Marketing And Selling Solar Storage: 3 Tips

Leading solar installers are utilizing the Energy Resilience trend to pitch storage as a way to boost energy resilience.

FREMONT, CA: Battery storage is becoming increasingly popular. However, while most installers offer storage as part of their solar solutions, many don't have a clear quoting and selling storage process.

Step #1: Sell Peace of Mind: The main motivation for purchasing battery storage is "peace of mind." However, we've found that "peace of mind" means different things to buyers.

Hence it's crucial to identify exactly what your specific customer needs before you try to sell them on storage as a solution. There are three main driving factors that equal "peace of mind:"

1. Energy Resilience

2. Personal Safety and Wellbeing

3. Local Emergencies and Disasters

Customizing your messaging to whichever of these three motivating factors resonates with your specific customer is crucial. Here's how:

Energy Resilience: The work-from-home trend has made our homes into offices, schools, and daycare centers.

Therefore, we rely on our home's power more than ever. Leading solar installers are utilizing this trend to pitch storage as a way to boost energy resilience.

Personal Safety and Wellbeing: Having access to power can be an emergency. Today, many Americans require electricity for medical reasons, and storage can make those homeowners feel safe by removing the worry of a potential outage.

Local Emergencies and Disasters: One of the most normal reasons people buy storage is to defend themselves from disasters. Homeowners are growingly becoming at risk for blackouts because of natural disasters. In such a case, battery storage can provide a sense of security, knowing they'll still have access to power should the grid go down.

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Step 2: Know Your Offering: When selling storage, it is critical to be well prepared.

Research the product's features, advantages, and benefits, but also the prospect.

The customer has said they want a reliable manufacturer, bringing up the company's history. Many homes this brand is backing up across the country. Any awards or accolades can be greatly beneficial. Emphasizing this and local rebates and incentives will usually build the trust needed to close the sale.

Step 3: Streamline Your Sales Process: Despite the growth in demand for storage, many installers are still contending to find an efficient process for selling solar + storage. There's no standard method in the industry today. Installers usually have to use multiple tools to create a single proposal, sometimes even paying for additional software just to close a sale.

In response to these challenges that installers face, Aurora has added a dedicated battery storage feature to their platform. The recent storage feature enables users to examine load offset, calculate the overall system price (solar + storage), and make battery sizing guidance from one of the industry's biggest battery and inverter databases.

The tool also makes it simple to create a custom proposal with accurate backup sizing based on the customer's needs. In addition, it has a built-in backup calculator that shows you – in real-time – the battery system price and size of the batteries necessary for the customer, enabling you to scale up and down for the client based on what they prefer and their budget.

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