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Commercial solar EPC companies · Referral marketing

A factory owner trusts a plant they have stood beside more than a proposal they have read.

Referral marketing for a commercial solar EPC company is turning running plants, consultants, builders and bankers into a steady source of introductions to factory and campus owners. GullySales sets up the ask, a hosted-visit routine and a record of each introduction, within what each person's trade allows.

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Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.

A solar engineer and factory manager review a rooftop installation

What referral marketing means

Referral marketing is asking an existing customer to recommend you to someone they know, usually with a reward for both sides. It differs from a loyalty scheme because it brings in a new customer rather than a repeat purchase. GullySales builds the ask and the reward into a point where a customer is already satisfied.

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.

  • “A visit to a running plant closes more than a brochure”

    An owner who has watched an inverter room and spoken to the plant head who lives with it is moved by a different kind of proof. Most EPC companies never ask a customer to host.

  • “Advisers meet the buyer first”

    An energy consultant, a PEB builder or a banker is asked about solar before you are. If they have no reason to name you, they name whoever called last.

  • “Referrals are not tracked, so they are not thanked”

    A name comes up on a survey call, the engineer notes it nowhere, and the person who sent the buyer never hears what happened. The next introduction goes to someone else.

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 hosted-visit routine for running plants

    A written ask to willing owners, a set of days, a briefing for the plant head and an agreement on what stays private.

    Result: A new buyer can visit a plant with its owner's blessing.

  2. A pack for consultants and builders

    A short note on what you take on, the roofs you handle and what you need from their client, with a tracking sheet for each introduction.

    Result: An adviser knows when to name you and what happens next.

  3. A referral record on every file

    A field on each enquiry for who sent the buyer, which plant they saw and what was said.

    Result: You can tell which introductions become orders.

  4. A thank-you routine

    A message and a short call to each source after an introduction, whatever the outcome, within what their trade allows.

    Result: The person who referred hears what became of it.

  5. A note for owners of installed plants

    A plain request to installed customers about neighbours in the same estate, sent with their performance summary.

    Result: Asking comes with something of value.

How the result is measured

  • Referrals received
  • Referral conversion rate
  • Cost per referred customer

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

Read the full referral marketing page

How referrals reach you

A factory owner will believe a neighbour's running plant before they believe your brochure.

The owner of a running plant
Ask at commissioning whether the owner would host a visit for a buyer in the same estate. Agree days, brief the plant head, and note what the owner wants kept private, such as bills and contract value.
The energy consultant or auditor
The consultant writes the report that sets the question. Share your survey format and the roofs you handle, and agree in writing what is paid, if anything, and that the client is told.
The PEB builder or the roofing sheet supplier
The builder sees the shed before and after construction. Tell them your load checks and when a roof must be strengthened first, and record the project each time they name you.
The bank or NBFC relationship manager
The relationship manager meets an owner ready to borrow. Give them your project details and the finance options you work with, and let the owner choose. Never route a buyer to a lender who pays you.
The industrial association
Offer a talk on reading the electricity bill, not a sales pitch. Members who learn something remember who taught them. Note each member who speaks to you and follow up the same day.
What never to do
Never share a customer's bills, roof drawings or contract value with a new buyer without the customer's yes. An owner who finds their plant discussed with strangers will not host the next visit.

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.

  • Your commissioned plants have unresolved faults, and sending a prospect to stand beside one would cost the order
  • Nobody asks the owner of a running plant for permission to host a visit, so there is nothing to send a prospect to

How it works

How the referral marketing work runs

The work itself, in order. How an engagement starts, from your brief to a written scope, is set out on our method page.

  1. 1

    Read the margin and the relationship

    We work out what a new customer is worth and what you can pay to get one, then check whether customers know others like themselves.

  2. 2

    Find the referrals you already get

    Your invoices, call notes and WhatsApp threads show who already sends people to you, and who they are. That sets the starting point and the first people to ask.

  3. 3

    Write the offer and the rules

    The reward, the definition of a valid referral and the payout steps are agreed in writing before anything is shown to customers.

  4. 4

    Build the share path and the record

    The message, the link or code and the referral sheet are built. Your team tests a referral end to end, from forward to reward.

  5. 5

    Start with your best customers, then widen

    The first asks go to people who have already praised you. What they say about the offer decides what changes before it reaches the wider base.

Where this fits

Three pieces of sales work, in this order.

This work sits inside sales process design, at stage 7, after the sale. The audit comes before it, and sales management keeps it running.

  1. Step 1

    Sales audit

    Find where deals are being lost and what to fix first.

    Start here if you cannot say where orders are lost.

  2. Step 2 · you are here

    Sales process design

    One written way to sell, from first enquiry to repeat order.

    Start here if every salesperson sells differently.

  3. Step 3

    Sales management

    A target, a review routine and someone who owns the number.

    Start here if the team has targets and no routine.

Tell us what you need Your brief is read before we call. Scope, fee and term in writing.

FAQ

Questions owners ask before they call.

Not here? More answers, or ask on WhatsApp.

Tell us what you need
Should we pay an energy consultant who sends us work?
Agree it in writing, tie it to a signed order and tell the client. A consultant whose client believes the consultant independent but who takes a payment from the installer puts both of you at risk. Some consultants refuse on principle, so ask before you assume.
How do we ask a customer to host a visit without pestering?
Ask at commissioning, when the plant is working and the owner is pleased. Offer fixed days, offer to brief the plant head, and say what the visitor will see. Ask for a few visits only, and stop when the owner says enough.
How do we track who sent whom?
Put a field on the enquiry form and the survey sheet, and ask every buyer who told them about you. Record the answer even if it is a vague name. After a few months the same names come up, and those are the sources to look after.
Can a banker or an architect refer us?
Many do, in the interest of their own client. Give them your project details and let the buyer choose. Check what their employer or profession allows before offering anything, and prefer a clear thank-you and an update on the file.
How much does it cost?
There is no price list, because the work differs by business. The fee is scoped after we have read your brief and spoken to you, 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 we have spoken, 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?
It depends on the trade, the channel and what is already in place. After we have read your brief and spoken to you, we say what we would expect to move first and how it will be measured against the baseline. Nothing here is guaranteed.
Who will actually do the work?
The person you speak to before anything starts. We work from one office in Nagarbhavi, Bengaluru, with no account managers in between.
What do you need from us?
Your brief, and a conversation. After that, access to whatever this work touches, such as your website, your accounts or your enquiry record, and time with the people who handle your enquiries.
What if we are not happy with the work?
Tell us and the plan changes. Everything is reported against the baseline, so a number that is not moving is visible to both sides. The term is in your written scope, and the refund and cancellation policy sets out the rest.

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.

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