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Commercial solar EPC companies · Sales process

Move a factory roof from first call to signed order in steps your whole team follows.

A sales process for a commercial solar EPC company is the written sequence from enquiry to signed order: the bill review, the roof survey, the proposal, the commercial discussion and the contract. GullySales sets out each step with what to ask and record, and puts every file against its current step.

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A 90-minute audit call and a written, scored report. Turnaround, reporting and term are agreed in writing after the audit.

Colleagues review customer records and a sales pipeline on a monitor

What sales process means

A sales process is the fixed sequence of steps, such as enquiry, site visit, quote and order, that every deal is expected to pass through in the same order. GullySales writes this sequence down for your business and checks that every salesperson actually follows it.

Also for commercial solar EPC companies

Sales and marketing for commercial solar EPC companies, the overview.

Last updated 6 Oct 2026.

For commercial solar EPC companies

Where it usually goes wrong, and what we would do.

  • “The survey is treated as the sale”

    Visiting the roof feels like progress, but a survey without a bill, a decision maker and a next date is a favour. Steps before the survey decide whether the visit is worth making.

  • “The proposal is a different document for each buyer”

    The same proposal goes to a promoter, a finance head and a trust board. A step in the process should name who reads it and what that person must find in the first page.

  • “Nobody owns the gap after the proposal”

    The engineer who surveyed has moved to the next roof and the sales head has forgotten the file. A process gives every open proposal a named owner and a date for the next call.

What we do

What we deliver for commercial solar EPC companies.

Every deliverable, what it covers for you, and the result it is there to produce. Nothing here is an extra.

  1. A written sequence from enquiry to order

    The steps, in your trade's words, with what is asked, what is recorded and who owns each one.

    Result: Every engineer works the same way, and a file can be picked up by anyone.

  2. A pre-survey qualifying step

    The questions to ask before a survey is booked: building ownership, roof type, connection, a recent bill and the decision makers.

    Result: Survey days go to buyers who can order.

  3. A survey checklist and report format

    A checklist covering roof type and condition, shade, structure, cable routes, inverter space, earthing and the connection, with photographs filed against the enquiry.

    Result: The proposal is built from facts the engineer actually saw.

  4. A proposal layout with a page per reader

    A fixed layout with the saving on the owner's bill, the scope of work, equipment, warranty, who handles approvals and the commercial options.

    Result: The three readers find their answer on their own page.

  5. A commercial discussion and order step

    A set routine for the meeting where price, payment terms and the choice between buying and paying per unit are agreed, and what is written after.

    Result: The negotiation ends with a purchase order, not a promise.

  6. A handover step back into sales

    A record of who the site team met, the owner's views on the work and any second roof mentioned, passed back to sales on commissioning.

    Result: A finished plant leads to the next conversation.

How the result is measured

  • Deals following the process
  • Time spent at each step
  • Drop-off rate by step

Recorded as a baseline before work starts, so every later report has an honest comparison.

Read the full sales process design and implementation page

Steps of a sale

Take a factory, warehouse or campus roof from the first enquiry to a signed order in fixed steps.

Enquiry and bill review
Ask who owns the building, the roof type and the connection, and get the last electricity bills. Record the decision makers and where the enquiry came from, before a survey is booked.
Roof survey
Walk the roof and note sheet or slab condition, shade, cable routes, inverter room and earthing. Photograph each and ask for the roof drawings, so structure is checked before any figures go out.
Pre-feasibility and proposal
Set out generation against the owner's bill, the named equipment, the scope, the warranty and who deals with approvals. Write one page for the promoter and one for the finance head.
Commercial discussion
Agree whether the owner buys the plant or pays per unit, the payment stages and what is excluded. Record each objection raised and the answer given, and who attended from his side.
Order, approvals and design sign-off
Collect the purchase order and the advance, then agree who files the net metering or other approvals. Get the single line diagram and the structure drawing signed before material is ordered.
Installation, commissioning and handover
Name the site engineer, the plan for production hours and the commissioning checks. At handover record the owner's view, the monitoring login and any further roof he mentions.

