Solar leads are homeowners who have asked for a quote on panels, a battery or both. The ones worth buying own the home, have a power bill in hand and are talking to few installers, so ask any provider how many businesses get each enquiry before you pay for one.
This guide covers where solar enquiries come from, how to tell a shared enquiry from an exclusive one, and how to count what you really pay for each installed system.
Where solar leads come from in Australia
Five sources cover most of it, and each has a trade-off.
- Quote-comparison sites. The homeowner fills in one form and several installers get it. Volume is easy. The homeowner is also comparing, so you are often one of a few quoting.
- Shared lead lists. The same enquiry is sold to a set number of businesses. Ask how many, and ask whether that number is in writing.
- Exclusive enquiries. The enquiry goes to one business only. Fewer comparisons, but you carry the whole cost of any enquiry that goes nowhere.
- Your own ads. Google and Facebook ads on your own account. You own the data, but you also own the testing, the follow up and the wasted spend while you learn.
- Referrals and past customers. Often the cheapest source, but not something you can turn up on demand. A past solar customer is also the natural buyer of a battery.
Comparison sites versus exclusive leads
The difference is the number of installers the homeowner hears from. A comparison form is built to produce several quotes. An exclusive enquiry is built to produce one. Neither is automatically better.
| Question | Comparison or shared | Exclusive |
|---|---|---|
| Installers quoting | Several | One, if the provider keeps its word |
| Homeowner mindset | Comparing prices | Depends on how the enquiry was gathered |
| Speed matters | Very, because a slow reply can lose the call | Still matters, less of a race |
| Risk to you | Wasted time on price checks | Paying for enquiries that never convert |
The word exclusive is only as good as the proof behind it. Ask how the homeowner found the form, whether they were told one business would contact them, and what happens if the same homeowner turns up with someone else.
What a good solar enquiry looks like
Five details separate a real job from a price check:
- Do they own the home? Renters and tenants cannot sign off on panels.
- What is the roof, and which way does it face?
- Roughly what are the power bills each quarter?
- Panels, a battery, or both? A battery on existing solar is a different job to a new system.
- When do they want it done?
A homeowner who can answer all five on a call is usually serious. One who cannot say whether they own the place is not ready for a site visit. For the wider method, see how to qualify building enquiries, and the solar and batteries page for the sample dockets we use.
Questions for any provider
- How many businesses receive each enquiry? Get it in writing.
- Does a person ring the homeowner, or does a form simply pass along what they typed? See what a verified lead should mean.
- How do you confirm the number is real and the homeowner owns the property?
- What is your replacement policy if the details are wrong? What counts as wrong?
- Can I speak to the homeowner first, or only after paying?
- Is there a minimum spend or a lock-in?
A provider that dodges the first question has answered it.
Rebates, battery and eligibility: what the homeowner must tell you
Rules here change, so read the regulator, not a sales page. Three points matter when you qualify an enquiry.
First, to claim small-scale technology certificates (STCs) the Clean Energy Regulator says you must be accredited and licensed. Accreditation is through Solar Accreditation Australia, and installers must also hold an unrestricted electrical licence in the state or territory of installation. The Clean Energy Council still runs the approved product lists, which the battery rules refer to.
Second, the regulator’s batteries page sets conditions on the job itself. Only one battery per premises is eligible for certificates, the battery must be new and on the Clean Energy Council approved battery list, and its nominal capacity must be between 5 and 100 kWh. Certificates can only be claimed on the first 50 kWh of usable capacity. The installer needs a battery endorsement from Solar Accreditation Australia.
Third, ask the homeowner what they already have. A home with existing solar, a meter that suits a battery, and an owner who is the decision maker is a clean job. A homeowner who has heard of a big discount but has not told you the make of their inverter needs a call, not a quote.
This is not legal or financial advice. Check the current pages for your state and your situation.
How to count cost per installed system
Cost per enquiry flatters the cheap source. Use your own numbers instead. Here is a worked example, not data about the industry:
- You spend $5,000 on a source in a month.
- It sends 50 enquiries. That is $100 each.
- You quote 25 and sign 4. The cost per signed job is $1,250.
Now take a source that costs $200 per enquiry, sends 20, you quote 15 and sign 5. You spend $4,000 and the cost per signed job is $800. The dearer enquiry won. Track enquiries, quotes and installs for each source for a few months before you decide where to put more money. Why quotes go quiet covers what happens in the gap between a quote and a yes.
Where PreBuild fits
PreBuild Systems finds homeowners for trades, rings every one who enquires, checks six things and sends each to one business only. See how it works.
Common questions
What are solar leads?
A solar lead is a homeowner who has asked for a quote on panels, a battery or both. The useful ones own the home, have a recent power bill to show and are talking to a small number of installers.
Are exclusive solar leads worth it?
They can be, if the homeowner really goes to one installer only. Ask in writing how many businesses get each enquiry, then count what you pay per installed system, not per enquiry.
Do I need accreditation to install solar and batteries?
To claim small-scale technology certificates you must be accredited by Solar Accreditation Australia and hold an unrestricted electrical licence in the state where you install. Check the Clean Energy Regulator pages for your situation.
How do I count the cost of a solar lead?
Divide everything you spent on a source by the systems you installed from it. A cheap enquiry that never installs costs more than a dear one that does.