Damaris Solutions and Scanifly show local installers how to get found (ads, drone referrals, and AI search) and how to close more of the leads they already have.
Earlier this year, a local installer told the Strong Tail Solar Alliance team he wanted to keep selling ownership (cash and loan), but he needed to compete on price with the big guys. That’s why the Alliance exists, and Scanifly is a founding member. When installers were asked what else the Alliance could help with, the answer was simple: “Where do I get more quality leads?”
On September 30, the Alliance hosted How to Fill Your Sales Funnel with Quality Leads Post-ITC with Jordyn Dollarhide (Co-Founder & CEO, Damaris Solutions) and Brad Knudsen (Head of Marketing, Scanifly), moderated by Scott Nguyen (CEO, Bodhi).
What we covered
Track CAC, not just cost per lead
At PureLight Power, Jordyn’s team ran about $40 per lead and a $485 CAC in 2022. Brad adds return on ad spend: every ad dollar should bring back more than a dollar.
Why Meta before Google on a small budget
Both panelists said $1,000 goes further on Meta. Give an ad campaign two weeks on Meta and 30 to 60 days on Google before you pivot.
How to stop wasting ad money
Use video instead of static graphics, and send traffic to a landing page with one call to action, not your homepage. Otherwise, as Jordyn put it, “It’s just going to be basically donating to Meta.”
How to use a drone and a Scanifly 3D model as a lead source
Flying a drone at the site survey or the first sales call turns into a neighborhood event, and the neighbors who come out to watch can become warm leads. The 3D model the flight produces is a follow-up tool too (more on that below).
How to start showing up in AI search
We asked ChatGPT live for a reputable solar installer in Orlando, and our volunteer didn’t make the list. Jordyn’s fixes: say your service area at the top of your site, add video, blog about the searches you want to show up for, add an FAQ section to every page, and keep the Google reviews coming. Brad added project examples and credentials like NABCEP certifications. And make sure to check that your robots.txt file isn’t blocking AI crawlers.
How to win without being the cheapest quote
Scanifly customers see about a 20% lift in close rates for reps using the drone-based 3D model in their proposal. Sending homeowners their own interactive 3D model is also a good way to bring back leads that went quiet.
Building systems to improve speed to lead
“Even one minute is too long,” Jordyn said. AI can send the first text within seconds, but test any AI calling hard on objection handling before a homeowner hears it.
Get the playbook
Everything discussed in the live webinar in a digestible playbook, including the AI-search checklists, what actually works in social and search ads, and how to use the drone and Scanifly’s 3D model to generate referrals and revive stale leads. Download the Post-ITC Lead Playbook (PDF).
Watch the full webinar
Next up in the series:
- Navigating Pricing Power, Tariffs, and Supply Chains on October 14 (register)
- Managing Project Risk and Working Capital as a Small Installer on November 4 (register).
Join the Strong Tail Solar Alliance
Everything we talked about takes real work, and you don’t have to do it alone. Alliance members get 20% off Damaris Solutions marketing services, 20% off a Scanifly annual subscription for new customers plus a free drone, Bodhi’s customer experience software free for approved installers, and equipment savings from JA Solar and Krannich Solar. All in, that’s over $0.25/W in savings.
It’s free to join. Enroll with Scanifly through the Alliance, or learn more about the Alliance.
