If you ever meet Graig Hankins, he’ll tell you he’s a firm believer in two things: renewable energy and Southern charm. Born and raised in Rocky Mount, NC, Graig grew up working on his family’s farm, where every dollar saved on energy mattered.
“My dad used to say, ‘The sun’s free, so why not use it?’” Graig laughed. “That stuck with me.”
Years later, after a short stint as an electrician, Graig found his true calling: solar energy. He started his own solar company, aiming to help homeowners and businesses in his community save money and go green.
The Bright Idea
Getting into the solar business felt like a no-brainer for Graig.
“Everyone loves saving money, right? Plus, I thought the eco-friendly angle would be a huge selling point,” he said.
But he quickly learned that convincing people to invest in solar wasn’t as easy as flipping a light switch.
“Solar’s not like selling a lawnmower,” Graig explained. “It’s a long-term investment, and folks around here are cautious. They want to see how their cousin’s neighbor’s system is working before they commit.”
The Challenge of Shining Through
For the first two years, Graig hustled. He went door-to-door, held free workshops at the library, and even set up a booth at the Rocky Mount Farmers Market.
“People would stop by, grab a flyer, and say, ‘I’ll think about it,’” Graig said. “And then they’d think about it for six months or a year—or forever.”
Graig also poured money into online ads and mailers, but the return on investment was underwhelming.
“I was spending more time explaining the concept of solar than actually selling systems,” he said. “It was like trying to sell ice to penguins—except the penguins already had ice and weren’t convinced they needed better ice.”
A Game-Changing Conversation
One evening, Graig was venting his frustrations to his buddy, Mike, over barbecue.
“Mike runs a car dealership,” Graig said. “He’s one of those guys who could sell you a car you didn’t even know you wanted.”
Mike listened and then asked, “Have you ever tried incentive marketing?”
“Incentive what now?” Graig replied, raising an eyebrow.
Mike explained how he used incentives—like free vacations and dining vouchers—to close deals.
“At first, I thought he was pulling my leg,” Graig admitted. “A vacation for buying solar panels? It sounded crazy.”
But Mike insisted. He told Graig about Marketing Boost, a platform that provided high-value incentives at a fraction of the cost.
“Mike said, ‘You’d be surprised how a little extra perk can tip the scales. People love feeling like they’re getting something special.’”
Taking the Leap
After some research (and a few more nudges from Mike), Graig decided to give Marketing Boost a shot.
“I figured, what do I have to lose? My other marketing efforts weren’t exactly hitting it out of the park,” he said.
Graig started small, offering a complimentary four-day vacation to anyone who signed up for a solar consultation and installed a system.
The Sun Finally Shines
The results were almost immediate.
“The first couple I pitched didn’t even hesitate,” Graig said. “As soon as I mentioned the vacation, their eyes lit up. They were like, ‘Wait, we get solar panels and a getaway? Sign us up!’”
Word spread quickly. Suddenly, Graig was getting calls not just from Rocky Mount but from surrounding towns.
“One guy drove an hour just to meet with me because his brother told him about the vacation offer,” Graig said, shaking his head in disbelief. “I’ve never had that kind of buzz before.”
Why It Worked
Graig realized that the incentives weren’t just a gimmick—they addressed a key hesitation his customers had.
“Solar’s a big decision,” he explained. “People feel like they’re taking a risk, and the vacation made them feel like they were getting a reward right away.”
It also gave Graig an edge over his competitors.
“There are a lot of solar companies out there, but none of them were offering anything like this,” he said. “I became the guy who not only helped you save money on your power bill but also sent you to Cancun.”
Scaling Up
As Graig’s business grew, he got creative with his incentives.
“For commercial clients, I started offering dining vouchers for team outings,” he said. “For residential customers, I’d let them choose between a vacation or a hotel stay. People love options.”
He also used the incentives to keep his existing customers engaged.
“After installing a system, I’d send a voucher as a thank-you,” Graig said. “It turned my customers into my best promoters. They’d post about their vacations on social media and tag me. I couldn’t buy that kind of advertising!”
Lessons Learned
Looking back, Graig said the experience taught him some valuable lessons about marketing—and people.
“First, never underestimate the power of a good perk,” he said. “It’s not just about the solar panels; it’s about the experience you’re offering.”
“Second, don’t be afraid to try something new,” he added. “I was stuck in my ways, and Marketing Boost opened my eyes to a whole new way of connecting with customers.”
Where He Is Now
Today, Graig’s solar company is thriving. He’s hired two additional salespeople, expanded his service area, and is even considering opening a second location.
“Marketing Boost didn’t just boost my sales—it boosted my confidence,” Graig said. “I finally feel like I’ve got the tools to compete and win in this industry.”
Ready to Shine?
If you’re a business owner looking to stand out and attract more customers, it’s time to give incentive marketing a try.
With Marketing Boost, you can offer high-value perks like vacations and dining vouchers to close more deals, build customer loyalty, and grow your business—just like Graig did.