Just the other day, I was speaking with a seasoned solar pro who was frustrated with her solar leads. She’d purchased a batch from a third-party service, but they were non-exclusive and leads were being inundated by multiple installers all in one day. With her other leads, many were folks just window shopping.
It’s a familiar story for many in the solar industry. In the current economic environment, the quick sale is rare. While lead generation can help you fill your pipeline, lead nurturing is what now truly turns prospects into customers. In fact, the difference between hitting (or missing) your sales goals often comes down to having a repeatable process that keeps prospects engaged, excited, and informed until they’re ready to make a decision.
Below, you’ll find our seven key steps to help you transform every single lead into a raving fan.
Step 1: Link social media posts of relevant topics to dedicated landing pages
The first rule of social media for leads is to post timely and relevant content. If you’ve got a winter storm brewing in your region, try posting about backup battery options. If there’s a big summer heat wave, talk about how solar panels can help homeowners beat skyrocketing electric bills. Timely posts catch attention because they tap into what’s on your audience’s mind right now.
Always link to a landing page where curious viewers can learn more. Even if the post is brief, give them a clear next step to follow.
Pro Tip: Consistency matters more than perfection. If your last post was from 2021, potential customers might assume you’ve stopped operating. Keep up a regular cadence—whether that’s every day, once a week, or a couple of times a month.
RELATED: Your comprehensive guide to solar marketing in 2025
Step 2: Build landing pages dedicated to each campaign
Once you have your lead’s attention from socials, you’ll want to educate them. That’s what a landing page is for. It’s different than your website because the content is highly focused on the topic that piqued their interest and has a clear call to action to turn that visitor into a lead.
For instance, if your post is about battery backup to help folks weather a storm, the landing page should dive deep into backup power benefits—maybe even include a testimonial from a customer talking about how well their battery performed during a recent blackout.
On the landing page, include an intake form. Fight the urge to require too many fields. Conversion rates drop off dramatically with each extra field you require. Name, email, and phone number is really all you should ask for. You can also embed a calendar for those very interested to schedule their own consultation.
You can create landing pages from the service you’re using to host your website, or many CRMs like Hubspot allow you to create landing pages as well.
Step 3: Maintain good Google reviews
Step into your prospect’s shoes: They see your social post, click the link, and like what they see. What’s next? Checking Google reviews! High-scoring, authentic feedback builds trust and even helps your SEO—allowing new prospects to discover you more easily.
First, make sure your customers are happy and you’re directing them to leave 5-star reviews. Once a review comes in, how you respond matters. Be sure to thank positive reviews, but also be sure to address negative reviews- not only to make things right with the disgruntled customer, but to explain the circumstances. Finally, you can dispute Google reviews to have them deleted- examples are multiple reviews in a short time frame from one person, or inaccurate reviews with no record of doing actual business with you.
Pro Tip: A sentiment-tracking feature (like Bodhi’s AI insights) can tip you off if a customer is turning sour, giving you time to fix issues before the customer vents publicly.
Step 4: Sync your leads to your CRM & Bodhi
You’ve captured a new lead. What comes next is critical. You don’t want that lead sitting in limbo on some spreadsheet or even some email notification. You want to take action quickly.
The first step is ensuring the lead info is captured from the lead form into your CRM. For example, Hubspot has built in forms that you can embed, or you can build an easy automation with Zapier. Don’t worry about elaborate CRM setups—what matters most is that leads are captured reliably and quickly.
Once the lead is in your CRM, an API webhook can automatically trigger your lead nurturing journey in Bodhi. That way, the right follow-up touches fire off at the right times without you needing to manually step in.
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Step 5: Be first in the speed-to-lead
When the new lead comes in, the clock starts ticking! Did you know 78% of customers purchase from the vendor that responds first? It’s called speed-to-lead, and it’s a game-changer. Research shows that the sooner you contact a lead, the more likely it is to convert. Responding within the first minute has been shown to increase lead conversions by 391%!
Nothing replaces human interaction, which is why we suggest calling leads as soon as your team is able to. But what happens when the lead does not pick up or if your sales rep is busy with another customer? That’s where an automated lead nurturing journey ensures you never miss a beat. Create a touch in Bodhi that acknowledges their interest and what to expect next which is a phone call from the sales rep.
Step 6: Drip trust-building content
So you’ve made contact—your goal now is to build trust. You don’t want to just keep nudging them with calls to meet or talk. Rather, using Bodhi, you can schedule and drip a series of informational emails, texts, or even short videos.
Here are a few key areas to focus on for building trust:
- First, start with information about the company. A video from the CEO or of key team members is a great place to start.
- You can also add value with educational info -such as an article on the 7 things to consider when adding a battery or the top things to look for when choosing a solar contractor.
- Finally, don’t underestimate the power of a testimonial from a happy customer.
Pro tip: make sure to drip relevant info. If they’re interested in batteries, don’t send them info only about solar or EV chargers. Create different customer journeys for different campaigns or product lines.
Step 7: re-engage old leads
Just because someone walked away before doesn’t mean they’re gone forever. Life situations change—maybe they were waiting on a bonus or maybe they didn’t have time to research fully. That’s why it pays to set up an automated system that can re-engage leads after a specified period of time.
For this, you can build a “closed-leads” journey in Bodhi that can reach back out to a closed lead after a set amount of time, like 6 months or 1 year. That way your talents are used where the most promising leads are, and Bodhi can dig up any folks who may have reconsidered with no time or effort spent!
It’s also important to re-engage if you have a new promotion to offer like a new battery or if the utility rates have spiked in their area.
Final thoughts
Solar lead generation is about more than just fishing for contacts—it’s about showing you understand your audience’s real-world concerns, guiding them along every step of their journey, and building trust until they’re ready to say “yes.” A solid nurturing strategy ensures those prospects become delighted customers who will sing your praises to others.
Ready to see how this could work for you and your sales team? Talk to us today and see the difference Bodhi can make!
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