energy solutions

infinity · Mar 19, 2013

I have come up against these twice recently. Both times well over inflated prices and underestimation on panel capacity of roof.

Customer i visited today, they had just seen him. Said he could have 6 panels, £10,000 which would earn him over £800/year from FIT alone!

I would like to cut their heads off!

dansk · Mar 22, 2013

I feel this industry of late has turned very double glazing.

Gavin A · Mar 22, 2013

just got knocked back from our second job in boro due to us being too expensive as a local firm is quoting £5k for a 4kWp system.

not worth doing it for that, particularly given the complex scaf needed, I guess this lot will be working off ladders etc then.

dansk · Mar 22, 2013

you don't need that kind of work mate, not at them prices, what sort of customer is that going to be? savvy? Im sorry to hear you lost the 75kwp becuase of some jerk not understanding poly/mono.

SRE · Mar 22, 2013

Gavin A said:
just got knocked back from our second job in boro due to us being too expensive as a local firm is quoting £5k for a 4kWp system.

not worth doing it for that, particularly given the complex scaf needed, I guess this lot will be working off ladders etc then.

We have exactly the same situation with wholesalers/installers. I won't buy kit off them and I don't quote if they are anywhere near. Not all customers are the same we got one on Monday that was almost 1k more than the cheapest (and it wasn't as cheap as your comparison Gavin) but I'd built a rapport with the customer and they wanted a quality installation.

finchy · Mar 28, 2013

I think differentiation is key, see what the others are offering and coming up with a list that makes you better. If a customer just wants price ypu need to educate them to realise it's not just price is quality and after care and accountability.

Energetic · Mar 28, 2013

We are struggling to get any feedback on quotes during this preiod. We get on well with people at the survey, we send detailed professional quotes including PVsol 3D shading models etc and hear nothing back, not even an acknowledgement they've received it sometimes.

We often chase with an email asking for feedback but never seem to get any, customers seem very cagey about telling us what system they went for.

SRE · Mar 28, 2013

Grit your teeth and ask at the time of survey if it's ok to call 2 days later when they have received and digested the information. Then ring when you said you would (through gritted teeth again

) and let them know you have a slot in w/c xx and would they like you to book them in. It's what I should do but I'm not very good - but that's why the shiny suits get the sales.

I know this seems a bit odd but a lot of the time I don't use send Pvsol info now - it's too confusing for the customer and in most cases they don't want to show their ignorance about how the whole thing works. They want to know that you've tried and tested your products and if they are good enough for you and they have built a rapport with you - then your recommendation is often good enough for them. I've got a couple of jobs recently by doing this.

As far as feedback goes - a sad voice and "where did I go wrong" will usually illicit a sympathetic response and answer. The last one I did with this told me that he'd asked 6 people to quote, each quote was within £500 range, he was totally confused by what was on offer and went with his mate's son who is a shiny suit for a national because "I had to chose someone and I felt like I had to go with him" We were the only ones that measured up, checked the electrics and the roof structure and advised that the inverter should go in the garage. Did this matter - no - he bought from a mate. I'm pleased I didn't go the extra mile with pvsol info, it would have been my wasted time.

I'm on a mission to learn from shiny suits!

finchy · Mar 28, 2013

Yeah your right, well that's what sets us apart from the nationals, salesmen !! Too much information and choice just confuses the customer clear simple facts ! how much do shinny suit people cost I'm willing to see what one could do for us, 3 months trial....