What is a solar quotation?
A solar quotation is the priced offer document that a solar EPC sends to a prospective customer. It lays out the proposed system (kWp, modules, inverter, BOS, mounting), the pricing breakdown, the expected annual generation, the savings projection, subsidy applicability (under PM Surya Ghar for residential), payment milestones, installation timeline, and warranty terms. It is the formal offer the customer reviews before deciding to sign or move on.
In Indian residential and SME solar, the quotation is also the primary sales document. Customers compare quotes from 2 to 4 competing installers and pick based on price, perceived credibility, equipment quality, and the EPC's responsiveness. A well-crafted quotation that arrives quickly often beats a slightly cheaper quote that arrives days later.
Modern solar CRMs (including QuickEstimate) generate quotations in 60 seconds with auto-calculated system sizing, subsidy logic, and savings projections, then deliver them to the customer's WhatsApp as a branded PDF. Manual Excel-based quotation generation, still common in smaller EPCs, typically takes 30 to 60 minutes per quote and limits how many leads a sales team can serve.
Why solar quotations matter
For solar EPCs, the quotation is the single most leveraged piece of sales communication. A clear, fast, customised quote materially raises close rate. Field data across Indian solar EPCs consistently shows that the EPC who delivers the first quote in a competitive bid wins disproportionately often.
For customers, the quotation is the document they actually compare. Equipment brands matter, but customers without technical background often default to price comparison. A quotation that clearly itemises equipment, subsidy, taxes, and net payable simplifies the comparison and supports the customer's decision.
For sales process, the quotation is also the start of the contractual relationship. Once accepted, it forms the basis of the formal agreement, the work order, the procurement plan, and the installation schedule. A loose quotation leads to disputes; a precise quotation reduces friction.
How a solar quotation is built
- Lead enquiry. Customer requests a quote via website, WhatsApp, Facebook ad, or walk-in.
- Information capture. Sales rep collects location, average monthly bill, roof area, decision context.
- System sizing. Calculate kWp based on consumption and roof capacity.
- Equipment selection. Pick modules, inverter, mounting, BOS appropriate to project size and customer tier.
- Pricing breakdown. Calculate equipment cost, installation cost, taxes (GST), subsidy where applicable.
- Generation forecast. Annual kWh forecast based on local irradiance and Performance Ratio assumption.
- Savings projection. Multiply kWh by retail tariff to show monthly and annual savings.
- Payback calculation. Effective payback after subsidy and any loan.
- Document generation. Branded PDF with all elements.
- Delivery. Send via WhatsApp, email, or both. Log delivery in the CRM for follow-up tracking.
Real example: a 60-second residential quotation in Surat
Lead. A homeowner in Surat fills the EPC's website form: 4 BHK, monthly bill ₹4,800, willing to consider 3 to 5 kWp.
Sales response. Within five minutes the rep opens the EPC's solar CRM and enters location (Surat), monthly bill (₹4,800), and roof type (RCC, sufficient area).
Auto-calculation. CRM computes recommended size (3.5 kWp), expected generation (5,250 kWh/year), expected monthly savings (₹3,200), PM Surya Ghar subsidy (₹78,000 for 3 kWp + market price for 0.5 kWp), payback (~4 years).
Quote generation. CRM generates a branded PDF with itemised pricing, subsidy detail, and payback summary in 60 seconds.
Delivery. CRM sends the PDF to the customer's WhatsApp number with a personalised message.
Result. Customer receives a polished quotation within 10 minutes of enquiry. The competing EPCs (who follow Excel-based quoting) typically take 1 to 2 days. This EPC wins the deal at a 2x rate compared to slower competitors.
Benefits of fast, modern quotations
- Higher close rate. First-quote bias is real and significant.
- Lower cost per closed lead. Same sales team handles more leads with automated quoting.
- Customer trust. Polished branded PDFs raise perceived credibility.
- Cleaner deal handoff. Quotation feeds directly into work order and procurement.
- Subsidy clarity. Auto-calculated subsidy avoids customer confusion.
- Audit trail. Every quotation is recorded with timestamp and version.
- WhatsApp delivery. Meets customer where they already are.
Limitations and pitfalls in quotation practice
Generic templates feel impersonal. Customisation per customer matters.
Quoting before site survey. Major design changes after the customer accepts the quote create disputes.
Optimistic generation forecasts. Year-1 underperformance erodes trust and triggers complaints.
Hidden costs. Quotations that exclude installation labour, AC disconnect, or net-meter fees mislead the customer.
Long validity periods. Module prices fluctuate; long validity exposes EPC margin.
Manual Excel quoting. Limits sales team capacity and introduces errors.
Subsidy assumption errors. Quoting subsidy without verifying ALMM/DCR compliance creates risk.
Quotations in Indian solar practice
| Aspect | Status |
|---|---|
| Typical residential quote turnaround | Modern EPCs: under 1 hour. Manual Excel EPCs: 1 to 3 days. |
| Delivery channel | WhatsApp PDF (dominant), email, in-person (less common) |
| Validity period | 15 to 30 days typical |
| Subsidy disclosure | Required for PM Surya Ghar projects |
| Tax disclosure | GST shown separately per CBIC requirements |
| Tooling | Solar CRMs (QuickEstimate, others), Excel-based templates |
| Win rate impact | First-response advantage routinely 2x |
Quick facts
| Term | Quotation (Quote, Solar Quote, Proposal) |
|---|---|
| Purpose | Formal priced offer to a prospective customer |
| Typical contents | System specs, pricing, generation forecast, savings, subsidy, payment terms, timeline |
| Modern Indian turnaround | 60 seconds with a solar CRM |
| Delivery | WhatsApp PDF dominant |
| Validity | 15 to 30 days typical |
| Subsidy disclosure | Required for PM Surya Ghar projects |
| Conversion impact | Faster response = significantly higher close rate |
Common mistakes in solar quotations
- Slow turnaround. Days, not hours, of delay loses deals.
