Going solar is an investment, and it is commonly met with a series of objections, many of them the byproduct of misconception or perspectives askew. That said, building professionals should never let what a client fears intrude on facts.
The best way to handle an objection to solar power is to break down the roadblocks forming the objection. Here are some effective ways to tackle common objections about the value solar power has:
1. “I Can’t Afford Solar.”
If you can afford a power bill, you can afford at least half of what your power bill will cost, which solar, at the very least, makes possible.
Ask the person at what time and how long ago they drew the conclusion that they can’t afford it? The cost of residential solar has dropped by 70 percent between 2010 and 2016 and is still on the decline. You can also pay off part of the system with a solar referral program. Several of our customers have made $2,000 just by giving us three referrals that installed with us.
2. “I’m Getting a New Roof.”
Replacing the roof is something that will happen when you get solar. The conservative lifespan of one of our systems is 30 to 40 years, and, for instance, an asphalt shingle roof should be replaced every 25 years. Because of this, we offer to remove the system for the cost of labor whenever you need to replace your roof. Just to clarify, this is not a service that we or other solar companies profit from. The roof being able to support the panels is a good thing. If you bought the panels and had put them on top of a bad roof, you’d have to do a take down and reinstall. A new roof ensures you get the maximum ROI on the panels themselves.
3. “I’m Not Sure Whether I’m Interested.”
May I ask you one question? Are you satisfied with paying $1,000 to $2,000 every year to the power company for the rest of your life? If you’re 40, that’s $52,500 dollars on average. Most people don’t think this is something they can change. You can, but if you are satisfied with this situation, then I don’t think solar panels are right for you.
4. “Solar is Too Pricey/I Don’t See the ROI.”
When you are beginning your solar journey, you may be doing so with a set of underlying assumptions about the cost of solar power.
This all depends on what is important to the prospect. Return on investment? Return on impact? Return on incentive? What exactly are they grasping at? Stressing non-monetary features like security from battery backup, being able to power devices when the grid goes down and other options are helpful persuaders.
5. “I Thought it Was Free.”
Solar is an investment which, like any good investment, makes you money. Making money is always better than not spending it, which is all that any free item gives you.
There are some companies that do free solar panels, but we do not recommend that. Let me explain why. “Free” panels are really “leased” panels, so companies that do these systems don’t actually give you the panels. Instead, they own the panels, put them on your roof, then charge you for the power they produce. The solution we recommend is to purchase the panels through financing them (if you can’t pay with cash). After about 12 years, you own them and the energy they produce.
Your power bill will fluctuate, increase over time and be there forever. A solar bill remains at a steady amount for a few years and then you own the system, no more power bill.
Sunlight is free, but the solar panels and setup themselves are not. And, if you are connected to the grid, you will still have a small power bill no matter what. Remember, there’s a difference between going solar for zero down with no upfront payment and going solar for free. Community-based solar programs are the closest to free that you can get (aside from the ill-advised free solar panels).