A solar enquiry usually arrives with a few fields filled in and a lot missing. Before anyone drives out for a site visit, someone has to find out whether the person owns the home, whether the roof is suitable and whether they are genuinely interested. That conversation is where many leads are lost, not because the questions are wrong, but because they are asked like a form read aloud.
This guide gives you the questions that matter, a sensible order, wording that sounds human and a way to rehearse. Names and numbers below are invented for illustration. Adapt everything to your own offer and your company's rules.
What qualification is for
Qualifying is not a gate you put in front of the customer. It has two jobs: to save both sides from a wasted visit, and to collect enough detail that the visit is useful. If the person lives in a rented flat, you should know that early and kindly. If they own a house with a large south-facing roof and a high electricity bill, you want to book them quickly.
Keep one principle in mind: for every question you ask, explain what it is for or let the answer lead naturally to the next step. A string of unexplained questions feels like a survey.
The five areas to cover
1. Ownership and decision-makers. "Is it your own home?" and "Will anyone else be involved in the decision?" You need to know who must be present at the visit.
2. Energy use. "Roughly what does your electricity bill look like in a typical month?" Ranges are fine. Many people do not know exact figures, and "around that" is enough to judge fit.
3. The roof and the site. "What type of roof is it, and does it get much shade from trees or buildings?" A caller cannot always answer precisely, so treat the response as a first impression for the surveyor to confirm.
4. Motivation. "What got you looking at solar?" This is the most useful question on the list. Lower bills, independence, a new roof, a move planned in two years: each calls for a different conversation.
5. Timing. "Are you hoping to get something installed this year, or just exploring for now?" Neither answer is bad. It tells you how to follow up.
A natural order
Start with motivation, not paperwork. "What got you looking at solar?" makes the caller talk about their own reasons and warms the call. Move to the bill, since it follows from the motivation ("so keeping bills down is the main thing"). Then ask about the home and roof, then timing, and finish by proposing the visit.
If the lead is already partly filled in from a web form, say so. "I can see you mentioned a detached house. Is that right?" saves the caller from repeating themselves and shows you read what they sent.
Example dialogue
You: "Hi Daniel, it's Priya from Brightside Energy. You asked about solar panels on our website. Is now a good moment for a few quick questions?"
Daniel: "Sure, go ahead."
You: "Thanks. What got you looking at solar?"
Daniel: "Our bills went up, and we have a lot of roof doing nothing."
You: "That makes sense. Roughly what is a typical monthly electricity bill for you?"
Daniel: "Probably around 150, more in winter."
You: "Helpful, thank you. Is it your own house, and does anyone else need to be part of the decision?"
Daniel: "It's ours. My wife would want to be there."
You: "Good to know. Does the roof get much shade, from trees or the neighbours?"
Daniel: "A bit in the morning, nothing in the afternoon."
You: "That is a good start. The best way to be sure is for our surveyor to look at the roof and go through numbers with you both. Would Tuesday evening or Thursday at lunchtime suit you better?"
The call ends with two specific options, not "would you like to think about a visit?". If your team handles booking separately, see solar appointment-setting call script for how to offer slots.
When a question hits a wall
- "I don't know my bill." "No problem. Roughly, is it more like a small amount or one of the bigger bills you notice?" Or offer to read it from the next bill together at the visit.
- "Why do you need to know that?" Give a one-line reason: "So the surveyor brings the right numbers to your visit." Never skip the answer.
- "I rent." Be kind and brief. Ask whether the landlord might be interested, or whether they plan to buy. If neither applies, thank them and end well.
- "Just send me a quote." "I can't give an honest figure without seeing the roof, because it changes the answer a lot. A short visit gets you a proper one. When suits you?"
For lines you will hear again and again, the not interested guide and solar not-interested rebuttals have wording to adapt.
Mistakes to avoid
- Reading questions in form order. Follow the conversation, and tick the fields afterwards.
- Asking everything before offering anything. Four questions in a row is plenty. Then give something back, such as a short explanation or the next step.
- Promising savings figures on the phone. You do not yet know the roof. Say what the surveyor will work out.
- Treating "just exploring" as a no. Agree a gentle follow-up instead.
- Forgetting to note what was said. Your colleague visiting the house should not have to ask everything again.
Practise the questions before you dial
You will say these questions hundreds of times, so the aim is to make them sound like your own. Try this routine.
- Write the five areas on a card, not full sentences.
- Say the opening and the motivation question aloud five times, changing the words each time.
- Practise the three awkward replies: "Why do you need that?", "Just send a quote" and "I rent".
- Record yourself and check that you do not sound like you are reading a list.
DIRI AI lets you do this by voice. You speak with an AI customer who plays a homeowner in a prepared situation, such as an enquiry that came from a web form. You can be challenged, try again, then read a report on your call. The Free plan costs nothing and needs no card, with 3 voice calls a month of up to five minutes each, which is enough for one full qualification round. Try a free practice call, or look at the sample dialogues first.
Related: Qualify a lead on a call with BANT, Discovery questions that open up customers, How to ask for the next step on a call.
FAQ
What questions should I ask a solar lead on the phone?
Cover ownership, typical electricity bill, roof and shade, motivation and timing. Ask about motivation first, because it makes the rest of the call easier.
How many qualification questions are too many?
Keep to a handful on the first call and give something back between them. Anything the surveyor can confirm on site can wait for the visit.
Should I quote a price or savings on the first call?
Generally not. You have not seen the roof or the full usage, so explain that a visit produces a proper figure.
How can I practise solar qualification calls?
Rehearse aloud with a card of the five areas. In DIRI AI you can rehearse with an AI customer, and the Free plan includes 3 calls a month of up to five minutes each.