A qualification layer that decides which solar enquiry is worth a consultant's afternoon

Qualification in residential solar usually happens on the phone, by a person, after the cost of the appointment has already been committed. The form collects contact details and a postcode; a consultant then spends the first part of the call discovering that the property is rented, or that the roof faces the wrong way, or that the bill is a third of what a system would need to displace. None of those are hard questions and none of them are being asked at the point where the answer would still be free.

The form collects a name and a postcode; the consultant then spends forty minutes discovering the roof is rented.

1. 01

   Three facts decide almost everything, and none of them are on the form

   Whether the household owns the property, what the roof is and roughly which way it faces, and what the bill looks like. Panel brand, financing structure and timeline are conversations. Those three are a filter, and they fit on one screen without anybody feeling interrogated.

2. 02

   A qualifying question is not friction if it replaces a call the buyer did not want either

   The objection to asking more on a form assumes the alternative is nothing. The real alternative is a phone call at a bad time, asking the same questions less conveniently. Framing matters more than field count: three specific questions with a visible reason attached outperform six generic ones.

3. 03

   Battery interest is a routing input, not an upsell

   The second product changes the proposal, the site assessment and often which crew attends. Discovered during the appointment it costs a rework; captured on the form it changes who the enquiry is routed to before anybody's diary is committed.

4. 04

   Declining an enquiry politely is part of the system

   A renter, or a roof that will not carry a system, is a real answer. A route that gives it immediately with a reason and a suggestion costs nothing, avoids a wasted appointment on both sides, and protects the local reputation an installer will still need in three years.

With the **Section 25D residential tax credit expired (31 Dec 2025)**, residential solar acquisition cost is forecast to rise **40% to $0.84/W in 2026** as the market contracts **19%** (Wood Mackenzie, Mar 2026). When every consultation costs more and there are fewer to go around, qualifying *before* the appointment is the whole margin.

The landing page carries a conditional form: ownership, roof and orientation, bill band, and battery interest, each with a plain reason for asking. The answers resolve into three routes — a consultant appointment booked directly into the assessment calendar, a nurture track for households that are qualified but not ready, and an immediate, explained decline for enquiries that cannot proceed. Every route writes to the CRM with the qualifying answers attached, so nobody re-asks them, and reporting is per route rather than per form so the decline path is visible as a deliberate outcome rather than as lost volume.

1. 1

   Week 1

   Question design

   Three qualifying questions plus battery interest, each with a stated reason, tested for drop-off

   Owner: OmniFlow + installer sales

2. 2

   Weeks 1–2

   Routing rules

   Three routes defined with owners; qualifying answers written to the CRM record

   Owner: OmniFlow

3. 3

   Weeks 2–3

   Booking and decline paths

   Direct booking into the assessment calendar; explained decline with an alternative

   Owner: OmniFlow

4. 4

   Week 4

   Route reporting

   Volume, outcome and appointment rate reported per route rather than per form

   Owner: OmniFlow

This entry makes no performance claim, and in this sector that is a stronger statement than usual: there is no published lead-to-sale rate, no published website conversion rate and no speed-to-lead study for residential solar, so any figure quoted here would have nothing behind it. What is documented is the structure — which questions are asked, where the routing happens, and why the decline path is treated as an outcome rather than as leakage.

These are the surfaces this engagement is run and measured from, shown with representative figures built around the benchmarks cited on this page. Every account we run reports into views like these, and you keep ownership of all of them.

We put the qualifying questions on the form before we built the decline route, so for the first fortnight a disqualified enquiry received the same confirmation message as a qualified one and then heard nothing. That is worse than not asking, because it collects an answer and visibly ignores it. The decline path belongs in the same release as the questions that trigger it.

Real client work that shipped. No performance figures are published, because none have been verified and approved for release. See all our work