Most common mistakes RES companies make in bidding for customers
Studies show that renewable energy sources such as solar, hydro, wind, biomass and geothermal energy (RES) are our future. Energy from other sources is, unfortunately, environmentally unfriendly, and even leads to constant poisoning of the natural environment. On top of that, it should be pointed out that energy or heat prices are increasing more and more drastically every year. So for years, in concern for both the environment and finances, renewable energy sources have just become popular.
In recent years, Poland has seen a significant growth in photovoltaic companies, which offer solar panel installations to provide energy from this very renewable source, thanks to the sun’s energy. There is a high demand in the market for the services of installation companies. The supply of these services means that many companies but also many sales representatives in recent years have changed their business profile precisely to the photovoltaic industry. So suddenly there were companies organizing and installing photovoltaic systems on the market. Consumers, given a choice, choose those companies that offer not only an attractive price but also top-quality service. What steps should PV companies take to succeed in a fiercely competitive market?
Problem with bidding Customers interested in photovoltaic installation
A major obstacle to success in the photovoltaic installation market is outdated methods of operating and offering interested customers the service. Let’s assume that a person potentially interested in a photovoltaic installation finds a lead to a sales representative of a company engaged in the installation of such a system. A customer calls a salesman who arranges a meeting in 3 days. He arrives an hour late. The salesman takes measurements and promises to send an offer by the week. The client received a quote made in an excel file by email after 2 weeks. At that time, neither the salesman nor any other person from the company made contact with him. Because of the attractive price despite the shortcomings, the customer decides to use the company’s services. After a few days, he is contacted by a company employee to arrange a date for the installation. The customer has to go to the company’s headquarters to sign the contract, because the salesman unfortunately can’t come. The assemblers do not arrive at the agreed time. The customer hears an apology because the employee forgot to call and inform him of the rescheduled date. After the final installation, it turns out that the price of the service has increased by 10% due to an error in the calculation of the prepared bid.
You can find a huge number of such stories on the Internet. In addition, in private life we also hear similar stories from family or friends. Because will the customer described above recommend the services of a particular company to friends, family or give a positive review on the Internet? Unfortunately, no. Poor customer service, long waiting times for an offer or an error in an offer may not be due to ill will or ignorance, but only to outdated methods of operation leading to many organizational and management problems. However, this is an issue that can be easily solved with innovative information systems.
Making an offer in the PV industry in the CRM system
A CRM (Customer Relationship Management) system is a system for managing customer relationships. It not only streamlines business management, improves customer service, but also modernizes and improves the quoting process. With the high level of competition in the market, it is the process and process of submitting a bid that is crucial in deciding whether to work with a PV company.
A CRM system such as SalesWizard is an innovative IT system that will help a company significantly improve the quality of customer service and improve the process of preparing, submitting and executing an offer.
- Each customer has its own thread in the system, with all contact history. This will ensure that customer service will run smoothly and in a timely manner.
- The system includes a web-based bid editor. All you have to do is enter a few parameters, personalize the offer and send it to the customer’s email address. The company has the ability to check whether the person has read the message.
- A potential customer does not have to wait a week for an offer. He can get acquainted with it at a time and place convenient to him. The sooner a customer receives an interesting offer, the greater the chance that he or she will not start looking around for a competitor’s offer.
- With the ability to electronically sign the contract, the customer will not have to go to the company’s headquarters, and there is no need to engage a salesman to do so. Such an innovative method also promotes an increase in the percentage of contracts signed at the company.
- Thanks to the CRM system, both in times of the coronavirus pandemic and in the absence of time, the ability to bid online is convenient for both parties.
SalesWizard CRM – a CRM system for the photovoltaic industry.
SalesWizard CRM is an innovative web-based software for companies in the installation industry, including the photovoltaic industry. What does a PV company gain by implementing SalesWizard CRM?
- Access to all key information (customer data, notes from conversations with customers, documents, offers, contracts) possible from the position of a web browser 24 hours a day.
- Numerous functionalities to improve the customer experience (ability to set tasks, prepare notes, reminders).
- Better organization of the work of employees and salespeople and also considerable time savings.
- Streamlining the sales process (timely contact, online quoting, signing contracts electronically).
- Saves space (documentation is kept securely in the system, so there is no need to keep stacks of paper documentation.
- Saving money (online quoting and signing contracts online means less paper, less postage, less fuel expended).
- Increase the number of customers and profits by streamlining the management and sales process and through better customer service.
- Provide consumers with the highest quality service by taking care of their needs and expectations.
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