Director of Communication & Corporate Development Solaris Energy Fort Collins, Colorado, United States
Closing a sale has to do with meeting a customer's needs. How can our industry best meet C&I customer needs to increase solar adoption in the sector? A vast majority of commercial properties don't end up choosing solar energy due to perceived excessive upfront costs and/or lack of knowledge about incentives. In addition, fully understanding the intricacies of all the available options and their associated benefits is a difficult job for a salesperson to explain and can lead to paralysis by analysis for clients. In turn, the needs become clear: lower upfront costs, experts in incentive opportunities, and simplified communication.
Offering to customers and educating salespeople on Power Purchase Agreements (PPAs) appears to be one way those needs are met. This creative and well-developed financing tool allows customers to pay little to nothing upfront and work with experts in the industry that can monetize incentives. Financiers & developers can help by educating more salespeople on how this simple financing structure works and how to best present the option to customers. Equipping salespeople with this knowledge will ultimately lead to better communication with customers, more deals getting done, and more projects getting built. In this poster learn about this solution and the research behind it.
