Tuesday Tuneup- #46

The Missing Piece in Your Solar Sales: Why Roofing Is the Ultimate Upsell

Happy Tuesday Everyone!

In 2016, I attended a Platinum conference that changed the way I looked at the home improvement industry. I remember sitting in the room, watching contractors who seemed fairly simple in their approach, yet they were making a ton of money. It was eye-opening. It quickly became clear to me that by focusing solely on solar, we were missing a massive opportunity. The real game-changer was combining solar with roofing. Once we made that shift, our results skyrocketed. It was amazing to see how adding roofing to our solar offerings not only unlocked new revenue streams but also gave us a huge competitive advantage in the market. That moment really ignited my passion for roofing and made me realize how powerful it can be when you find the right combination.

The Natural Synergy Between Solar and Roofing

Solar and roofing go hand in hand. A solar system sits directly on a roof, making the condition of the roof a critical factor in the success and longevity of the solar installation. Yet many solar companies treat roofing as a secondary concern, leaving customers to coordinate with a separate contractor if their roof needs replacement or repairs. This gap creates unnecessary stress for customers and missed opportunities for solar companies.

By offering roofing as part of your services, you simplify the process for homeowners. They get a single trusted partner to handle everything, while you gain a powerful upsell that enhances your bottom line.

Benefits for Your Business

1. Increased Revenue Per Project
   Roofing isn’t just an add-on—it’s a major revenue generator. By including roof inspections, repairs, or full replacements as part of your solar offering, you’re able to boost your average project value significantly. Instead of competing solely on price in the solar market, you create a package deal that justifies a higher ticket price.

2. Stronger Customer Relationships
   When you take care of both the roof and the solar system, you position your company as a one-stop shop for homeowners. This convenience builds trust and loyalty. Customers are more likely to recommend your business to friends and family when they feel you’ve truly taken care of their needs.

3. Reduced Project Delays
   How often have you had to delay a solar installation because the roof wasn’t in good enough shape? Partnering with or offering your own roofing services means you can solve these issues quickly, keeping projects on schedule and improving your operational efficiency.

4. Expanded Market Reach
   Adding roofing to your services allows you to tap into an entirely new market. Homeowners who might not yet be ready to invest in solar could still need roof repairs or replacements. By building a relationship through roofing, you can be their first choice when they decide to go solar.

5. Improved Customer Satisfaction
   When you’re able to handle both roofing and solar needs in-house, customers benefit from a seamless process. They don’t have to worry about managing multiple contractors or ensuring warranties align—you’ve taken care of it all. This positive experience increases satisfaction and enhances your brand reputation.

Benefits for Your Customers

1. Simplified Process
   Home improvement projects can be stressful. Coordinating between a roofing contractor and a solar provider is time-consuming and often frustrating for homeowners. By offering both services, you save them time and hassle, creating a smoother journey from start to finish.

2. Cost Savings
   Bundling solar and roofing services can save customers money. With a combined project, you reduce redundancies in labor costs, permitting fees, and even financing arrangements. Homeowners appreciate getting more value for their investment.

3. Enhanced Energy Efficiency
   A roof replacement offers the perfect opportunity to add energy-efficient features, such as improved insulation or cool roofing materials, alongside a solar installation. This combination maximizes energy savings for the homeowner, making the entire project even more appealing.

4. Future-Proof Installations
   When a solar installation is done on a brand-new or recently repaired roof, customers can have peace of mind knowing their investment is protected. They won’t have to worry about needing roof work down the line, which could require temporarily removing and reinstalling solar panels.

5. Aligned Warranties
   One of the biggest concerns for homeowners is ensuring their roof and solar warranties work together. By offering both services, you can provide a single warranty that covers the entire project, eliminating confusion and giving them confidence in their investment.

Making the Transition

Adding roofing to your solar business might feel like a big leap, but it’s more achievable than you think. Here are a few steps to help you get started:

1. Partner with Roofing Experts
   If you’re not ready to bring roofing in-house, start by forming partnerships with reputable roofing contractors. Ensure they share your commitment to quality and customer satisfaction to maintain your brand’s integrity.

2. Train Your Team
   Educate your sales and installation teams on how roofing and solar systems interact. They should be able to speak confidently about the benefits of addressing both needs simultaneously.

3. Streamline Your Processes
   Develop a clear workflow for projects that include both roofing and solar services. Ensure your team is equipped to manage permitting, scheduling, and financing for these combined projects.

4. Market the Benefits
   Update your marketing materials to highlight your roofing services. Emphasize the convenience, cost savings, and long-term value of bundling roofing and solar into one project.

5. Offer Financing Options
   Make it easy for customers to afford a combined roof and solar project by offering flexible financing options. This helps overcome budget concerns and makes your services more accessible.

Closing Thoughts

Part of being an exceptional contractor is helping your customers solve more of their problems. Even if its not something you want to deal with or get involved in, Solar and roofing are naturally tied together and you owe it to your customers to at least be knowledgeable on both.

Of course if you need any help or just a detached third party… hit me up at Steve@BillionDollarContractor.com

Until next week…. Happy Selling!