Who it is for

This is written for these commercial solar EPC companies.

  • Rooftop EPC specialists for factories and industrial units
  • Warehouse, cold storage and logistics park rooftop installers
  • Campus installers for schools, colleges and hospitals
  • Pay-per-unit (OPEX) rooftop developers
  • Open access and group captive solar developers
  • Ground-mount and solar carport contractors
  • Government and public sector tender EPC companies
  • Operations and maintenance firms adding new installations

Not for

It is not the right fit if.

  • You want a guaranteed Google ranking or a guaranteed number of leads. Nobody honest can promise either.
  • You need enquiries by next week and have nobody to answer them.
  • You want posts and reach reported, not enquiries and orders.

How it works

From your first message to the first report.

No open-ended retainer. Every step gives you something in writing.

  1. First

    Free audit call

    90 minutes with whoever handles your enquiries: how they arrive, how fast they are answered, where they are lost.

  2. After the call

    Written, scored report

    Six areas scored, fixes ranked by return and cost. If you want our help, the scope, the fee and the reporting come with it, in writing.

  3. Before work starts

    Baseline recorded

    Enquiries by source, reply time, conversion and cost per order, written down so every later report has an honest comparison.

  4. After the baseline

    The first fix goes live

    Usually the cheapest one on the report: reply time, a follow-up sequence or the marketing-to-sales handover.

  5. As agreed

    Report against the baseline

    What moved, what did not, and what changes next, in plain words. How often you get it is set in writing before work starts.

  6. At renewal

    Renew on the numbers

    The term ends and you decide whether to continue from the results. The length is agreed in writing before anything starts.

How the work runs for commercial solar EPC companies

  1. 1

    Audit the enquiry-to-order path

    We read how enquiries arrive, how a survey is booked, what the proposal looks like and where files stall, using your last proposals and the orders you lost.

  2. 2

    Build pages for each building and buyer

    Pages for factories, warehouses, campuses and commercial buildings, written around the questions each buyer asks, with the roof and the bill at the centre.

  3. 3

    Set the survey and proposal routine

    A written step from enquiry to survey to proposal, with the fields to record, the person who owns each step and the proposal layout.

  4. 4

    Record every proposal and follow it

    One shared record of each enquiry and proposal version, with the next call and the reason a file closed.

  5. 5

    Turn running plants into references

    Written agreement with willing owners for case pages and hosted visits, and a note to past customers about further roofs.

Proof

What happened when owners fixed this.

Real clients, the work we did, and the result as it was recorded. Where no number was recorded, none is claimed.

All case studies

  • Houzeome Interior Design Studio

    Situation
    A client choosing an interior designer wants to see rooms the studio actually finished. The site showed stock photography, which tells a prospective client nothing about this studio.
    What we did
    • A custom site build
    • The studio's own photography
    • One brand across the site
    • Six project pages
    Result
    • Six real projects published, each with its own detailed case-study page
    Read the case study

  • Chord Road Hospital

    Situation
    Patients who knew the hospital trusted it. Patients who searched for a department or a treatment in the area did not find it.
    What we did
    • Website rebuilt around patient needs
    • Search visibility
    • Social media on a schedule
    • Review management
    Result
    • Organic traffic increased 60% within six months
    • Online appointment bookings increased 40%
    • Social following grew 45%, and engagement on it rose 70%
    Read the case study

Also worked with

Curtain Label · Difesa Security Services · Felicity Inn · Hands On CSR · Implevista · Kambar Group · Kalessi · Kerur Pain Clinic · LL Trust · Lucky Deals · Natural Gases · NavaShakthi Souhardha · NewCom Logistics · Proton Technical Services · SB Engineering · Shakthi Foundation · Shakthi Group · Urbanest · Insyde Studio · Venkateshwara Laser Tech · Vivara Studios

Why us

Why owners pick GullySales over an agency.

