Customer Proposals

Working with our sales leadership, I led design from its initial concept through to launch and subsequent iterations. My aim was to create a dynamic new proposal, enhancing customer engagement and boosting solar conversion rates.

Process

Step: Field research. In order to understand what actually happens in the field, I interviewed a number of salespeople and participated in several ride-alongs to watch how top ranking salespeople engage a prospective customer.

Step: Design for indecision. I designed it to enable a "one call close". However, solar is a considered purchase and a long-term investment. Therefore, I also designed Dynamo to be a proposal that can be left behind which the customer who can pick it back up later and accept the proposal.

Step: You (still) do you. Sales techniques differed significantly in each region of the US, and sales styles differed between individual salespeople. To be adopted, it had to be flexible enough to enable a salesperson to still do it their way.

Step: Presentation is everything. I used slides as the general paradigm for the tool, optimized for a tablet screen. I worked closely with marketing team to produce dynamic content that clearly communicated a number of complex topics which were typical hurdles on the path to going solar.

Step: Learning loop. We worked with a remote group of very vocal and successful salespeople to iterate on the design and test out variations.