It is essential that every company prepares commercial proposals to offer its products and services to the market, whatever it may be. The commercial proposal meets the need to determine the price of a product or service, as well as the form of payment to be made.
How do commercial proposals work in the solar sector?
The solar energy requires personalized proposals, with previously processed information. The proposal should be seen by your future client as a tool to support the investment, serving as an aid to the seller in the process of generating trust and differentiation, with the purpose of directing the deal towards closing.
Myths about the commercial proposal
- Just a price quote;
- Only a company presentation;
- This is a technical specification;
- It is presented as a list of products and services.
What should a commercial proposal consist of?
In commercial proposals for the sale of photovoltaic generators, there are some fundamental points to be considered and required, namely:
- Customer's full name;
- Basic data of the consumer unit: address or location, type of tile, type of electrical supply, average monthly consumption;
- Solar design: average monthly generation, total power in kWp, percentage of generation versus consumption;
- List of materials and services contained: brand and model modules e inverters;
- Description of services;
- Warranty of equipment and services;
- Financial summary: savings generated on the account, financial return time;
- Necessary investment;
- Payment method/: include a financing simulation here;
- Validity of the proposal;
- Everything that sets the company apart;
- Disclaimer: with all premises used, items not included, general details.
Furthermore, it is recommended to use a standardized communication language, that is, a professional one. The commercial proposal has the mission of understanding the client, knowing what is relevant and important to them and what the object of comparison is. It should consist of a speech followed by action, so that the client feels secure in the face of what was promised. And, finally, the proposal must be constantly updated.
An answer
Without a doubt, the commercial proposal must be made with the utmost care, as it represents the company's business card and should never sell something that is far from reality. It's called sugaring the pill. Creating false expectations is a mortal sin that compromises a company's name in ways that may be irreversible. It must have technical language that is as understandable as possible for the client, who is often new to the subject. Above all, highlight the values of economic benefits that everyone undoubtedly understands. Ultimately, it is what is of greatest value to the customer. This does not mean that technical quality is secondary. Trust cannot be bought, it is earned.