Mapping Buildings and Grounds: How to Find Roofing and Solar Deals

Introduction

Building owners and managers are bombarded with sales pitches every day. Standing out requires a strategic approach that’s tailored to their needs. But to find out exactly what they need, you have to be willing to work a bit smarter than your competitors.

Combining technology with a data-driven prospecting approach (which I’ll explain in a moment) is the fastest way to find the right prospects and close deals today.

In this guide, we’ll show you how to uncover roofing and solar opportunities by leveraging innovative tools and strategies to accelerate your sales and revenue and grow your business.

The Importance of Targeted Prospecting

Identifying roofing and solar leads that will turn into deals starts with targeting the right people. Building owners and managers make key decisions about property improvements and energy solutions, but finding them can feel like searching for a needle in a haystack. The secret? Focusing your efforts on the properties already actively searching for your services.

This means eliminating inefficient prospecting approaches and using things like intent data, buying signals, aerial imagery, and virtual measuring tools to find the right deals.

Understanding Your Target Market

Before you can find building owners and managers, you need to know who you’re looking for. Ask yourself:

• What types of commercial properties benefit most from the specific roofing and solar solutions that we offer?
• How do specifics like building size, location, and energy needs influence their decision-making?
• What existing pain points (like high energy costs or roof wear) can you solve for them instantly?

Once you identify these factors, you’ll be able to target prospects who are actively looking for the solutions you offer—cutting down on wasted time and increasing your chances of success.

Finding Commercial Property Leads

Commercial property leads are a goldmine of roofing and solar sales opportunities. High-quality lead sources should provide critical details like property specifications, decision-maker contact information, and intent data around what owners and managers are actively searching for.

Instead of cold-calling 100+ random properties per week, your team can leverage intent data to zero in on prospects already aligned with your services.

However, this data isn’t easy to find, and it’s even harder if you’re looking for accurate and up-to-date data.

Pro Tip: Use Platforms with Integrated Data

This is where property intelligence tools like Convex are game changers. Convex was designed specifically for sales reps prospecting commercial properties, and the platform can overlay property details, owner contact information, and even buying signals (intent data) onto a map—giving your team visibility into their entire market. This saves hours of research, so you can spend more time contacting the right people.

Leveraging Aerial Imagery and Virtual Measurements

When it comes to assessing commercial properties, aerial imagery, and virtual measurements are game-changers. These tools give you the insights you need to evaluate buildings without ever setting foot on-site.

The Role of Aerial Imagery

Aerial imagery provides a clear view of rooftops, parking areas, and grounds. This perspective helps you spot challenges like roof wear or shading for solar panels.

By identifying these details early, you can tailor your outreach and proposals to address specific issues.

Accurate Virtual Measurements

Forget climbing ladders with a measuring tape. Virtual measurement tools calculate roof dimensions and area with precision.

This accuracy ensures your estimates are on point, saving you from costly miscalculations and building trust with prospects.

Engaging with Building Owners and Managers

Once you’ve used tools like Convex to identify your prospects, the next step is engaging with them. Building owners and managers are busy, so every interaction should deliver clear value, or it will be ignored.

Crafting a Compelling Value Proposition and Tailored Sales Outreach

Your value proposition isn’t about you—it’s about them. Show how your roofing or solar solutions solve their problems. For example:

• Reduce energy costs with solar installations.
• Extend the life of their roof with high-quality materials.
• Increase property value with energy-efficient solutions.

Tailor each pitch to the specific property and decision-maker. The more personalized your message, the more likely they’ll listen.

Convex’s Generative AI can do this for you. Trained on the details of your company, sales reps, and services as well as the buying signals, contact information, and property details of your prospects, our tools can draft emails and phone scripts in seconds that are not only relevant but also personalized to the needs of the potential customer—this means no more generic sales messaging!

Building Relationships with Key Decision-Makers

Personalized outreach builds trust, and trust is everything in commercial sales. Use a multi-channel approach to connect with decision-makers:

1. Email: Send personalized messages highlighting property-specific opportunities.

2. Phone calls: Follow up with details that show you’ve done your homework (or used Convex).

3. Loom videos: Allow the prospect to put a face to a name.

4. In-person meetings: Build rapport and address objections face-to-face when possible.

The goal isn’t just to sell—it’s to build a long-term partnership that benefits both parties.

