What Makes a Solar Lead Qualified?
A qualified solar lead meets written criteria for your service territory, homeowner status, solar interest and contactability. Qualification should describe what was actually checked, rather than imply that a form submission guarantees financing or installation eligibility.
Separate a form answer from a verified fact
A person can state that they own a home, provide a utility name and estimate a bill. Those are self-reported responses unless separately verified. Ask whether ownership is checked against property records, whether the address is serviceable and whether the utility amount comes from a reviewed bill. Do not treat missing fields as affirmative answers.
With fresh campaigns, agree on required questions and verification methods before launch. For aged records, determine which attributes existed at the original inquiry and which have been updated.
Write acceptance criteria before launch
- Actual included service ZIPs and excluded utility territories.
- Ownership requirement and the evidence used to assess it.
- Utility and bill threshold, if relevant, with units and reporting period.
- Contact fields and the definition of a duplicate or wrong-party record.
- Evidence of the original inquiry and permission appropriate to the intended contact.
- What qualifies for a replacement and when an issue must be reported.
Roof condition, shading, structural suitability, financing and current customer needs often require later evaluation. A lead, booked appointment and approved installation are different funnel stages.
Measure qualification through outcomes
Track how many accepted leads can be reached, meet your written criteria and attend an appointment. Keep original responses available so setters can acknowledge the offer the homeowner saw. Do not change qualification definitions mid-test without labeling the new cohort.
Read the appointment operations guide to translate criteria into setter questions. Review consent evidence separately: commercial qualification does not itself establish contact permission.