Commercial Solar Sales & Marketing
This course will help you to develop the key sales and marketing strategies that are required to acquire and successfully win large-scale commercial solar projects.
Learn from experts
Grow your skills
Understand the differences
Gain knowledge from industry professionals that have hands-on experience installing, selling and marketing large-scale commercial systems.
Head of Training, Greenwood
Renewable Energy Consultant
Director, Assertive Marketing
What We Teach
We cover the essential sales and marketing techniques involved in winning a commercial project and maintaining customer relationships from start to finish.
How to define your audience and get in front of the right people.
Being able to successfully determine and target the right people to approach is one of the most important aspects of a successful pitch. We discuss strategies and research techniques that will help you single out prospective customers who could benefit the most from a solar system.
- Customer research
- Finding businesses
- Getting heard
- Who can I pitch to?
- How to get in contact
How to utilise the correct marketing techniques in order land projects and successfully pitch to business owners.
We explore the psychology of selling, creating a meaningful sales story, and how to build strong rapport with potential clients through succinct speech and presentation.
- Visual vs audio presentations
- Selling the benefits of solar
- Sales psychology
- Building a story
- Making your pitch relevant
- How to market yourself
How to use a range of different tools that successful sales teams use to land projects.
Utilising industry resources to increase your chances of a sale is something that every sales person should be doing. We discuss and explain some helpful tools, such as: Nearmaps, Sunny Design and PV Sell.
- PV Sell
- Sunny Design
- In-class demos
Commercial vs residential
Understand the key differences when it comes to pitching commercial projects over residential.
Commerical projects are vastly more complicated than residential projects and it's important to be aware of these differences when pitching potential clients. Being familiar with financial terminologies and nuances is a must for anyone walking into a sales pitch.
- REC’S and LGC’s
- Financial Terminology
- Case Studies
- Solar leasing