sunMAX - Pre-Sale: Ideal Home Solar Customer

Background

Across the world today, the renewable energy market for residential customers is growing at an unprecedented rate, for 4 primary reasons, including:

  1. Rising costs in energy from power companies
  2. Decreases in cost, (of renewable tech) as well as
  3. Improvements in efficiency of renewable technology
  4. Financial incentives for investment

Grid Parity occurs when the cost of renewable energy systems such as Grid-Tied Solar, drop to, and more often below the energy costs charged over the long-term, by local power companies, or, Utilities.

Ubiquiti’s sunMAX residential platform empowers ISPs to begin selling Solar to their customers. The revolutionary cost spreads Grid Parity to states, regions, and countries where renewable energy systems were previously not possible, effectively democratizing solar 'for the masses'.

Questions to Qualify Leads

Despite the cost-savings for residential solar in grid-parity locations, some customers may not be qualified for system installs.

To qualify leads, here are 5 quick questions you can ask the customer:

  1. Are you a homeowner?

    Working with the homeowner is essential, since renters are legally restricted from signing off on contract work on the property.

  2. What is the address of your property?

    Knowing the address also allows the sales rep to quickly identify via Google maps the location and orientation of the roof, as well as check whether significant shading is present.

  3. What is your average monthly utility bill and your electricity rate?

    The long-term cost-savings of solar energy systems necessitate that the customer have an Electricity Bill sufficiently high to significantly offset supply charges due to energy consumption.

    Although this varies greatly due to different rate structures and incentives, an ideal customer may be somewhere in the range of $100 per billing cycle, and / or a supply rate of 12¢ or more per kWh.

    As early as possible, you should examine the customer’s electricity bill to determine whether or not a PV system is viable.

  4. Is your roof in good condition and free of shading?

    A poorly-maintained roof can lead to a myriad of problems, such as leaks for the homeowner, as well as safety concerns for workers.

    And while the PV system may not cover the entire rooftop, ideally, the intended area for install should be free of shading, if not, minimal shading for short periods.

  5. Do you have a credit rating above 650?

    Because most customers will require a loan to finance the PV system, the customer should have a decent credit score, although this is optional, should the customer have sufficient cash on hand to buy the PV system.

Assuming the customer meets these requirements / pre-requisites, arrange a time to meet, during which you can:

  1. Inspect roof, making sure it’s in good condition and free of shading
  2. Estimate electrical home-run requirements (ex. conduits)
  3. Examine the main AC Panel, ensuring it supports two additional breakers rated to 20A (per end-run).
  4. Finally, obtain a copy of the electricity bill

To review:

  1. These five questions help quickly qualify a potential lead:
    1. Are you a homeowner? If so, then
    2. What is the address of your property?
    3. What is your average monthly utility bill?
    4. Is your roof free of shading & in good condition?
    5. Do you have a credit rating of at least 650?
  2. Assuming the customer satisfies these requirements, arrange a time to meet and run a solar site survey.