Beyond the sale – How to build client relationships

Selling solar can be very challenging, especially if you are new to the industry, and salespeople are the face of the company, they are responsible for making the first impression on potential clients. The initial interaction between the salesperson and the client can make or break the deal. A salesperson who is able to build a rapport with the client is more likely to close the sale than one who does not establish a connection. By taking the time to get to know the client, the salesperson can better understand their needs and provide them with personalized solutions.

Building a relationship with your client is the first and most important aspect in order to succeed in sales. The ability to connect with your clients on a personal level can make all the difference in closing deals, and establishing a positive reputation for your company. 


Here are some points for building a relationship with a client.


The foundation of any good relationship is communication. Make sure you are in regular contact with your client, whether it be through email, phone, or in-person meetings. Listen carefully to their needs and concerns and respond promptly and professionally to them. 

Every customer is different, and their needs will vary. Some customers may be looking to save money on their electricity bills, while others may be interested in reducing their carbon footprint. 

Quick Respond Tip-
Always be sure to promptly answer phone calls and emails from your client. If you don’t have an answer to a question, respond anyway and let the client know you’re looking for the answer!


Build Trust

Building trust is essential in any sales process. Provide your customers with accurate and honest information about the products and services you offer. In the case of Solar energy, be transparent about pricing, warranties, financing and other important details. By being transparent and honest, you can build trust and credibility with your customers.

Stay Positive

Keep a positive attitude at all times with your client. If your project experiences challenges or delays, remain positive and solution-driven, to give clients confidence in your work. A positive persona should ease any worries your client has and motivate them to stay positive about the project themselves.

Show Value

Solar products can be expensive, and customers want to know that they are getting a good value for their investment. Show your customers the long-term benefits of solar energy, such as reduced electricity bills and increased home value. Highlight the warranties, rebates, and tax incentives that can make solar more affordable. By showing the value of solar, you can help customers understand why it’s a smart investment.

Respect Time

Your client’s time is valuable, as is your own. Set clear, consistent timelines for meetings, deliverables and other project elements.

Provide Next Steps

As the project progresses, make sure the client always understands what the next step is. It’s comforting to know what to expect, so having your expectations for the next phase of the project can help support clients.

Building relationships with clients is not only important for making sales but also for retaining clients. A salesperson who has built a strong relationship with a client is more likely to retain that client in the long term. Clients who feel valued and appreciated are more likely to remain loyal to the company and even refer to other clients.

Another benefit of building relationships with clients is the ability to upsell and cross-sell. By understanding the client’s needs and preferences, the salesperson can offer additional products or services that the client may be interested in. This not only increases sales but also strengthens the relationship between the client and the salesperson. Building a relationship with a client takes time, effort, and a commitment to providing excellent customer service. By following these points, you can establish a strong relationship that benefits both your business and your clients.

For more information on selling solar or if you’d like to attend our solar classes in Tampa Florida, click below!