Define a qualified solar lead before launch

A shared definition helps prevent mismatched expectations and gives sales teams a clear starting point.

A lead is only useful when the business buying it and the team supplying it mean the same thing by “qualified.” Write that definition before a campaign starts, then use it to shape the fields, targeting and hand-off.

Start with the customer and location

Specify the suburbs, regions or postcodes your team can serve. Decide whether the campaign is for residential customers, commercial decision-makers or both. If some locations or customer types are out of scope, name them clearly.

Agree what information is essential

Separate required details from useful extras. At minimum, decide which contact fields your sales team needs and what evidence or context makes an enquiry relevant. For commercial work, determine whether an electricity bill is part of the chosen lead option.

Define the hand-off

An enquiry, a booked appointment and an appointment that has been attended are different outcomes. State what is being supplied, how it will be delivered, and what counts as a complete record. Set a practical process for reporting missing, duplicate or out-of-area leads rather than assuming the parties share the same definition.

Put the brief in writing

Before launch, confirm the lead definition, campaign geography, expected volume, delivery timing, pricing and any acceptance or replacement terms. The published website rates do not by themselves define those other commercial conditions.

Review the definition with the sales team after early follow-up. If the brief changes, record the change so campaign expectations remain clear. A defined lead may improve alignment, but it does not guarantee a sale or revenue.