Winning customers.
WHO BUYS
Households Small businesses Schools, clinics and institutions Telecommunications and industrial sites Agricultural operations
WHAT MOTIVATES EACH
- Households: reliability and reducing generator cost
- Businesses: operating cost and continuity
- Institutions: reliability and running cost
- Agricultural: pumping and processing where no grid exists
WHAT CUSTOMERS FEAR
Paying substantially and receiving a system that does not work The installer disappearing Not understanding what they are buying Components failing
WHY THOSE FEARS ARE REASONABLE
The sector has produced all of them.
WHAT ADDRESSES THEM
A documented design they can understand Reference installations they can see Clear warranty terms Evidence you will still exist Honest explanation of limitations
WHAT REFERENCES PROVIDE
Evidence nothing else can.
WHAT TO BUILD
A record of installations, with photographs and permission to refer.
WHAT TO AVOID
Promising complete independence from other sources Quoting on panel capacity alone Undersizing to win on price Overstating payback
WHY THE LAST TWO MATTER MOST
They produce dissatisfied customers who tell others.
WHAT TO EXPLAIN
What the system will and will not do, specifically.
WHY
Managed expectations produce satisfied customers even with modest systems.
WHAT TO MEASURE
Where enquiries come from Conversion Referrals
WHY REFERRALS SPECIFICALLY
They are the main source of work in this sector.
