After over a decade of low interest rates, frothy tax credits, and shady sales tactics, the solar industry faces a pivotal moment next year. The 30% federal tax credit disappears December 31, 2025. Homeowners are more skeptical and informed. Finance companies’ demands are growing. And the industry is being pushed toward rigor and transparency—or so we hope!
In this new reality heading into 2026, especially with TPO projected to be the dominant capital source, the right sales tactics (should) win! And drones are emerging as one of the most important sales tools. They don’t just make site surveys easier; they elevate the entire sales process, build homeowner trust, and close more deals.
If you care about quality and you care about the customer, you should be flying the drone earlier in your process.
The New Reality: Why Traditional Solar Sales Needs an Upgrade
The solar sales playbook of the 2010s is broken. For years, success meant speed at all costs: who could generate the flashiest proposal fastest and cheapest. Aurora, Solo, and other platforms have turned proposals into a commodity race to the bottom. Now, homeowners swim in a sea of sameness, and educational selling gave way to “savings at any cost.”
But 2026 looks different:
- Homeowners are more skeptical: After a decade of ‘solar bros’ and shady sales tactics, customers demand transparency
- Financing is stricter: Third-party ownership (TPO) will dominate 70% of deals next year, requiring accuracy lenders can trust
- Competition is fierce: Every contractor has essentially the same proposal software and financing options
- Tax incentives are disappearing: The 30% federal solar tax credit expires at the end of this year. No phase-down, just gone. Without this $8,800+ average savings, solar sales require more consultative approaches to justify ROI and overcome price objections
In this new reality, the fastest proposal doesn’t always win anymore. The most trusted design does.
How Drones Elevate Solar Sales: The Five Clear Advantages
When contractors integrate drones into their sales process, they unlock immediate competitive advantages:
- Sales ‘wow’ factor: Homeowners are impressed before you say a word
- Design confidence: Present max-fill layouts with certainty about panel fitment and production
- Zero change orders: What you sell matches what gets installed, every time
- Faster surveys: Drones reduce survey time by up to 90%. Reps can take on all or some of the survey. This means more time spent with customers, faster welcome calls, and permit-ready projects in as little as 24 hours.
- Financing approval: Accurate proposals that lenders trust, reducing rejections
“The drone doesn’t just make us faster, it makes the customer believe in the design. That’s the difference between interest and a signed contract,” explains one IGS Energy sales manager.
Six Proven Drone-based Sales Strategies
Here’s how leading contractors are using drones to close more deals:
1. The Two-Sit Close (Most Popular)
Best for: Building trust while managing time investment
Start your first appointment with a satellite-based proposal. Walk through project economics and gauge interest. If there’s conviction to move forward, fly the drone at the end of the meeting.
The pitch: “This initial proposal gives you fairly accurate numbers, but I want to fly our drone to verify everything. This ensures no surprises and guarantees what we quote is exactly what you get.”
Return with the refined design and photorealistic 3D model. Scanifly customers report 20% higher close rates with this approach.
Dar Hubsch, a top-performing sales consultant at Cape Fear Solar Systems, doesn’t mince words when discussing the role of drones in solar sales. “Any salesperson who wants to perform at a high level is shooting themselves in the foot if they don’t have a drone in their trunk at all times.”
2. Door Knocking with Drones
Best for: Standing out in crowded markets
One New England contractor tripled their knock-to-close ratio (from 30:1 to 10:1) by adding drones to door-to-door campaigns.
The process: Knock the door, engage the homeowner, then knock on neighbors’ doors as an FYI. “Your neighbor’s about to have a drone flight for their solar project. Just want you to know we’re not taking pictures of your property. Oh, by the way, here’s info about our solar program if you’re interested.”
“When the neighbor sees a drone in the air, they come outside. Suddenly, you’re not just talking to one homeowner—you’re talking to three,” reports one successful rep.
3. One-Sit Close
Best for: Confident prospects ready to move fast
Arrive at scheduled appointments, fly the drone immediately, then present the 3D model in the same meeting. This requires longer appointments but enables same-day contracts.
Works best when homeowners have already researched solar and are comparing final proposals.
4. Overcoming Skepticism
Best for: Resistant prospects with lots of questions
When first meetings hit resistance, drones shift the conversation from price to professionalism.
