Closing a Six-Figure Solar Deal in Record Time With Appointment Setting
Outbound BDR
Solar
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About Our Partner
Our client is a Northeast-based solar company that partnered with Abstrakt Marketing Group in May 2021. As a newer player in a competitive and rapidly expanding industry, they needed help building a reliable sales pipeline and targeting large-scale projects. Their ideal customers were decision-makers at manufacturing facilities, food and beverage distributors, and real estate management companies with more than 10,000 square feet of space. Although they entered the program expecting a long runway before seeing results, they quickly discovered the power of Abstrakt’s structured lead generation process.
Client’s Challenges
Solar lead generation is notoriously competitive. On average, it takes nearly two months and more than nine calls just to set one qualified appointment. Add in the challenges of highly selective targeting and six-figure deal sizes, and the path to closing business is usually long and resource-intensive.
For our solar partner, this meant several hurdles: competing against other solar providers, narrowing their search to only the most valuable opportunities, and ensuring their sales team could deliver a winning pitch once appointments were set. They knew results wouldn’t come overnight, but they wanted to shorten their sales cycle and generate new revenue opportunities as efficiently as possible.
Our Solution
Abstrakt began with a full month of lead cleansing and preparation in May 2021. During this time, our operations team built a vetted list of prospects and confirmed key decision-makers, while our SDRs immersed themselves in the client’s messaging and service portfolio. By the time the program went live on June 1, our SDRs were fully prepared to represent the client like insiders.
On the very first day of outbound calling, the team reached a credit union CEO who was already interested in transitioning to solar. Within minutes, an appointment was set for later that week. Abstrakt also coached the client’s sales team on best practices for their pitch, emphasizing research on the lead, the use of professional marketing collateral, and clear next steps after every presentation. This preparation ensured that when qualified opportunities arose, the client was ready to capitalize.
Throughout June, additional appointments were set, including a promising lead from a packaging company that had been dissatisfied with a competitor’s bid. By carefully qualifying each opportunity and maintaining momentum, Abstrakt helped the client move multiple prospects toward the proposal stage within weeks.
The Excellent Results
In just one month of live activity, our solar client achieved results that far exceeded expectations:
First appointment set on Day 1 of live calling.
Six-figure deal closed in 30 days, worth $190,000 with a credit union.
Second major proposal generated, valued at $170,000 for a packaging facility.
Program ROI achieved immediately, with the first closed deal covering the cost of their lead generation investment more than 30 times over.
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