Lifting billable rate 29 points with four IVR questions
An installer network buying solar calls across six states was paying for a large share of renters and low-bill households. Four qualification questions changed the economics.
Results
What was actually broken
Consultative solar calls run five minutes or more, so unqualified callers were expensive twice — once in media cost, once in consultant time. Renters and households with low utility bills accounted for a substantial share of connected calls.
Client: A residential solar installer network
What changed, specifically
Listed in the order the changes were made. The sequence mattered as much as the changes.
What it moved
Billable rate rose 29 percentage points. Raising payouts on the remaining qualified inventory kept publisher supply stable, and cost per completed install fell 26% net of the higher per-call price.
“Paying more per call and less per install felt backwards until we saw the consultant hours we got back.”
Run the same decomposition on your account
We will take a month of your call data and show you where it fails, before anyone talks about switching anything.