Beyond the Install
Solar may start with an install, but smart teams know it doesn’t end there. Contractor-offered service plans are becoming one of the best ways to strengthen customer relationships, build recurring revenue, and stand out in a crowded market.
For homeowners, they provide peace of mind beyond the manufacturer warranty. For businesses, they create loyalty, referrals, and long-term growth.
Why Service Plans Matter Now
Solar is competitive, and deals can move fast. For homeowners making a major investment, that pace can feel like they’re just being sold to. Many are first-time buyers who don’t fully understand how systems work, or they worry about hidden costs down the line.
Service plans flip the script. They position solar contractors as partners: explaining the system in plain language, providing ongoing support, and building trust throughout the process.
That trust pays off with smoother installs, stronger reputations, and more referrals. In today’s market, where policies are shifting, utilities are smarter, and regular solar system check-ins are essential. Even the best installs can present surprises, but service plans give contractors a way to handle them proactively.
What a Great Service Plan Includes
Not all solar system service plans are created equal. The best ones feel like a standard part of going solar, not an afterthought. For contractors, that means building service into the experience from the start. Great plans cover solar performance, maintenance, and communication in a way that builds trust on both sides.
(For Solo customers, service options can be added directly into proposals, making it simple to present them as part of the package.)
Great service plans include:
- Annual solar system health check: In-person or virtual review of production vs. estimate, inverter and battery alerts, firmware updates, and TOU settings.
- Always-on solar monitoring and alerts: Performance thresholds, daily checks, and clear workflows for triage and homeowner updates.
- Clear response times: Defined SLAs for first contact and on-site visits, so customers know what to expect.
- Defined coverage: Clear guidelines for what is included (remote diagnostics, warranty claims, firmware updates) and what is not (storm damage, roof work).
- Battery and backup readiness: Annual “simulated outage” tests, seasonal tuning, and confirmation of critical-loads setup.
- Clean documentation: Serial numbers, photos, AHJ and utility paperwork, and performance logs stored for faster claims or resale.
- Upgrade pathway: Use performance insights to recommend storage, EV integration, or panel replacements when they add value.
- Simple access: One point of contact and quarterly performance summaries in plain language.
Great service plans aren’t just for customer peace of mind; they benefit all involved.
| For Homeowners | For Solar Contractors |
|---|---|
| Confidence that their system will keep performing year after year. Regular check-ins and proactive fixes that prevent costly problems with solar maintenance plans. Ongoing support from contractors that reinforces that they made the right investment. | Stronger customer relationships and higher satisfaction. Natural openings to upsell storage or other upgrades. More referrals from happy customers. A proactive service model that helps you stand out in a crowded market. |
When service is built into the customer experience, it solves problems early, strengthens loyalty, and creates long-term growth.
Positioning Service in the Sales Process
A big mistake is waiting until after the sale to bring up service. By then, it feels like an extra cost instead of part of the package. Talking about service early sets clear expectations and prevents buyers from feeling uncertain.
Successful teams present service as a standard part of going solar. A few best practices:
- Present it as standard. Frame service as what most customers choose. Use language like, “Most of our customers choose our performance protection plan, which includes monitoring and annual checkups.”
- Focus on protection, not cost. Simple phrasing like, “We’ll keep an eye on your system and handle issues if they come up,” builds trust more effectively than technical jargon.
- Build rep confidence. Customers can sense hesitation. Training reps to speak naturally about service ensures it feels like a value, not a burden.
When service is positioned this way, the impact goes beyond peace of mind. It reduces cancellations, strengthens satisfaction scores, and creates natural openings for upsells like storage. Satisfied customers can be your best advocates. A great way to incentivize referrals is to make it simple and rewarding. Ask at the right time, with simple questions, and offer a small incentive to share their experience with friends.
Service plans don’t just reassure homeowners. They translate directly into stronger relationships, measurable growth, and a steady stream of new opportunities.
Elevating Customer Experience with Solo
Solo makes it simple to add service options directly into proposals, ensuring the conversation starts when homeowners are most engaged. A service section in the proposal template helps contractors highlight long-term value early in the sales cycle.
Solo customers: Talk to your customer success rep about how to add service options to all of your solar proposals.
Service isn’t just a bonus. It’s a way to stand out, strengthen relationships, and future-proof your business. Helping homeowners protect their solar system is good service.
Turning that trust into long-term growth is good business.