CLARIFY THE PROPOSAL • AGREE ON THE NEXT STEP

Solar Unsold Estimate Follow-Up

Help homeowners resolve proposal questions without repeating a generic sales pitch or relying on outdated assumptions.

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How should you follow up on an unsold solar estimate?

Confirm that the homeowner received the current proposal, identify the unresolved question, and arrange the right review. Record the next action and agree on when to reconnect.

The goal is to understand the decision—not to assume that every delay means the price is too high.

Review the proposal before calling

  • The version, date, and scope the homeowner received.
  • The last conversation and any information your team promised.
  • The recorded reason for hesitation or delay.
  • Whether a proposal update is needed before further discussion.
  • The person responsible for technical or commercial questions.

Do not present modeled savings as guaranteed results or repeat old offer terms without confirming their current applicability.

Use questions that reveal the next decision

“Hi [Name], this is [Rep] with [Company]. I’m following up on the solar proposal we sent. Which part would be most useful to review before you decide on the next step?”

If the homeowner is comparing proposals

Offer to clarify your own scope, assumptions, and exclusions. Avoid making unsupported claims about another provider.

If timing is the concern

Ask what needs to happen first and arrange a callback around that dependency.

If the homeowner has a technical question

Record the exact question and route it to the responsible specialist instead of improvising an answer.

Keep follow-up tied to progress

Use agreed review dates and promised updates to guide timing. If there is no response, follow a defined, limited sequence. Stop or change the workflow when the proposal is accepted, declined, or no longer relevant.

Track conversations, questions resolved, revised proposals, acceptance, and completed project outcomes separately. Count each project once even when it has several proposal versions.

Frequently asked questions

Should every unsold solar estimate receive a discount?

No. First determine whether the issue is understanding, timing, fit, or price. Any revised offer should be reviewed through your established process.

What if the estimate is old?

Confirm current interest and have the responsible team review the proposal before seeking acceptance.

When should follow-up stop?

Stop when the homeowner declines further contact, the project is resolved, or the opportunity moves into a different agreed workflow.

See solar revenue recovery and estimate recovery measurement.

Make proposal follow-up more organized

Bring your estimate-review workflow to a ProspectBoss demo.

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