Finding large roofs ready for solar panels
Facility & energy

Finding large roofs ready for solar panels

An experienced installer wanted to move beyond word of mouth and target larger companies with real roof surfaces.

Mission
B2B prospecting
Period
2019 – 2023
Languages
FR · NL
Area
Belgium
1,420Companies approached
1,440Conversations with decision-makers
111Qualified meetings
8 %of conversations lead to a meeting
The context

A good product, little prospecting

Direct installation or third-party financing, in-house fitters, charging stations as an add-on: the offer was strong, with a return of around 7%.

Salespeople worked mainly on referrals. An in-house attempt at cold calling had produced no results.

The challenge

Not calling blind

An installation only makes sense above a certain roof size and energy use. The right sites had to be found before the first call, then the decision-maker, who differs depending on whether the company owns or rents.

Our approach

Qualify before calling

  1. Mapping the roofsAerial view, activity and site size to estimate the available surface (over 3,000 m²).
  2. Energy criteriaConsumption above 350 MWh a year and a high price per kWh: the most profitable sites first.
  3. Owner or tenantA question asked early, to know who really decides and avoid dead-end meetings.
  4. Presentation meetingsListening to the need, a presentation and a first price estimate during the visit.
A PHCom prospecting campaign is prepared with the client
Every campaign is prepared with the client: targets, pitch and meeting criteria.
The results

From company list to meeting

Companies approached
1,420
Conversations with decision-makers
1,440
Meetings booked
111
Quotes issued
75

1 conversation in 13 leads to a meeting

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