Your 2025 guide to selling Whole Home Electrification

In collaboration with Sunrgy Solar Distribution

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The solar market is rapidly changing, and homeowners are increasingly interested in whole home electrification solutions. From batteries and EV chargers to heat pumps, the demand for these products is on the rise.

In this blog series, we'll explore the benefits of whole home electrification and provide tips on how to talk to your customers about it. We'll discuss the latest trends, including new NEM rules and time-of-use regulations that are impacting the solar industry. By diversifying your business and embracing whole home electrification, you can stay ahead of the curve and weather the solar coaster.

Here are 7 expert tips on how to talk to your customers about whole home electrification like a pro.

Tip #1: Are batteries right for this homeowner?

‍Understanding your customers needs and the available incentives are critical to successfully selling storage. First, we suggest creating an accurate model of the home’s energy use. Utility bills are useful but you may also want to fully model individual loads at 15 minute interval data. Websites like Green Button can help you track down this data easily. Proposal tools including Aurora and Energy Tool Base can integrate with Green Button to pull this data right into their performance models.These tools also allow you to precisely model solar and storage performance to reflect specific incentive and utility compensation. This is especially important in areas with more complex structures like time-of-use or the Massachusetts SMART program. Does the customer want to go fully off grid? What about battery backup? That requires some more specific considerations.

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Tip #2:  Designing for battery backup

So your customers say they want backup power.  First, make sure to educate your customers on storage. Many assume that solar alone will offer their home backup power in the event of a power outage, but of course this is not the case. Make a point to ask the customer what their goals with their PV system are. If you’re talking only about ROI, the customer may be silently assuming backup is a given.In designing a battery backup system, it’s key to get a firm understanding of your customer’s exact loads. And it's even more important to be frank about how much energy will be provided. For example, 1 Powerwall will only back up the essentials, like a single kitchen circuit, and for a short period of time.  If the customer wants full home backup, that could look like 10 or more Powerwalls!

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Tip #3:  Selecting the right battery for your customer’s needs

Once you know the total kwh needed, there is one more consideration needed to size your battery- depth of discharge. This is the maximum draw you can take off a battery to maintain its health and preserve the intended number of lifetime cycles. If you draw past the advised DoD, you will get fewer cycles out of your battery over time.Lithium batteries can handle close to 90% depth of discharge, while older battery chemistries like lead acid typically advise 50% of DoD. So if you needed 9kwh/day, you could use a 10kwh lithium battery or an 18kwh lead acid battery.Talk to your distributor to understand the latest battery technologies. A more expensive battery may yield many more life cycles, so it’s helpful to calculate the cost per lifetime kwh and present these options to the customer.

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‍Tip #4: The Rise of EV Integration in Solar‍

If you haven’t made the leap into installing EV chargers, it’s time to start. They’re simple and quick to install and may allow you to sell a larger solar PV system to support this new load.

In addition, new bi-directional EV chargers are starting to make their way to market, allowing some EV owners to use their vehicle as a battery in outage situations. The Ford Lightning is the best example of these but it does require specialized equipment to be able to be truly bi-directional.

It may be worth your time to develop relationships with local EV dealers- like the other local vendors mentioned in our past videos, they may be a great partner for new leads.

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‍Tip #5: VPPS - the future of solar equipment

So what is a VPP? VPP Stands for Virtual Power Plant. VPP’s are exciting because they allow homes with battery storage to band together and act as a peaker plant - providing excess power to the grid when it needs it most. This replaces the dirty and costly gas-fired peaker plants that have historically suited this need.

The best thing about it, homes in VPP programs can get paid to participate in these programs. The amount of compensation can range from a hundred dollars to thousands of dollars a year depending on the VPP program.

VPPs are not yet wide-spread but they are growing.  So make sure you know if your utility is running a program that you can offer your customers.  If you do pursue VPP projects, be sure to check with your distributor to ensure that the equipment you install supports this advanced functionality.

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Tip #6:  Incentives for whole home electrification

There are a whole slew of federal, state, and local incentives for whole home electrification that you can offer your customers. 

Across the US, the Federal ITC covers batteries in addition to solar PV equipment, saving many consumers 30% off their system. There are also plenty of local incentives for batteries. For example, Illinois has a $300/kwh storage rebate, and British Columbia has similar incentives. Local incentives can also be found for EV chargers. Austin Energy in Texas covers 50% of the total installed cost of a new EV charger!

And don’t forget there are new IRA incentives for heat-pumps to help offset some of the up front costs of installing these energy-efficient units. Overwhelmed and afraid of missing something? Your local solar advocacy groups, such as state-level SEIA organizations, can be a great resource.

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Tip #7:  Navigating the shifting energy equipment market

How can you navigate the ever-changing landscape of whole home electrification opportunities?  Work with a good distribution partner.

Set regular check-ins with your Account Rep to stay ahead of industry trends. When the rep understands your needs, they can be more proactive about sharing opportunities to secure products or score a deal on discounted equipment.

Distributors also receive regular training from manufacturers and can fill you in on product and market updates - from the latest in storage technologies to new home electrification products. 

Another tip? Set up partnerships with other service providers like HVAC installers, who have experience with heat pumps and other items your customers might be curious about.This creates cross-sell opportunities - you send them heat pump leads and they can send you solar leads- a win for you, your partner, and your customers!

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‍Conclusion

As the demand for whole home electrification continues to rise, it’s essential for you, as a solar professional, to stay ahead of the curve. By offering innovative solutions like solar batteries, EV chargers, and heat pumps, you’re not just helping your customers save energy; you’re positioning your business to thrive in an evolving market.

Ready to elevate your business? Bodhi is here to help you take the next step. With a platform that simplifies customer communication, boosts operational efficiency, and delivers exceptional experiences, we’re committed to helping you exceed customer expectations while making life easier for your team. Talk to us today and see the difference Bodhi can make!

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