Estimating and Proposing Projects

Once you’ve earned their interest, it’s time to show you’re the right partner for the job. Accurate estimates and persuasive proposals are your ticket to closing the deal. We go into these details in other articles and integrate with tools like Aspire’s PropertyIntel to help you estimate faster and with greater efficiency, so we’re not going to cover too many details here—but here are a few thoughts to streamline your approach:

Estimating Projects with Precision

Use tools like aerial imagery and virtual measurements to deliver precise project estimates. Convex’s virtual measuring tools can accelerate your proposal process dramatically because you don’t need to walk the site. Plus, you can easily adjust variables (like panels or roof types) to test out different scenarios that meet your prospects’ needs.

Developing Winning Proposals

A great proposal doesn’t just explain the project—it sells it. Include:

1. A detailed scope of work.

2. Timelines for completion.

3. Testimonials or case studies from similar projects.

If possible, add visuals like photos, charts, or mockups to make your proposal stand out. Show them you’ve thought of everything. PropertyIntel can help you do this with pre-set templates that integrate with Convex’s data. Meaning you’re

Utilizing Technology to Enhance Business Processes

The best roofing and solar companies use technology to stay ahead of the competition. By automating tasks and analyzing data, you’ll free up time to focus on what matters: building relationships and closing deals.

Property Intelligence

Convex’s Atlas tool offers best-in-class data for accuracy. Designed specifically for commercial services businesses like roofing and solar, Atlas takes the difficulty out of finding highly targeted leads.

How Convex Works:

1. Log in and Check Signals: Start by logging into Convex and checking the “Signals” category—our proprietary buyer intent data—to see who’s in-market and ready to buy. These signals provide intent scores based on various factors, helping you prioritize high-value prospects.

2. Search for Properties, Accounts, and Contacts: Search for properties or accounts that align with your products and services. This could be anything from a specific property type (e.g., hospital, airport) to individual contacts, job titles, account names, or tenant information. Convex’s property intelligence includes key insights such as permit histories, building age, square footage, ownership, transaction details, and equipment data, making it easier to identify and close new leads.

3. Leverage Generative AI for Personalized Outreach: With just two clicks, use Generative AI—trained on buyer signals, firmographic data, and your company’s contact data—to send a personalized email or draft a phone script. The AI uses data like job titles, decision-maker information, and property history to craft targeted messages that resonate with prospects.

4. Automate Follow-ups and Manage Leads: After outreach, set up automated follow-ups or reminders and track the lead in your CRM. Convex allows you to export lists of prospects, assign stages, tag coworkers, and assign dollar values to leads, offering light CRM functionality for lead management.

CRM Systems for Managing Leads

Once you’ve converted prospects into leads, you have to nurture the relationship. This is where integrations between your sales tools and CRMs like Salesforce or HubSpot ensure seamless pipeline tracking.

A Customer Relationship Management (CRM) system keeps your leads, contacts, and notes organized. Use it to:

• Track follow-ups.
• Schedule outreach.
• Analyze which prospects are most likely to convert.

Prospecting is only the first step to closing the deal; the rest is about building a great relationship. But that’s a topic for another day… Today, our focus has been on finding deals.

Data Analytics for Informed Decision-Making

Finally, data and analytics are two aspects of finding roofing and solar leads that people don’t mention much. Tools that offer data points like: is this property manager working with your competitors, or does the owner have multiple properties that could benefit from a unique bundled solution—these data points make all the difference in closing deals. Convex’s data helps you target buyers who are ready to buy, and it keeps your conversations engaging by providing insights that matter most.

By letting data guide your prospecting and sales strategy, you’ll make smarter decisions and grow faster.

Conclusion

Finding roofing and solar deals doesn’t have to feel overwhelming. By combining targeted prospecting with the latest technology, you can uncover opportunities that others miss. Aerial imagery, virtual measurements, and data-driven tools aren’t just convenient—they’re your competitive advantage.

Now, it’s time to put these strategies into action. If you’re ready to find roofing and solar deals faster than competitors, schedule a free demo of Convex today. Our team would love to help you discover a tool that can revolutionize how you find new business.