The cheapest lead you will ever get, and when to ask for it
Referrals cost a fraction of an advertised lead and close faster, yet most EPCs ask at the wrong moment and get nothing. The timing that works, and the ask.
Topic
Sales
How solar EPC teams win rooftop work: quoting with proof, handling objections on site, and closing before the customer collects three more quotations.
Selling rooftop to an MSME factory owner
A factory owner asks different questions from a homeowner and signs for different reasons. What to bring, what they actually worry about, and what kills deals.
An annual maintenance contract a customer will actually buy
Most EPCs give maintenance away for two years and hope nobody calls. What belongs in a priced AMC, what to exclude, and the moment to sell it so it closes.
Your customer now has to approve your agreement before you install
MNRE has put the vendor-consumer agreement through the PM Surya Ghar portal for consumer approval, with the full installed cost entered and matched to your quote.
Net metering, net billing or gross metering: which applies?
Three mechanisms, three very different paybacks, and customers who use the words interchangeably. How to tell them apart before you build a savings table.
RESCO took 40 percent of C and I. Compete or join
Third party owned rooftop went from a fifth of commercial additions to nearly half. What that does to an EPC selling capex, and the arguments that still win.
Commission in September or your customer loses half the tax break
Accelerated depreciation gives a business 40 percent in year one, but only if the plant runs 180 days in that financial year. Miss it and the rate halves.
Rooftop first, then open access, in that order
C and I buyers are moving on both at once and getting the sequence wrong. Why the roof comes first, what open access is actually for, and how to pitch both.
The growth is in Nagpur and Varanasi, not Mumbai
India added 6.6 GW of rooftop solar in the first half of 2026 and the districts leading it are not the metros. What that does to an EPC's sales geography.
The collateral free loan most customers never hear about
Residential solar loans up to Rs 2 lakh need no collateral, run ten years and carry a six month repayment holiday. Most EPCs still lead with the system price.
Delhi will fund the whole 3 kW system. Then what?
Delhi approved zero upfront rooftop solar for homes under 400 units a month. What it does to a Delhi sales pipeline, and which customers it quietly leaves to you.
50 lakh homes done. The next 50 lakh are a harder sale
PM Surya Ghar crossed 50 lakh installations in July 2026. The households left over consume less, own less roof and need finance. What that changes for an EPC.
Net metering is being rewritten. What to tell customers now
Two central drafts and a run of state orders all point the same way: net metering gets narrower above 5 kW. What to tell a customer who wants to wait.
GST on solar is 5 percent. Most quotations still say 12
The cut moved an EPC contract from 13.8 percent to 8.9 percent. Where that saving actually lands, and why it is a different story for a C and I buyer.
How to close a rooftop deal on the first site visit
The gap between the site visit and the proposal is where rooftop deals go cold. What to produce on the roof, and what to stop doing back at the office.
PM Surya Ghar: the subsidy maths every EPC should know
What PM Surya Ghar actually pays, when the money lands, and the five places a residential rooftop deal stalls between quotation and subsidy disbursement.