I don't make the actual conversion from $/gal to $/kWh, although that might be interesting/enlightening for the homeowner to understand the equivalency.
You just need to get them thinking about it. So, pose the question, what the price of gas in your area? They will know instantly. Then, ask what's your price per kWh. Only about 25% of people will have even a clue. From there you can simply make the comparison and say, "Well price per kWh is analogous to price per gallon, and it's how the utility company charges. It's just as important as price per gallon because it often increases over time, although it's not as easy to realize that." Something along those lines. I suppose it's a thought experiment of sorts.
As a member of solar sales company, I can say energy education is absolutely essential for our business. Electricity can be an amphorphous concept to wrap your head around (what the heck is kilowatt hour??).
However, in order to successfully transition to renewable sources, every sales pitch starts with some basic education around what energy and solar are. Once the customer has that foundation, they understand how it will benefit them.
One trick that works well for us to compare kWh to gal of gasoline. Everyone knows what the local $/gal price is, but rarely understand their own $/kWh on their utility bills. Once they get the analogy, they have a much clearer understanding of how they are billed.
There are not too many states that allow virtual net metering, so this plan has significant policy or political contingencies. What would do in those cases?
A profit sharing model, where you purchase a piece of the revenue of the system, which you then apply to your own bill is one option. Not without its own hurdles, you'd need get the necessary regulatory approvals to sell financial products.
Not sure if VNM excludes wind, but potentionally could serve as another renewable energy source for such a scheme.
Regardless, applying the same playbook as third party residential solar, the community solar company becomes your new utility but for less than your existing utility might resonate with renters.