  • Marketing and sales, as one job

    Most agencies stop at the enquiry. We also fix what happens after it: the reply, the follow-up, the quote and the CRM.

  • The person on the first call does the work

    No account managers in between. You are never handed to someone you have not met.

  • A baseline before anything starts

    Your numbers are written down on day one, so every later report compares against something honest.

  • The fee in writing, split three ways

    Our time, your media spend and production on separate lines. You always see what goes to us.

  • No guarantees we cannot keep

    The term is agreed in writing and never a default twelve months. We never promise a ranking or a lead count, because nobody controls those.

  • One office, and we say so

    Nagarbhavi, Bengaluru. We work across India by call and WhatsApp and travel when a session needs to be in person.

#257, 3rd floor, Sri Nanjundeshwara Complex, Nagarbhavi 8th Block, Outer Ring Road. How we work.

The offer

Start with a free audit of how you sell.

It is useful on its own, whether or not you hire us.

What you receive

  • A 90-minute call with the person who will do the work
  • A written, scored report on the six places orders leak
  • Every fix ranked by what it returns and what it costs
  • The one thing to do first, and why
  • An honest line on whether you need outside help at all
  • If you do, the scope and the fee in writing

No invoice. No obligation. No sales script.

How the audit scores you: the Order Leak Framework

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FAQ

Questions owners ask before they call.

Not here? More answers, or ask on WhatsApp.

Book the free audit
At what point should we send a proposal?
After the survey report, and after you know who decides and what the bill shows. A proposal sent on a phone description reads as a price list and invites a bare comparison. If the buyer will not share a bill, say that the proposal cannot be firm.
A buyer asks only for the rate per kWp. What do we do?
Give the basis, ask for the bill and offer a survey, and explain that the same rate can leave out different amounts of work. If he still wants only a number, give a range with what is excluded and record him as a price-only buyer.
Who should run the commercial meeting, the engineer or the sales head?
Take both. The engineer answers load, roof and approvals so the owner's doubts are settled in the room, and the sales head holds the price and terms. If one person does both, the engineer's answers get discounted.
Can a small EPC company run all these steps?
Yes. Two or three people can follow six steps if each is written down and recorded. Skip nothing, but keep each step short. Add a step only when you notice files going wrong at one point, and add it to the written sequence.
Should we publish a rate per kWp on our website?
Publish the basis, not a bare rate. Say what is inside it: modules, inverters, structure, cabling, approvals and monitoring, and what is outside it. A buyer will compare numbers, so a rate without the scope invites a lower quote that leaves half the work out.
Do factory owners search online, or does everything come through consultants?
Both. Consultants and associations bring many introductions, but the plant head or the owner then searches your name, your projects and your reviews before a survey is agreed. If that search finds nothing, a good introduction goes cold.
How much does it cost?
There is no price list, because the work differs by business. The fee is scoped in the free audit and put in writing before anything starts, split into our time, your media spend and production.
How long is the contract?
The term is agreed in writing after the audit, along with the fee and the reporting. It is never a default twelve months, and renewal is decided on the numbers against the baseline recorded at the start.
How soon will we see results?
Fixes to reply time, follow-up and your Google Business Profile are the quickest to show, because the enquiries already exist. Ads can follow soon after follow-up is in place. SEO and content take longer. How long each takes depends on your business, and the audit tells you which applies to you. Nothing here is guaranteed.
Who will actually do the work?
The person you meet on the audit call. We work from one office in Nagarbhavi, Bengaluru, with no account managers in between.

From the blog

Further reading for commercial solar EPC companies.

All articles

More for commercial solar EPC companies

Everything else we would do for you.

Or start from the overview: sales and marketing for commercial solar EPC companies.

Your next practical step

Get a free audit of how you sell, and a scored report of where the work is.

90 minutes. A written, scored report. No invoice and no obligation.

Book a free audit