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4 Step Strategy to Generate Daily Solar Leads
4 Step Strategy to Generate Daily Solar Leads
Who out there receives a new inbound for solar every
day?
What are the four steps?
1. Laying the Foundation2. Local Maps Optimization3. Facebook Ads4. Lead Nurture Automation
In the next 30 minutes learn...
● How you can generate more leads from your current website.● How you can increase your local search visibility and organic leads.● How you can set up an automated solar lead generation system in a week.● How to set up lead nurturing to increase your conversion rates.
Who is this for?● Solar companies with a good reputation seeking a lead generation strategy
with a competitive advantage.● Any solar provider struggling to increase profit due to increased costs and
growing competition.● Any solar provider looking to diversify their lead generation.
Who is this NOT for?● Companies with a spotty reputation or known for doing sub par work.● Scattered businesses lacking commitment; doing one thing this week and
another thing the next week.
Who am I?● Founder of Simple Tree Digital● Solar Lead Generation Specialist● Environmental Media Publisher● Co-owns Video Production firm
What We Know
Buying Solar Leads Isn’t Perfect● Non-exclusive leads frustrating for both the sales rep and customer. ● Expensive, but still profitable.● Quality will vary, they don’t pick up the phone, but you still pay for the lead
(sometimes).● Creates a less an ideal system to getting customers.
Door to Door Isn’t Perfect● Relying on 1 stream for leads...● High cancellation rates common...● Can result in emotionally sensitive reviews... ● High turnover rates with your reps common...
R.I.P Websites without a Traffic Strategy
● Wasted space unless your website is generating traffic. (can only serve as a business card)
● Websites are becoming more obsolete. (Google Maps, SolarReviews, Yelp..)● Websites still validate brand authenticity, trust, and drive sales.
○ Social Proof (video testimonials, trust icons, embedded reviews...etc)○ Conversion Levers (live chat, incentivized email sign capture, retargeting)○ Link to a Sales Funnel NOT a Form
Step 1. Laying the Foundation
“What is Conversion? It’s a Commitment.”
Billy Robbins, Intent Company
Create Trust Through Micro Commitments● Break Up Our Forms into “Micro Commitments”● Use our Call to Action Website to Point them Toward a FUNNEL
○ Call to Action >> “Calculate My Energy Savings”○ Collect their Information in Increments (Can amass much more!)○ “Roof Shade Checker” for Address○ Then name, email, phone...etc○ Thank You Page CRO
■ Using a video to connect with the lead when they’re at their most excited AND vulnerable. (thanking them, next steps, sign up for a webinar..etc)
Step 2: Local Maps Search Engine Optimization(Local SEO)
Why Local SEO?(Because Far Along in Sales Cycle & Low Cost, Quality Traffic)
Google My Business (GMB) = #1 Organic Lead Driver● More than 50% of search queries globally now come from mobile devices.● 46% of all searches on Google are seeking local information.● 86% of people look up the location of a business on Google Maps.● 92% of searchers will pick businesses on the first page of local search results.● Between 20% and 25% of organic traffic converts to a lead.● Search beats social media by more than 300% as a traffic source. (imForza)● 56% of local stores are yet to claim their local listing on Google.
Article source: https://seoexpertbrad.com/local-seo-stats/
Google Maps Dominates Mobile
The SEO House
The Foundation of any SEO House is keyword research; having a clear understanding of where we need to be (the destination), and reverse engineering our way there (the strategy).
Luckily searches for solar are simple.
Top 3 SEO Mistakes Solar Companies Make● No Optimized Homepage Title Tag
○ “Home - XYZ Solar”○ vs. ○ “Solar Company San Antonio & Texas- XYZ Solar”
● No Google Map Embed● Inconsistent Name, Address, Phone Number
● No Facebook Pixel!● Website’s On-Page SEO vital for communicating trust to Google My
Business listing.
Most Solar Websites Just Need On-Page Tweaks
On-Page GMB Checklist
Multi-Location SEO● Verified GMB Listings without a
Requiring Physical Office● Create city pages:
xyzsolar.com/houston● Apply local SEO program
○ Unique Name, Address, Phone
○ Local SEO Program
SEO Summary Must Do’s:● 1. Verify Your Google My Business Listing● 2. GMB On-Page Checklist● 3. Get Reviews - Ask friends, family, old clients.
Step 3: Facebook Ads Campaign
- People Spend an Average of 35 Minutes on Facebook Each Day
- People Access Facebook an Average 8 Times Per Day
- The Average CPC for Facebook Ads Is $1.72
Are Homeowners with Disposable Income on Facebook?
- 125.4 Million 35+ on Facebook
So...of the 125 million over 35 who make over $100k, ~85% of them are on Facebook.
$7 Cost Per Lead
Adwords vs Facebook
● Google Ads (expensive…)● Facebook Ads - Great for residential. Can produce very cost effective leads...
$3 - $30 leads, varies on geography.● Display Networks - Work wells with the proper funnel.
Math…assume:
Google average cost per click for solar = $10
Assume 10% conversion rate.
So 10 clicks = 1 lead
10 clicks x $10 = $100
That’s a $100 Lead.
We’re generating $7 form leads.
Keep Copy Simple, Reiterate E-A-T (Expertise, Authoritativeness, Trustworthiness
Here’s the 3 Step Facebook Ad Process
● Set Up Ad Account● Gather Authentic Images/Video● Create Lead Form Ad
Step 4: Lead Nurture Automation
● SMS Confirmation After Form Submit● Form Submits to Call Backs● Email Campaign (pre educate them further)● SMS Notifications to Sales Reps
Remember: We Don’t Need to Reinvent the Wheel● Reiterate what’s working.● Solar many good solar companies out there, who just aren’t good at
marketing.● Imagine having a system built custom to you, running on its own, (just like the
solar systems you build) sending your reps inbounds. ● Find what works, and replicate.
Daily Solar Leads Summary● Step 1. Laying the Foundation
○ Trust Signals ○ Micro Commitments
● Step 2. Local Maps Optimization○ Verify GMB Listing○ GMB On Page Checklist○ Build Reviews
● Step 3: Deploy Facebook Lead Form Campaign○ Gather Images/Video○ Set Up Ad Account○ Build & Launch Campaign
● Step 4: Set Up Lead Follow Up Automation○ SMS, Email, Call Backs
Apply for Our 100% Free Marketing Audit from Simple Tree
● Visit mysolarpipeline.com to Apply for our○ Free Marketing Audit
■ Complete customized audit showing the steps you need to take in 2019.
○ Free 2 Week Leads Trial■ Anyone approved for the audit qualifies.
○ Free GMB OnPage Checklist● First come first serve, can’t work with competing service areas.
