Following up on a solar quote when the client says it’s too expensive
Two solar quotes for the same power can differ on panels, inverter, mounting and paperwork. Compare the cost per year of production, not just the total.
- 3 ready-to-send follow-ups
- An email and a text for each
- Gaps flagged in [brackets]
The three follow-ups to send
Copy them as they are, or tailor them with the generator below. Fill in the highlighted parts before sending.
- 1Day 2
Show what’s included
Channel: Call, then emailEmailSubject: What's included in your quote
Hi [First name], Thank you for being straight with me about the budget for your solar project. Before comparing figures, here's what your quote includes: the panels, the inverter, the mounting system, installation, the grid connection paperwork and production monitoring. If you have another quote, it's worth checking it covers the same things. When it doesn't, that's often where the gap comes from. And if the budget is the real limit, I can look at a smaller system to start with, or a different inverter. Shall I prepare an adjusted version? [Your name] [Company]
Text messageHi [First name], it's [Your name] from [Company]. About the budget for your solar project: I can look at a smaller system to start with, or a different inverter to bring the total down. Shall I send you an adjusted version?
- 2Day 7
Find the line that’s in the way
Channel: TextEmailSubject: A line to look at again?
Hi [First name], Have you had a chance to compare the quotes for your solar project? If one line is still a sticking point, tell me which one. I'd rather adjust the scope than cut corners on quality: for example, a smaller system to start with, or a different inverter. [Your name] [Company]
Text messageHi [First name], it's [Your name] from [Company]. Have you had a chance to compare the quotes for your solar project? If one line is still a sticking point, tell me which and I'll see what I can do.
- 3Day 21
Make a last offer, then let go
Channel: EmailEmailSubject: One last word about your solar project
Hi [First name], I'm getting back to you one last time about your solar project. As a reminder, the prices are valid until [date]. If the budget is still the sticking point, my best option is a smaller system to start with, or a different inverter, keeping what matters most in the project. If you've chosen another company, no problem at all. Could you tell me in one line what made the difference? It really helps me. [Your name] [Company]
Text messageHi [First name], it's [Your name] from [Company]. Last message about your solar project: the prices are valid until [date], and I can still look at a smaller system to start with, or a different inverter. Shall I keep your file open?
What’s going on, and how to respond
“Too expensive” often means “I don’t see what I’m paying for” or “the other quote looks cheaper”. Before talking discounts, show what’s included and compare like for like. Then, if the budget really is the limit, adjust the scope rather than the price.
Three things to keep in mind
- Call first: a price objection is easier to understand by voice. Then confirm in writing.
- Compare like for like: list what your quote includes that a cheaper one might leave out.
- Offer an option (scope, phasing, materials) rather than a discount: you keep your margin, and the client stays in control.
Tailor these messages
Add the client’s name, your company and the project, and adjust the timing: you get the message to send now, and the rest of the sequence.
Your messages will appear here.
Fill in the form: you’ll get an email and a text to send now, and the next follow-ups to plan.
Where do your customer inquiries get lost?
Three minutes to turn more inquiries into signed projects.
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