How Much Do Solar Leads Cost in Ontario? (2026 Benchmarks)
If you install solar in Ontario, you've seen lead prices all over the map — from $40 shared leads to $800 appointments. Here are the industry benchmark ranges, how to convert cost-per-lead into the number that actually matters (cost per install), and an honest section on when buying leads is the wrong move.
Why solar leads are the most expensive in home improvement
A residential solar project is a five-figure ticket with a long decision cycle, financing conversations, and (in Ontario) a rebate process layered on top. Industry benchmarks commonly put the full customer acquisition cost of a residential solar install at $3,000–7,000 once marketing, sales time, and proposal work are counted. Lead prices are downstream of that reality: a single closed deal pays for a lot of leads, so competition bids the price of a good lead up far above what a roofing or HVAC lead costs.
Benchmark price ranges by lead type
Shared / aggregator residential leads
$40–200
Sold to multiple installers; price varies by source and quality
Exclusive residential leads
~$100–150
One lead, one company — the standard for serious follow-up
Pre-set appointments
$400–800
Booked sit-downs; expect a 30–40% no-show rate
Ranges reflect published industry benchmarks — see enervio.io on residential lead pricing and exclusiveleadsagency.com on exclusive lead rates. The Canadian market is established too: Simple Tree, for example, sells exclusive Canadian solar leads in monthly packages of 30.
The math that matters: CPL → cost per install
Cost per lead is a vanity number until you divide it by your close rate. The working formula is simple: cost per install = price per lead ÷ close rate. As an illustration (your numbers will differ): 100 exclusive leads at $100 is $10,000; close 10% and you bought 10 installs at $1,000 each — comfortably inside a $3,000–7,000 CAC benchmark. Close only 3% and those same leads cost $3,333 per install before a single hour of sales time.
Two levers move that close rate more than anything else: speed to first call (minutes, not days — lead value decays fast) and exclusivity (a shared lead is a race; an exclusive lead is a conversation). That's why a $150 exclusive lead routinely beats a $50 shared one on cost per install.
When buying leads is NOT worth it
Honest answer: sometimes it isn't. Skip purchased leads if any of these is true — you're fully booked for the season and would let leads go stale; nobody on the team can call back within the hour; you have no follow-up process (leads rarely close on call one); your margins are too thin to absorb a learning batch that closes poorly; or you expect leads to close themselves. Bought leads amplify a working sales process — they don't replace one.
And if you're weighing leads against building your own pipeline, we wrote the sober comparison: buying solar leads vs. generating your own.
Where we fit
ClaimRebate generates exclusive, homeowner-verified Ontario solar leads from people researching the HRS rebate on our own site. Intro rate $60/lead, standard $90/lead — below the typical exclusive-lead market range. No contracts, invalid leads replaced.
See lead pricing & terms →Common questions
How much does a solar lead cost in 2026?
Industry benchmarks put residential solar leads at roughly $40–200 each depending on source and exclusivity, with exclusive leads typically around $100–150 and pre-set appointments at $400–800 (which carry a 30–40% no-show rate).
Why are solar leads so expensive?
Solar is one of the highest-ticket home improvement purchases, with long sales cycles and a customer acquisition cost commonly cited at $3,000–7,000 per install. Lead prices reflect what an installed system is worth to the installer.
Are shared or exclusive solar leads better?
Shared leads cost less per unit but are sold to multiple companies, so close rates drop and speed-to-call decides everything. Exclusive leads cost more but you are the only company calling — for most small installers the math favours exclusivity.
Benchmark figures are published industry ranges, linked above; individual results vary by market, season, and sales process. ClaimRebate.ca is an independent Ontario lead-generation site, not affiliated with any program administrator.