Penrith Solar & Becoming the Most Trusted Voice in the Industry

Penrith Solar is an award-winning solar installer based in Western Sydney, partnering with top-tier brands. They have completed more Tesla Powerwall and Enphase Microinverter installations than any other Australian installer. However, PSC faces a highly competitive industry filled with dodgy operators that harm consumer trust and drive unrealistic pressure on prices.

About Penrith Solar

Penrith Solar is an award-winning solar installer based in Western Sydney, partnering with top-tier brands. They’ve completed more Tesla Powerwall and Enphase Microinverter installations than any other Australian installer. However, the industry is highly competitive, with unreliable operators damaging consumer trust and driving down prices.

Background & Problem

Like many other Australian businesses, Penrith Solar had been burned by several digital marketing agencies that promised the world but underdelivered, often providing excuses instead of results. They needed a more reliable and sustainable way to grow their business without solely depending on aggregators like Solar Quotes or paid media channels like Google and Facebook Ads.

Penrith Solar also wanted to distance themselves from the cliché sales tactics common in the solar industry, such as using outdated celebrity endorsements to push cheap panels. Their goal was to be seen as the trusted advisor that thousands of their existing customers already knew them to be.

Why do dodgy solar companies do this? Cricketers know NOTHING about solar!

They understood that most of the buyer’s journey and research happens online before speaking to a sales rep. This meant they needed an approach better aligned with the modern buyer’s process—something more authentic and educational that would resonate with today’s informed customers.

RedPandas Solution Using They Ask, You Answer

Rather than relying on another underwhelming agency, Penrith Solar turned to RedPandas to help coach and train their sales and marketing teams in-house using the They Ask, You Answer (TAYA) framework.

What is They Ask, You Answer?

They Ask, You Answer is a practical sales and marketing framework that operates on a simple principle: if your prospect or customer asks a question, you answer it. By doing so, you become the most trusted voice in your space, ultimately gaining more business than ever before. It involves expert coaching and training across different departments to achieve commercial goals.

How RedPandas worked with Penrith Solar

How We Worked with Penrith Solar

RedPandas worked closely with Penrith Solar to coach both their marketing and sales departments to generate more organic leads and close them effectively using solar-specific sales training.

On the content marketing front, RedPandas trained Penrith Solar’s Content Manager to produce three articles per week. These articles were designed to address customer pain points, incorporate SEO keyword research, and support the sales team in closing more leads. This content was also accompanied by visuals, including diagrams and images of solar installations, to make the information more engaging and easier to understand.

On the sales front, RedPandas provided ongoing coaching for Penrith Solar’s sales team. This included developing processes, scripts, and guidelines to help the sales team excel. Weekly sales coaching sessions covered:

• Running effective discovery calls
• How to follow up with prospects
• Handling pricing objections
• Addressing specific competitors
• Using 1:1 video in the sales process
• Using Assignment Selling and content to build trust
• Site visit principles
• Roleplaying and providing feedback on calls

Results

The results of the They Ask, You Answer strategy were significant. While we respect our client’s privacy and cannot share specifics, we can say that organic traffic increased fivefold in less than a year.

Leads and sales from organic sources also grew, as evidenced by HubSpot reports. This worked hand in hand with the great work Penrith Solar did with sales promotions, door-to-door selling, and paid media.

As a bonus and a sign of becoming a true authority in their space, Penrith Solar achieved influencer status on YouTube, being paid for their content, which has amassed close to one million views to date. Their YouTube content included visuals such as installation walkthroughs, equipment demonstrations, and customer testimonials, further boosting their credibility and engaging potential customers.

The educational content also helped filter out less serious inquiries, allowing the sales team to focus on qualified leads who were well-informed and ready to take the next step. By positioning themselves as a trusted source of information, Penrith Solar stood out from competitors using outdated, sales-driven tactics, ultimately building stronger relationships with their customers.

Speak to RedPandas to see how we can help your business achieve similar results. RedPandas reserves the right to refuse work with a direct competitor to PSC.

Services used:

• They Ask, You Answer Coaching
• Conversion Rate Optimisation
• HubSpot Optimisation
• Content Coaching
• Sales Coaching
• Sales Process Development

About Penrith Solar

Penrith Solar doesn’t do anything half measures. ‘How you do one thing is how you do everything’ is a mantra the team lives to the core. From the best quality products to the job, to the installation to after care support, Penrith Solar is Sydney’s most exemplary solar company. In fact if you live in Sydney, own your own home and don’t have solar. What are you doing?! Give them a call, tell them RedPandas sent you.

www.penrithsolar.com.au