- Generic templates. Reduces perceived effort and credibility.
- Hidden costs. Discovered later, breeds disputes.
- Optimistic generation forecasts. Year-1 reality kills trust.
- Missing GST disclosure. Compliance issue.
- Subsidy quoted without verifying ALMM/DCR. Customer expectation mismatch.
- Long validity in volatile pricing. Margin risk.
- Manual Excel that limits sales capacity. Bottleneck on growth.
- No follow-up. Sending a quote without follow-up loses 60 to 80 percent of potential closes.
- Skipping itemisation. Single-line pricing reduces customer trust.
Key takeaways
- A solar quotation is the priced offer document an EPC sends to a customer.
- Speed materially affects close rate; first-response advantage is significant.
- Modern Indian EPCs deliver branded PDFs on WhatsApp in 60 seconds via solar CRM.
- Required content: system specs, itemised pricing, generation forecast, savings, subsidy, payment terms.
- 15 to 30 day validity is typical; longer exposes EPC to margin risk.
- Customisation per customer raises perceived credibility and conversion.
- Manual Excel quoting limits sales capacity; CRM-driven quotation is now table stakes.
Frequently Asked Questions
What is a quotation in solar sales?
A quotation is a formal document a solar EPC sends to a prospective customer that lays out the system specifications, pricing, expected generation, savings, payment terms, and timeline for a proposed solar installation. It is the offer the customer reviews before signing the contract.
How is a quotation different from a proposal?
In Indian solar practice, the terms are often used interchangeably. Strictly, a quotation is the priced offer document; a proposal often includes additional supporting content (savings projections, financial models, references). Most modern solar tools generate both as one branded document.
What should a solar quotation include?
System specifications (kWp, modules, inverter, BOS), price breakdown (with and without GST), expected annual generation in kWh, savings projection, subsidy where applicable, payment milestones, installation timeline, warranty terms, and the EPC's contact details. PM Surya Ghar quotations also include subsidy structure.
How long should it take to generate a quotation?
With modern solar CRMs (including QuickEstimate), quotations can be generated in 60 seconds. Manual Excel-based quotations typically take 30 to 60 minutes per quote. Speed matters because the first proposal in a customer's hands often wins the deal.
Why is quotation speed important?
Solar leads are time-sensitive. Customers requesting quotes typically receive 2 to 4 quotations from competing installers. The first to respond often anchors the conversation. EPCs that send a polished quotation within an hour of enquiry routinely close at higher rates than those who take days.
How long is a quotation valid?
Indian solar quotations typically remain valid for 15 to 30 days. Module and inverter prices can fluctuate, so prolonged validity exposes the EPC to margin risk. PM Surya Ghar quotations sometimes track subsidy slab validity (until policy revisions).
What is auto-calculation in a quotation?
A modern solar CRM auto-calculates system size, expected generation, subsidy applicability, savings, payback, and total cost from a few inputs (location, monthly bill, roof area). Manual calculations are slow and error-prone; auto-calculation is now table stakes for serious EPCs.
Should a quotation include subsidy details?
Yes, especially for PM Surya Ghar residential projects. The customer needs to see the gross price, the subsidy amount, and the net out-of-pocket cost. Honest quotations show all three explicitly.
What is the difference between a quotation and an invoice?
A quotation is an offer made before the customer signs. An invoice is a billing document issued after delivery. They are different documents at different stages of the sales process.
Can a quotation be sent on WhatsApp?
Yes. WhatsApp delivery is now standard in Indian residential and SME solar. Customers expect to receive the quote as a PDF on WhatsApp within minutes of the enquiry. EPCs without WhatsApp integration are at a disadvantage.
How should pricing be structured in a quotation?
Typically: itemised equipment cost (modules, inverter, BOS, mounting), installation cost, taxes (GST), subsidy adjustment (where applicable), and final payable amount. Itemised pricing builds trust and supports the customer's decision-making.
Should quotations be customised per customer?
Yes. Generic quotes feel impersonal and reduce close rate. Customer name, address, expected consumption, calculated system size, projected savings, and applicable subsidy should all be customised. Modern CRMs make this fast.
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- Indian Contract Act, 1872. Legal basis of offer and acceptance.
- Ministry of Corporate Affairs. Commercial document standards.
- CBIC (GST notifications). Tax disclosure requirements on commercial documents.
- Industry sales practice. Solar EPC field benchmarks for quotation turnaround.
- SaaS sales methodology references. Quotation-to-close conversion data.
- QuickEstimate field telemetry. Quotation speed and conversion correlation across 1,000+ Indian solar EPCs.
- Bridge to India. Indian rooftop solar sales process analysis.
Written by QuickEstimate Editorial, QuickEstimate Editorial (Surat).
Last updated: 4 June 2026.