signing the contract, including applying for subsidies and after-sales service, e.g. a list of issues with which you can turn to us after the start of use. It is also worthwhile to assure the customer of the possibility of solving problems on an ongoing basis through phone or e-mail notifications.
- A description of our own company, its operations, the principles we follow and a presentation of past implementations or customer feedback.
- An inventory of the formal requirements to be met by the prosumer.
Photovoltaics - comparison of offers. Does the bid with the lowest price always win?
It turns out that not as often as we think, the customer chooses the offer with the lowest price. He will sooner choose the more expensive option, which in his eyes reduces to a minimum the purchase risk he is incurring. A sense of security in choosing a company can be crucial. This means that in the case of solar companies, it is worth presenting their past realizations and real reviews from satisfied customers. It’s a good idea to put in place an ongoing system of collecting reviews and testimonials to then present them appropriately. In addition, it is very important to build lasting relationships with customers – the more regular and interesting your reminders, the better.
Depending on your industry, it’s also a good idea to include samples, demos, or bold information about a personal advisor or a money-back guarantee in your offer. Have it written down and highlighted. Let’s also not shy away from all sorts of bonuses and temporary “extra bargains” that speed up buying decisions.
Can color influence the purchase decision?
An offer is not only about content, but also about graphics and choosing the right colors (read more in the article Delightful photovoltaic offer – the influence of colors on its perception by the customer). Not everyone can handle the right layout, composition and color scheme, so it’s worth using the expertise of a proven graphic designer or a photovoltaic offer design tool such as Solares PRO.
Photovoltaic offer - which one will the customer choose?
We already know what a commercial offer must contain. As you can see, it is not necessarily the lowest price that is crucial. In the photovoltaic industry, the most important aspect is to reduce the purchase risk – the photovoltaic installation, the installation of the photovoltaic system and all the additional components is a high-cost investment. In order to lower the purchase risk, you should think about a strategy to lower it through the means described in this article.
