EOFY isn’t just a sales period. It’s one of the best times of year to start meaningful conversations with commercial customers.
Businesses are reviewing budgets, speaking with accountants, planning for FY27 and looking closely at operating costs. That makes June the perfect time to discuss solar, batteries, EV charging and energy efficiency upgrades.
The installers generating the strongest EOFY opportunities aren’t necessarily focused on price. They’re asking better questions, understanding customer priorities and creating urgency through smarter conversations.
Here are five EOFY conversation starters that can help turn stalled opportunities into signed projects before June 30.
1.”Are there projects you want installed before EOFY?”
This is one of the simplest and most effective EOFY questions you can ask.
Many businesses already know they need to reduce energy costs, upgrade infrastructure or improve sustainability performance. They just haven’t prioritised the project yet. EOFY creates a natural deadline.
Instead of leading with products or pricing, start with timing:
“Are there any projects you’d like operational before the end of the financial year?”
That conversation can quickly uncover opportunities around:
- Commercial solar
- Battery storage
- EVs and EV charging
- LED lighting upgrades
- Energy monitoring systems
Customers are often far more ready to move in June than they were earlier in the year.
2.”Have you reviewed your EOFY tax position yet?”
EOFY tax planning remains a major driver of commercial purchasing decisions. For eligible businesses, the Instant Asset Write-Off may allow immediate deductions on qualifying business assets installed and ready for use before June 30. This creates a valuable opportunity to discuss bringing projects forward.
Useful conversation starters include:
- “Have you spoken with your accountant about EOFY asset purchases?”
- “Are you planning to invest in operational upgrades before June 30?”
- “Would bringing this project forward help your FY26 tax position?”
- Customers should always seek independent financial advice, but many businesses aren’t aware how timing can influence purchasing decisions.
EOFY urgency often comes from tax timing, not discounting.
3. “What are your energy costs looking like heading into FY27?”
Rising energy costs continue to affect businesses across almost every industry. EOFY is when many companies reassess:
- Operating expenses
- Profit margins
- Energy consumption
- Sustainability targets
That makes it the ideal time to shift the conversation away from equipment and towards business outcomes.
Instead of: “Would you like a solar quote?”
Try: “What are your energy costs looking like heading into the new financial year?”
That single question naturally opens discussions around:
- ROI
- Payback periods
- Long-term savings
- Energy independence
- Future-proofing operations
The strongest EOFY conversations focus on reducing business costs, not simply selling equipment.
4. “Would finance help you bring the project forward?”
One of the biggest EOFY mistakes installers make is waiting for customers to ask about finance. Many businesses want to move ahead but remain cautious about cash flow, particularly late in the financial year. That’s why proactive finance conversations matter.
Questions like:
- “Would monthly payments make this easier to implement before EOFY?”
- “Are you trying to preserve working capital heading into FY27?”
- “Would finance help you complete a larger upgrade now instead of staging it later?”
can completely change the pace of a project.
Finance can help customers:
- Start saving on energy sooner
- Avoid large upfront costs
- Bundle equipment and installation together
- Keep cash available for other business priorities
Often, the obstacle isn’t interest, it’s timing and cash flow.
5.”To be installed before June 30, we should lock this in soon.”
EOFY urgency becomes very real in June. Installer calendars fill quickly, equipment availability tightens and scheduling delays become more common. Customers often underestimate how long projects take to complete. That’s why clear, helpful urgency works far better than hard selling.
Try:
“To maximise the chance of installation before EOFY, we recommend confirming projects as early as possible.”
or
“June installation capacity is filling quickly, so now is the ideal time to secure scheduling.”
These conversations create urgency because they’re real, not manufactured.
The best EOFY sales strategy? Better conversations
EOFY isn’t just about promotions or discounts. For solar and energy efficiency installers, the biggest opportunities come from:
- Asking better business questions
- Talking about operational savings
- Understanding customer timing
- Introducing finance earlier
- Creating genuine urgency around installation deadlines
Businesses are already thinking about costs, budgets, tax planning and FY27 goals. The installers engaging in those conversations now will be best positioned to convert opportunities before June 30.