Purpose
Prospecting is where every great project begins. In commercial energy sales, your success depends on identifying qualified decision-makers, positioning Surge’s value effectively, and creating trust early.
The goal of prospecting is to identify and engage businesses that are ready, willing, and able to invest in clean energy solutions - including solar, storage, EV charging, and efficiency upgrades. By following consistent best practices, you can build a strong, high-quality pipeline that converts efficiently.
1. Know Your Ideal Prospect
The best commercial prospects typically have:
Medium to large facilities (10,000+ sq. ft.)
High or rising energy costs ($2,000+/month)
Long-term property ownership or stable tenancy
Interest in sustainability or ESG initiatives
Available roof, land, or parking structure for solar or EV infrastructure
Ideal industries include:
Manufacturing, warehousing, logistics, schools, agriculture, municipalities, multi-site retail, and nonprofit organizations.
2. Do Your Homework Before Reaching Out
Research each business before your first contact:
Review their website and news releases for expansion or sustainability goals
Use Google Maps or satellite view to assess roof or land viability
Check public property records for ownership and parcel details
Look up recent utility rate increases or regional incentives
Being informed shows professionalism and increases the likelihood of productive conversations.
3. Use the Surge Talk Track
Once you’ve identified a strong potential fit, use the “Why Surge” talk track to clearly and confidently explain what Surge does.
Keep it short, focused, and conversational:
“We help businesses reduce their energy costs and modernize their infrastructure with clean power and efficiency upgrades - solar, storage, lighting, EV charging, and more - through one national platform.”
Your goal is to start a dialogue, not deliver a sales pitch.
4. Qualify Early
Before submitting a lead, confirm:
The person you’re speaking with is a decision-maker or authorized contact
The business owns or controls the property
There is interest and intent to explore solutions in the near term
You can obtain utility data and basic facility details
Use the “How to Qualify a Commercial Lead” guide for a deeper checklist.
5. Focus on Value, Not Technology
Commercial prospects rarely care about module efficiency or inverter brands - they care about outcomes. Emphasize what matters most:
Lower energy costs and stable long-term rates
Increased property value
Tax credits, depreciation, and other incentives
Energy independence and ESG alignment
Always frame your conversations around the business benefits, not the technical specs.
6. Keep It Professional and Persistent
Follow up within 48 hours after your first contact.
Send recap emails summarizing key points discussed.
Keep notes organized in the Surge dashboard (once released).
Always be courteous - decision cycles for commercial projects can be long.
Avoid spamming or cold-blasting; focus on quality outreach and relationships.
7. Leverage Local Insights
Mention local context to build credibility:
Regional utility rate hikes
City or state renewable initiatives
Local success stories from similar businesses
It helps prospects see that Surge understands their environment and brings relevant experience.
8. Use Mentorship and Support
You’re not alone in prospecting. Mentors and Surge leadership can help you:
Refine your talk track
Review prospect lists
Evaluate site or project potential
Join on initial calls to help establish credibility
When in doubt, reach out to [email protected] or your assigned Mentor for support.
Summary
Focus Area | Best Practice | Why It Matters |
Ideal Prospect | Target businesses with strong usage and stable ownership | Ensures project feasibility |
Research | Prepare before outreach | Builds authority and trust |
Talk Track | Lead with the “Why Surge” message | Simplifies complex topics |
Qualification | Confirm ownership, decision-maker, and timing | Improves conversion rate |
Value Focus | Emphasize outcomes, not equipment | Resonates with decision-makers |
Persistence | Follow up professionally | Strengthens relationships |