Meet Ray Myers. In the high-energy world of solar sales, Ray and his team are shining stars. After starting as a sales representative at Michigan Solar Solutions (MSS), Ray now leads a team of high performing solar consultants. He’s the go-to guy for building trust with customers, educating them on solar and storage, training his team, and outshining the competition.
One area where Ray and his team have particularly shined is in attaching storage to their solar sales. As the headline of this post says, they’ve upped their storage sales to three times the national average recently. But how? You can read all about it in the full (ungated!) case study. Below, we’ll take a look at some of the high-level takeaways.
The need for trust and education
Ray knows that in solar sales, trust and education are as vital as sunlight. Customers need to see the light (literally and figuratively) on the benefits of solar and storage. His team needs to be armed with accurate, reliable information. If you’re in solar sales, you know these challenges all too well, right? The journey to build this foundation of trust starts with overcoming significant industry challenges.
Differentiation through accuracy and education
At MSS, Ray’s game plan was simple but bold: differentiate through unmatched accuracy and comprehensive education about solar and storage solutions. In a crowded market with complex technology, this was no walk in the park.
Overcoming challenges
Ray and his team faced a mountain of challenges:
- Educating homeowners on high-cost, one-time purchases
- Understanding intricate storage solutions
- Ensuring accuracy in projections
- Navigating strict interconnection standards
Ever had a customer come back because another proposal was more accurate or detailed? Missing out on the accuracy and efficiency needed to keep customers happy and maintain high referral rates is an all-to-common mistake. Other software might have led to the kind of inaccuracies that leave customers grumbling and deals slipping through the cracks.
Aurora’s innovative solutions
The game changer came when Ray discovered Aurora. With Aurora’s advanced tools, MSS could craft solar-plus-storage proposals tailored to each homeowner’s unique needs, automate pricing and savings calculations, and whip up accurate designs with AI and automation.
Implementing the solutions
Integrating Aurora’s solutions was a vital step for Ray and his team. They invested in learning the new tools and integrating the technology into their workflows. The process was smooth and efficient, ensuring compliance with regulatory standards while enhancing productivity. The effort paid off, leading to significant growth and success.
Impressive results
And the results? Nothing short of spectacular:
- 45% storage attach rate, compared to the 14% industry average
- 98% proposal accuracy in production estimates
- 70% reduction in design time, thanks to Aurora AI and automated simulation features
Imagine seeing these kinds of results in your own sales numbers. These achievements boosted MSS’s reputation, solidified customer trust, and turned satisfaction levels up to 11.
The greater impact
Ray’s journey with Aurora hasn’t just transformed his sales process — it’s part of a bigger mission. By promoting energy independence and reducing carbon footprints, Ray and his team are making a positive impact on the environment. Each proposal now represents not just business success, but a step towards a greener, more sustainable future for all.
In closing…
By not using storage solutions, solar sales teams like Ray’s could miss out on bigger deals and the chance to offer more comprehensive energy solutions to their customers. Ray’s story is a powerful reminder that with the right tools and a commitment to education and accuracy, the sky’s the limit in solar sales.
See all the results and get more actionable tips, check out the full case study (again, it’s ungated).
