3:58
The funnel question that filters serious solar buyers
Quick one tonight.
Our campaigns are performing exceptionally well, and this video breaks down one small funnel detail that’s punching way above its weight when it comes to lead quality.
It’s not a standard question.
It doesn’t ask for numbers or preferences.
It simply gives people space to tell you what they actually want.
That single field has become one of the strongest indicators of buy intent across every client we run funnels for. When it’s filled in, sales teams know exactly which leads to prioritise — and why.
This isn’t about lowering cost per lead.
It’s about lowering cost per acquisition.
For context, this video was originally recorded on 9 January 2025, views & strategies may have changed since.
Featuring
Video transcript
Good evening. Happy Thursday. It is a good day. Our campaigns are absolutely ripping, and I want to take you through one of the questions, or little nuances, that is one of the contributing factors behind the success our clients are having.
Let’s hop over to the funnel. We’ve got a multi-step funnel built on Perspective. This is how we generate leads for all of our clients. And there is one specific question that has been punching way above its weight.
It’s not a typical question. Normally you’d have things like name, service, what appeals to you most, what do you spend on energy per year. But this one is different, and it’s key. It doesn’t ask anything specific. It simply says, “Anything else to tell us, Jude?”
This question is arguably one of the most important if you want to generate high-quality leads with high buy intent, leads that actually have an idea of what they want to buy from you.
The leads we generate are not the kind where people are asking basic questions like why people in the UK don’t buy solar or whether there’s a government grant. We don’t do those kinds of leads. We do leads from people who already know they want a Tesla Powerwall 3, who’ve done some research, who can afford the installation, and who want to work with you to get it done, and get it done soon.
This question really helps us identify those people. Whenever we get a lead through for any of our clients and the lead has entered information into this field, we know they’re onto a winner. Our clients are starting to pick up on this as well. Wherever they are, no matter what they’re doing, they call these leads straight away because of how much intent they show.
When someone fills this field out, they’re not just rushing to get to the end of the form. They actually want to give you additional information to help you assist them with their enquiry. They want to move along the sales process as quickly as possible and get a system installed, which is what we’re here for in the first place.
We’re not here to generate leads. We’re here to generate installs, deals, and money in the bank.
So if there’s a single piece of actionable information you can take away from any of my videos, it’s this: if you are running Meta ads, you should add a field that asks for additional information. Yes, you might get some drop-off. But the leads that drop off probably weren’t going to buy from you anyway, so who cares?
Yes, your cost per lead might go up. Maybe it’s £5 higher. Who cares? Your cost per acquisition is going to go down by £100. What do you actually care about? Cost per lead as a vanity metric, or making money profitably?
That’s what we care about.
The next one will be a bit longer. I’ve done a few short ones because I left it a bit late this evening. But from the next one onwards, it’ll be longer-form, more in-depth content. This is just a quick, actionable tip you can go away and implement right now.
Have a nice evening, and I’ll catch you in the next one.
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