Appointment Setting Case Study For Renewable Energy Company

Client Snapshot

• Company: Freedom Energy
• Industry: Renewable Energy
• Audience Served: Homeowners in a specific service area
• Campaign Length: 7 months
• Channels Used: Telemarketing, Email Marketing
• Goal: Generate high-quality leads and set qualified appointments

About Freedom Energy

Freedom Energy is a leader in the solar industry, committed to providing sustainable energy solutions that empower homeowners to take control of their utility costs and reduce their environmental footprint. They understand that for many, the switch to solar is a significant decision, and they strive to make the process transparent, educational, and seamless.

Challenges

When Freedom Energy partnered with us, they faced a major challenge common in the solar industry, like attracting new clients due to ineffective appointment setting. Despite their strong service and brand, their outreach often failed to turn interest into sales. They had contact lists, but reaching qualified homeowners willing to invest in solar was challenging, resulting in a stalled sales pipeline and slow growth. For their business, where each appointment could mean a long-term customer, resolving this was urgent.

Objectives

• Proactively identify and engage homeowners who are genuinely interested in solar energy and meet the necessary qualification criteria.
• Secure a consistent stream of confirmed appointments for Freedom Energy’s sales team, ensuring they are spending their time with pre-vetted, high-intent prospects.
• Establish a predictable and scalable lead generation channel that would directly contribute to a measurable increase in new client acquisition and overall revenue.

Strategy to Overcome Challenges

Cold Calling

• We began by segmenting Freedom Energy’s contact lists to focus on demographics and locations with the highest potential for solar adoption.
• Our team of trained telemarketing professionals used scripts designed not to sell, but to initiate a conversation.
• Our callers were trained to build a quick, genuine rapport with prospects, earning their trust and making them feel comfortable discussing their energy needs.

Email Marketing

• In some cases, we would send a brief, informative email to key prospects before our call, introducing Freedom Energy and highlighting the potential benefits of solar energy.
• For every successful appointment booked, we immediately sent a professional email to the homeowner confirming the date, time, and key details of their consultation.
• Our emails included links to Freedom Energy’s website, blog posts, and customer testimonials, providing prospects with valuable resources to further educate themselves and solidify their interest in the company.

Appointment Setting

• Once a prospect was qualified through our prescreening questions and an appointment was agreed upon, we booked the meeting directly into Freedom Energy’s calendar.
• We created qualification questions with Freedom Energy to ensure every appointment was with homeowners who were interested and met criteria such as homeownership and a suitable roof for solar.
• We followed up with both email and a quick phone call 24 hours before the appointment to confirm attendance.

Results

• Our efforts generated an impressive 117 qualified, pre-vetted solar appointments for Freedom Energy’s sales team, providing a steady and predictable flow of new business opportunities.
• We consistently delivered a 100% success rate on our monthly KPIs, showing the reliability and scalability of our process.
• This steady influx of qualified leads directly contributed to a significant 55% growth rate for Freedom Energy’s sales pipeline over the campaign period.
• Our expert callers achieved a robust conversation rate, which led to a strong lead-to-appointment conversion rate, validating the effectiveness of our script and training.
• Our targeted email communications achieved an outstanding 85% open rate, indicating a high level of engagement and interest from our prospect lists.

Why It Worked

• We prioritized the quality of leads and appointments above all else, ensuring that Freedom Energy’s sales team’s time was used efficiently.
• Our team of seasoned telemarketing professionals was trained not only in scripts but also in the art of conversation and building rapport, which is essential for B2C outreach.
• By combining cold calling with supportive email marketing with advanced AI technology, we created a multi-touchpoint strategy that increased credibility and strengthened the overall messaging.

Sample Workflow

• We received Freedom Energy’s raw contact list and segmented it based on the most profitable homeowner profiles.
• Our telemarketing team initiated contact, using engaging scripts to qualify interest in solar and potential savings.
• We asked a series of pre-agreed-upon questions to determine if the prospect was a good fit for Freedom Energy’s services.
• For qualified prospects, we seamlessly booked an appointment directly into Freedom Energy’s calendar system.
• A confirmation email was sent to the homeowner with appointment details, a sales representative’s information, and links to relevant resources.
• A friendly reminder call was made the day before the appointment to ensure the homeowner was still available and to answer any last-minute questions.
• We provided Freedom Energy with all relevant notes and details from the call, allowing their sales team to prepare for a successful consultation.

Client Testimonial