“The drone data provides the proof in the pudding,” one contractor told us. “Homeowners stop doubting the numbers once they see their own home in 3D.”
Use drone flights to demonstrate your commitment to accuracy before asking for commitment to a contract.
5. Winning Back Lost Deals
Best for: Re-engaging past prospects
Capture drone data on every qualified lead, even if they don’t sign immediately. Use that data to re-engage with new offerings months later.
“Reaching back out with a detailed Scanifly 3D model helps us re-engage potential clients and turn initial hesitations into commitment,” says Jay Bramble, VP of Sales at Lighthouse Solar.
6. Neighborhood Events
Best for: Lead generation and community building
Turn single appointments into marketing events. Invite neighbors to watch the flight. Let kids “help” with simple controls while you talk to adults.
Some reps generate 2-3 additional qualified leads per drone flight using this approach.
Why Drones Matter in the TPO Era
Starting in 2026, when TPO will finance 70% of residential solar deals according to Ohm Analytics, accuracy isn’t optional; it’s essential. Financing partners need precise designs they can underwrite confidently. Homeowners are committing to 20+ year agreements where transparency matters more than speed.
Drones solve both challenges: they reduce financing rejections, eliminate change orders, and create professional experiences that make homeowners comfortable and lenders confident.
“We use Scanifly across the board and see more accuracy, more sales, and a better customer experience,” says Jason Griffin, co-founder of Brightway Energy.
Your Sales Team Can Do This
The two biggest objections we hear: “My reps could never learn this” and “They’d never change their process.”
Here’s the reality check:
Flying is easier than you think: Modern drones are fully automated. Flying for solar sales requires three clicks on your phone. After basic practice, crashes are nearly impossible.
Licensing is manageable: The FAA requires a Part 107 Remote Pilot License for commercial use. Most people need 10-15 hours of study time, then pass a 60-question multiple-choice test with 70% accuracy.
Investment is minimal: Drones cost $500-$2,000. Getting licensed costs about $275 total ($100 for the curriculum, $175 for the test). Scanifly also offers free training to learn how to fly a drone for solar surveys and sales.
“We have eleven sales reps who can fly drones, reducing our need for external resources and giving us complete control over the sales process,” says Bramble.
Getting Started: Implementation Roadmap
Week 1-2: Identify your first cohort. Look for reps who are hobbyist drone pilots, gamers, or simply want to differentiate themselves.
Week 3-6: Online curriculum and practice tests. Scanifly provides NABCEP-approved courses and partners with leading drone training providers.
Week 7: Take the Part 107 exam at your local airport.
Week 8-10: Learn to fly on practice sites. Most reps are confident after 30-120 minutes across 3-4 practice flights.
Week 11+: Start with your most enthusiastic prospects. Build confidence before rolling out broadly.
Frequently Asked Questions
Q: How much time does drone training take?
A: 10-15 hours of study, 2-3 hours of flight practice. Most reps are operational within 3-4 weeks.
Q: What’s the ROI of adding drones to sales?
A: Contractors report 20% higher close rates, 90% faster surveys, and significantly fewer change orders. A $1,500 drone investment typically pays for itself in 1-2 additional closed deals.
Q: Do homeowners really care about the technology?
A: Yes. The visual impact of seeing their actual roof in photorealistic 3D, combined with the professionalism it demonstrates, consistently overcomes price objections and builds trust.
Q: How does this compare to Aurora or other design software?
A: Most design software only create proposals from satellite imagery. Drones capture real-time, day-of conditions, including new shading, roof obstacles, and exact measurements. The accuracy difference is significant, especially for complex homes.
The Future is Trust-First
The solar industry’s cultural shift is clear: from fastest proposal wins to most trusted proposal wins. Drones as a sales tool embody this evolution, showing prospects that you’re designing the right system for their specific home, not pushing a generic solution.
At Scanifly, we believe this is the future of solar sales. Drones don’t just improve accuracy—they elevate the entire sales experience. The contractors who adopt this approach now will lead the industry as it continues its shift toward quality and trust.
The question isn’t whether drones will become standard in solar sales. The question is whether you’ll be an early adopter who gains a competitive advantage, or a late follower trying to catch up.
Your prospects are waiting to be impressed. Your competition is still relying solely on satellite imagery.
What are you waiting for?
