← Sales Strategy
Attain Digital × Eco2NW · Solar Closer
The Closer Process — Start to Finish
Exactly how a lead becomes a sale, what every stage of the tracker means, and how to present and close. Follow this and every deal runs the same way.
Your job in one line: take a new lead, get their roof info (map pin + annual electricity usage), send a proposal within 48 hours, then follow up and close — moving the lead through the tracker at every step so nothing slips.
💬 Objection Handling & 15 Example Chats →
The proven WhatsApp scripts — how to take a lead from first message to proposal sent, and answers to every common objection.
1The whole process at a glance
Every lead starts the same way and splits into one of two paths — proposal first or call first. Here's the full flow:
① New LeadLands in the tracker from GoHighLevel (FB ad · website · WhatsApp)
Auto WhatsApp intro message goes out → gives them 2 choices
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PATH A · “I'd rather talk”
② Call Booked — Intro CallThey tap the booking link (GoHighLevel calendar). Ryan sits the appointment, preps notes & warms them up on WhatsApp first.
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Intro call happensQualify, build rapport, then either send a proposal or move them toward closing.
PATH B · “Send me a proposal”
② Replied — Info ReadyThey send the map pin + annual electricity usage and want a proposal. ⏱ 48h clock starts.
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③ In Progress → ④ ReadyBuild the quote in the calculator, double-check it.
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⑤ In OpenSolar → ⑥ SentDesign the roof in OpenSolar, generate the proposal, email it.
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Proposal is out — now follow up & closeDiscuss the 3 price options over WhatsApp, or book a call to talk it through.
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❄ Going ColdNo reply in 48h — chase
📞 Call Booked — After ProposalThey book a call to discuss → Call Completed → Chasing
🔥 Warm Lead — Nearly ClosedVery keen, no call needed — chase to sign
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✅ Won ✖ Lost (log the reason) 🚫 Do Not Contact
2Every stage — what it means & what to do
These are the columns on the tracker. Each one also has an ℹ️ info icon in the tool with this same explanation.
New Lead
Just landed from GoHighLevel. The automated WhatsApp intro has gone out. We're waiting for them to either reply with their info or book a call.
📞 Call Booked — Intro Call Ryan
They chose to talk first and booked via the GoHighLevel calendar link. Ryan sits the appointment, prepares notes beforehand, and warms the lead up over WhatsApp so the call converts. (Sits just before "Replied" because it's an early fork.)
Replied — Info Ready
They've sent the map pin + annual electricity usage and confirmed they want a proposal. Check they're genuinely keen for a proposal now — then the 48-hour clock starts.
In Progress move it here yourself
You're building the quote in the calculator. Move the lead here when you start — that's how we know a proposal is being worked on and the clock is honoured.
Ready
The quote is built and double-checked in the calculator — the price, panels, battery and add-ons are all correct and it's ready to be created in OpenSolar. Think of it as the "checked, good to build" holding step before you open OpenSolar.
In OpenSolar
The project is being created in OpenSolar — design the roof, match the design to the calculator quote, and generate the proposal. (See section 4 for the exact OpenSolar steps.)
Sent
The proposal has been emailed to the customer and the lead updated. They now have the price up front and the 3 payment options. A second 48-hour feedback clock starts here.
❄ Going Cold — Follow-Up
Proposal sent but no reply within 48 hours. Chase now — WhatsApp, call, follow-up — before the lead dies.
📞 Call Booked — After Proposal
They've seen the proposal and booked a call to talk it through. Always a Zoom meeting — no phone call-backs. Then move to Call Completed → Chasing.
Call Completed → Chasing (0–48h · 48h+)
The call's done. Now chase to close — the tracker splits chasing into 0–48h and 48h+ so you know who's gone quiet.
🔥 Warm Lead — Nearly Closed
Very interested, closing without needing a call. Park them here so we always know where the warm leads are and which to keep chasing. This sits just before Won.
✅ Won
Signed and sold. Log the deal value.
✖ Lost
Didn't go ahead. Always pick a lost reason — it's how we learn what's costing us deals.
🚫 Do Not Contact
They've asked not to be contacted. Move them here and stop — never contact again.
No Answer (nurture)
Tried to reach them, no answer. Moves here and auto-ages to 7-days and 30-days so old leads surface for a chase. They drop back to "Replied" automatically the moment they respond.
3Presenting & upselling
The goal after a proposal: get the call booked, walk them through the options, and steer toward the best product.
- Leads who got a proposal without a call already know the price and have the 3 options — often you can close over WhatsApp, no call needed.
- Anchor high. Showcase the premium brands — Sig Tesla — and upsell to them. They're the quality option and the better margin.
- Down-sell the budget brand. We rarely install Hanchu and rate it a weaker product — use it as the cheap anchor, then move them up. (Confirm brand names with Tom.)
- You'll be given scripts & guides for the upsell/down-sell and for handling the 3 payment options.
Two ways a deal closes: some close straight off the proposal (→ Warm Lead → Won), others need the call (→ Call Booked → Call Completed → Chasing → Won). Either way, keep the tracker updated so we always know who's warm and who needs chasing.
4Building the proposal in OpenSolar (the 8 steps)
- Create the project — address → centre the house in the dotted square → Create Project. (If it came from our calculator, it's already created & pre-filled — just check it.)
- Check the contact — name, email, phone (pre-filled from the calculator; don't retype).
- Enter energy + tariff — Energy tab → usage (pre-filled). Drives sizing & savings.
- Design the system — match panels / inverter / battery to the calculator quote. Save Design.
- Check pricing — confirm it matches the calculator quote exactly (panels, battery, add-ons).
- Load the Online Proposal — must load fully, even if you also send a PDF.
- Customise only if needed — usually leave the template default.
- Send — generate the Shareable Link and send by email/WhatsApp. Then mark the lead Sent in the tracker.
5Golden rules
Always start from the calculator quote. The price the customer was told is the source of truth — OpenSolar must match it, never the other way round.
Hit the 48 hours. Info in → proposal out inside 48 hours. The timer on the tracker is the promise.
Move the card at every step. The tracker is only useful if it's current — it's how we know no lead got missed.
Calls are always Zoom. Never a phone call-back.
Log the reason on every Lost. That's how we get better.