A homeowner got a quote, needed time, and nobody followed up after the second call. The quote sits in the CRM for years.
Solar play · Past customers and stalled quotes
Your next solar sales are in last year's quotes and your past installs.
Every installer has a pile of quotes that stalled and a list of customers with panels but no battery. Spur pulls both, checks they still own the home, writes a letter about what's changed since you last talked, and mails it with a QR code to an updated estimate, so old work turns into new revenue.
Free forever plan · No card · 20 property searches a month
USPSFirst-Class
Greg Lindholm4417 Cypress CtPleasanton, CA 94566Scan for your updated estimate
Greg L. scanned your updated estimate card · 26 min ago
AI-written for this owner · Mailed in 2 days
2 listsstalled quotes and past customers without storage
Still the ownerfilter out anyone who has sold
What's changedrates, prices, and storage options since last time
The problem
Most installers spend everything on new leads and ignore the ones they already have.
Customers who bought panels before storage made sense for them never hear about batteries, EV chargers, or system expansions.
Re-sending last year's proposal ignores what's changed: rates, prices, incentives, and the homeowner's own situation.
How it works
From list to mailbox in one workflow.
Five steps from an old CRM export to new signed contracts.
app.usespur.com
See it in Spur
A reactivation list in Spur
Sample Pleasanton, CA stalled quotes and past customers who still own their homes. Names are partly masked.
Your CRM listQuoted 3–24 mo ago or installedStill the ownerNo battery on recordNot in active deal
- Greg L.4417 Cypress CtQuoted 14 mo ago · 8.4 kWStalled quoteUpdated estimate
- Tina & Raj S.3260 Vineyard AveInstalled 2021 · no batteryPast customerStorage offer
- Owen P.1825 Valley AveQuoted 7 mo ago · 6.9 kWStalled quoteFinancing question
- Carla M.5102 Black AveInstalled 2019 · bought an EVPast customerExpansion + charger
- Will & Dee H.2733 Laramie Gate CirInstalled 2020 · no batteryPast customerStorage offer
AI draft for Greg L. · 4417 Cypress Ct
YOUR QUOTE FOR CYPRESS COURT IS OUT OF DATE. HERE'S A NEW ONE.
Hi Greg, we designed an 8.4 kW system for your home on Cypress Court last year, and we understand the timing wasn't right.
A lot has changed since then. Equipment prices have moved, your PG&E rates have changed, and under California's net billing rules, adding a battery to store your midday solar for the evening often changes the math. The incentive picture is different now too, and we'll be straight about what applies to you.
Scan the code and upload a recent bill. We'll send an updated estimate, with and without storage.
Bay Sun Energy · (925) 555-0136
Sample data for illustration. Your results depend on your market and filters.
Playbook
How to reactivate stalled solar quotes and past customers
Most solar companies spend heavily to generate leads and very little on the quotes and customers they already have. A homeowner who got a quote already let you look at their roof and their bills. A past customer already trusts your work. Both are cheaper to reach than a new lead, and both have reasons to reconsider as things change.
Stalled quotes stall for ordinary reasons: timing, financing questions, a spouse who wanted to wait, or a bigger project first. Six months or a year later, many of those reasons are gone. A letter that acknowledges the timing and explains what's changed, including rates, equipment prices, financing options, and incentives, gives them a reason to look again without feeling pressured.
Past customers are a storage and expansion market. Many systems were sold when exporting extra power to the grid paid well. That changed in some places. California's net billing tariff, which took effect in April 2023 for new customers, cut the value of exported solar significantly and made batteries more attractive. Even existing customers on older plans may want backup power for outages.
Outages are part of the storage pitch. The U.S. Energy Information Administration reports that U.S. electricity customers averaged about five and a half hours of power interruptions in 2022, with much longer outages in storm-hit areas. A battery that keeps the refrigerator, internet, and lights on is easy to explain to a customer who already has panels.
Clean the list before mailing. Match every address to current property records and remove homes that have sold. A new owner of a home you quoted is a different prospect and needs a different letter. Then route scans to the rep who originally quoted the homeowner, so the conversation picks up where it left off.
Be honest about incentives. The federal residential clean energy credit ended for homeowner-owned systems placed in service after 2025, so a stalled quote built around it needs new numbers. Say so plainly. Homeowners respect an installer who updates the math instead of hoping they don't notice.
41×return on a year of Spur Team from one $24,000 system from a stalled quote
Old quotes and past installs, turned into new contracts.
- Spur Team: $588/yr, plus 400 contacts × 2 touches: 400 cards at $0.94 + 400 letters at $1.29 = $892
- One $24,000 system + four $14,000 battery retrofits = $80,000
- About 54× the software and postage combined, from people who already know you
Example math. System and battery pricing, incentives, and close rates vary by market and utility. Run your own numbers →
One tool, not four
Spur vs. the usual follow-up on old quotes
What you needThe usual waySpur
Only homeowners who still own the homeThe whole CRM, including sold homes✓ Built in
Letter explains what's changedLast year's proposal re-sent✓ Built in
Storage offer for past customersPast customers never contacted✓ Built in
Postcard, then a letterOne email✓ Built in
Scans routed to the original repWhoever picks up the phone✓ Built in
Past Customers by the numbers
Why past quotes and customers are worth revisiting
April 2023
California's net billing tariff took effect for new solar customers, cutting export value and making storage more attractive
~5.5 hrs
of power interruptions per U.S. electricity customer on average in 2022, with longer outages in storm-hit areas
41×
return on a year of Spur Team from one $24,000 system from a stalled quote
FAQ
Solar reactivation questions
How do I reactivate old solar leads?
Mail homeowners whose quotes stalled 3 to 24 months ago and who still own the home. Explain what has changed since their quote and offer an updated estimate based on a current bill.
Should I sell batteries to past solar customers?
Often, yes, especially in net billing or time-of-use markets and outage-prone areas. Past customers already trust you, and adding storage is easy to explain.
How long after a stalled quote should I follow up?
Try at six months and again around a year. Many of the reasons a homeowner waited, such as timing or finances, have changed by then.
Do I need to update old solar quotes for the tax credit change?
Yes. The federal residential credit ended for homeowner-owned systems placed in service after 2025, so quotes that assumed it need new numbers.
How do I know if a past solar lead still owns the home?
Spur matches each address to property records and flags homes that have sold, so you only mail homeowners who are still there.
Keep exploring
Related plays and guides
Start in minutes. No card required.
Turn old quotes into new contracts.
Pull stalled quotes and past customers, keep the ones who still own the home, and let Spur mail a what's-changed letter. Free to start.
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