Exact words for the follow-up when a solar proposal goes quiet
A homeowner got your solar proposal and stopped replying. Here are the exact texts and emails to send over the next few weeks, and when to stop following up.
You sat at the kitchen table, walked through the proposal, and the homeowner said "this looks great, we just need to talk it over." That was nine days ago. They have not answered your last text.
This is where a lot of solar deals die. Not because the homeowner said no, but because nobody had the right words to keep the conversation going. Here is a sequence you can copy.
Why proposals go quiet
Before the scripts, it helps to know why people stop replying. It is almost never one reason:
- One spouse is on board and the other is not.
- They got a second quote and are confused by the difference.
- The financing or tax credit part was more complicated than they expected.
- Life got busy. A big decision gets pushed when work and kids take over.
Your follow-up should give them an easy way to tell you which one it is. The proposals guide covers how to build a proposal that is easier to say yes to in the first place.
Day 2: The recap text
Send this two days after the meeting, before they have had time to go cold.
"Hi Chris, it is Dana from Bright Valley Solar. Thanks again for having me over Tuesday. I attached a one-page summary of the system we talked about, with the monthly payment and the estimated bill after install. Happy to answer anything either of you thinks of."
Short, useful, and it includes the person who was not at the table.
Day 5: The question text
"Hi Chris, quick one. When you and Sam talked it over, was there one part that felt unclear? A lot of people get stuck on the financing or the timeline. I can walk either of you through it in ten minutes."
This gives them a reason to reply that is not yes or no. If they answer, you now know what the real problem is.
Day 9: The second quote text
If they have gone quiet this long, there is a decent chance someone else quoted them.
"Hi Chris, if you got another quote, that is completely normal. If it would help, send it over and I will tell you honestly how it compares to ours, even if theirs is the better fit for you."
This one surprises people. It also tends to get replies, because it is the opposite of what they expected from a salesperson.
Day 16: The email with something new
Switch channels. Some people ignore texts but read email.
Subject: Your solar estimate, one thing I forgot to mention
"Hi Chris and Sam,
I was looking back at your proposal and wanted to point out one thing: [your real detail, for example the roof is south-facing with almost no shade, or the utility's net metering terms, or the warranty length]. It matters for how the system performs over the long run.
If you are still deciding, I am glad to answer anything. If you have decided to wait or go another way, just let me know and I will stop following up.
Dana"
That last line matters. It gives them permission to say no, which is often what gets a reply.
Day 30: The close-the-loop text
"Hi Chris, I have not heard back, so I will assume now is not the right time. I will keep your file and check back in a few months. If anything changes before then, text me here."
Then actually stop. Put a reminder in your calendar for 90 days out.
Rules that make the sequence work
- Every message gives something or asks something specific. Never "just checking in."
- Mention both decision makers when you can.
- Never invent urgency. A real deadline, like a utility rate change you can point to, is fine. A made-up "price goes up Friday" damages trust.
- Answer replies fast. If someone texts back on day 9, reply in minutes. The speed to lead guide shows why this matters more in solar than almost any other trade.
- Log every touch. If you have more than a couple of reps, use a CRM so no one sends the day 9 text on day 3.
Where reviews fit in
Homeowners who are on the fence often check your reviews again before they decide. Across the 32,440 solar listings we track, the median installer has 18 reviews and only 38.6% hold a perfect 5.0 rating. A listing with a strong, recent review count helps a quiet prospect feel safe. The benchmark report shows where the top tenth sits.
The short version
Recap on day 2, ask a real question on day 5, offer to compare quotes on day 9, send something new by email on day 16, and close the loop on day 30. Every message gives a reason to reply, and the last one gives permission to say no.
If you want someone to set up and run any one service for you, there is a free 14-day trial, no card needed. Text or call (801) 751-4071.
Steven has spent the last several years running growth campaigns for local service businesses, solar installers among them, and builds the benchmark datasets on this site from public Google listings. About the editor