As a residential solar installer, success hinges on your ability to address customer concerns confidently and persuasively. From the first interaction to closing the deal, potential clients will bombard you with questions. To convert leads into sales, you need to have well-prepared, consistent answers at your fingertips, along with compelling materials for customers to review post-conversation.

A recent panel of residential solar experts hosted by Roth Partners noted that 2023 and 2024 are “years of recovery, restructuring, and consolidation” in the industry. Still, several positive forces await on the horizon once federal and state incentives go online and we potentially see lowered interest rates.

As the residential solar market recalibrates and picks up steam, new and old customers will have more questions than ever. 

So, we’ve collected the most common solar customer questions you encounter and some responses to help you craft answers that inform and persuade. In fact, we’ve found that the answers to the most common questions actually highlight the benefits of rooftop PV systems using n-type TOPCon modules. Let’s take a look.

Question: “How long does a rooftop solar PV system take to pay off?”

Depending on electricity rates, net metering rules, and system sizes, the average solar payback period varies between states, ranging from 4.43 years in Illinois to about 17 years in Utah.

While there’s no single answer we can offer here, we’d recommend educating your customers about innovative PV technology that can accelerate their ROIs.

A prime example includes the latest generation of rooftop solar panels with n-type TOPCon technology. This advanced manufacturing process creates smaller compact panels with ultra-high power, ultra-high efficiency, and ultra-low degradation. To put it simply for your customers: n-type TOPCon panels convert more sunlight into usable electricity over a longer period.

N-type TOPCon panels, like Vertex S+, offer additional benefits, too. The compact module design means fewer modules are needed for the system than legacy modules, saving the customer on upfront costs, materials, and labor. At the same time, smaller panels mean you can fit more panels onto a customer’s roof to generate more power and potentially speed up the payback period.

There is also the factor of panel degradation, causing a slight decrease in guaranteed power as panels age. When explaining this point to the customer, don’t forget to mention that panels with lower degradation continue to deliver higher power over time to speed up the return on a solar investment.

Pro Tip: Offer modules with ultra-low degradation of 1% in the first year and an annual degradation of only 0.4%, ensuring the modules still deliver nearly 90% of guaranteed power 25 years later.

Question: "What if my solar panels produce too much power?"

For installers in states with net metering programs, this question has a relatively straightforward answer for customers since their excess power production is actually advantageous. Any surplus energy is fed back into the grid, earning them credits on their utility bill that offset costs during low-production periods.

Be sure to mention how high-efficiency solar panels likely enable homeowners to experience this beneficial overproduction. Modern panels are designed to maximize energy output, even in suboptimal conditions. This means more savings and potentially faster ROIs.

But what about in states without net metering programs?

Even without net metering, high-efficiency solar panels can still offer significant benefits. Panels that convert more sunlight into electricity can reduce the number of panels needed, lowering installation costs and minimizing roof space usage. This efficiency can also mean quicker payback periods and longer-term savings.

Pro Tip: In states lacking net metering, when solar panels produce more electricity than a home consumes, the excess energy is often still sent back to the grid. Although they don’t receive compensation for this surplus power, inform customers that it still contributes renewable energy to the grid, benefiting their community and the environment.

Question: “Do I qualify for any solar tax credits?”

As any solar industry veteran knows full well, the solar Investment Tax Credit (ITC) has been the industry’s backbone. It’s a different story for the general public. Be prepared to break down how the solar ITC lets homeowners deduct 30% of the rooftop solar PV system's cost from their federal taxes, with no value cap.

Don’t forget to check areas designated as an Energy Community under the Inflation Reduction Act that can make projects eligible for a 10% tax credit adder. 

Tie this back to the quality of components. By choosing guaranteed high-performance and highly reliable PV modules, your customers are not just investing in superior technology – they’re maximizing their tax credits for decades to come.

Pro Tip: The Inflation Reduction Act offers a 10% bonus credit for projects that meet specific domestic content requirements. Keep your eyes peeled as new U.S. PV module manufacturing facilities come online.

Question: “How long do solar panels last?”

Durability and longevity can be key selling points for solar energy systems. Most high-quality solar panels come with warranties of 25 years, but their actual lifespan can extend well beyond that, continuing to produce electricity at nearly 90% of original capacity even after 25 years of use.

It's worth noting that while the panels themselves are highly durable, it’s important to note other system components that may need replacement sooner:

• Inverters typically last 10-15 years

• Solar batteries, if present, usually have a lifespan of 5-15 years, depending on the technology used

Regular maintenance and inspections can extend the life of the entire solar energy system, ensuring optimal performance for decades.

It never hurts to stress the exceptional performance of solar panels. Solar panels have no moving pieces and an extremely low failure rate. Nonetheless, you still want to give your customers the peace of mind of a 25/25-year warranty for the product and performance.

Pro Tip: Eliminate the warranty sign-up and registration hassles for your customers. The TrinaProtect 25/25-year warranty automatically covers all Vertex S+ modules sold in the U.S.

Question: “Will hail damage the solar panels?”

Solar customer concerns about hail damage have been rising lately due to the increasing frequency of hailstorms and growing hailstone sizes. The threat of hail has long been a major “Con” topping most prospective customers’ Pros and Cons decision lists. 

However, installers now have a better option to mitigate the risk with new hail-resistant residential solar panels that use 3.22mm glass and a protective backsheet. With thicker glass than traditional solar panels in a lighter design, installers can counter any solar customer’s concern about hail risks, turning that “Con” into a “Pro” during decisions.   

Pro Tip: The new 3.22mm glass and backsheet Vertex S+ modules provide the highest level of protection and reliability against hail damage to alleviate any customers’ concerns.

By consistently delivering thorough, thoughtful, and persuasive answers to these common questions, you'll differentiate yourself from competitors and increase conversion rates. Remember, well-informed and reassured customers are more likely to become satisfied, long-term clients and brand ambassadors who will recommend your services to others.

As you prepare to address these common customer questions, consider offering the Trina Solar US Advantage residential solar solution with Vertex S+ modules covered by the TrinaProtect 25/25-year warranty. The advanced panels can provide concrete examples of the benefits you're discussing in your answers, from high efficiency and overproduction potential to long-term reliability and performance guarantees. By aligning your sales approach with top-tier products, you can offer your customers the best possible solar experience and strengthen your position in the competitive residential solar market.

Interested in offering top-tier PV products and residential solar solutions that back up the answers to common solar customer questions? Reach out to our local team today!