And most importantly, listen carefully to your client. Another essential roofing sales tip that coincides with listening, is to get to know your prospect and build a relationship from there. Jack Gray is a principal roof consultant and vice president at theMoriarty Corporation, an award-winning building enclosure consultant firm founded in 1967. A Brief History ofAI in the P&C Insurance Industry. WebThis is the 4th video of the 30-Day Roofing Sales Challenge. . It just goes to show that you dont need to always create a long and elaborate pitch to gain traction. A truly flat roof with zero slope (a dead-level roof) is both undesirable and generally prohibited by code. Residential roofing sales are not what they used to be. Does it include sample boards, brochures and fancy apps? There is no standard, universal roof pitch.Roof pitch varies depending on culture, climate, style, and available materials.In the USA, the range of standard pitches Theres also a playlist of instructional videos in there, explaining every single thing. Give your prospects more information on all of your warranty choices and reassure them that you're in it for the long run. They armdrone roofingsalespeople with the ability to capture high-res images, acquire on-site measurements, build polished reports, adjust waste percentage, and create accurate estimates, all on-site. You can Please see our Disclosure Statement. Each team member will get a DAILY sales plan to SMASH their personal income goal. Why the range of percentages here? By educating the customer, you empower them to make an informed decision that best suits their needs, thereby cementing their trust and closing more business. Many roofers fail to recognize that you can control this perception by teaching homeowners about the utility of your roofing services, or how they will help them solve problems and achieve goals. Follow-up sales pitch. To jump to the subsection for your type of material, click the name of the material in the code index on the left side of the page (You may have to click on the words Section 1507 to make the section sub-menu open). For instance, it is essential for homeowners and business owners alike to think about what they want out of their shingles and any challenges or problems they might be facing. If always be closing is your sole purpose, you may not always leave with a signed contract in hand. The Roofing Contractor survey found that 76% of homeowners said the contractor they hired discussed the service differences between them and other contractors. The consent submitted will only be used for data processing originating from this website. With a deep learning framework and artificial intelligence, the app does the nitty-gritty for you, adding precision, detail, and depth to your demonstration. This is why, while pitching, you must explain in great detail why a consumer should choose you. This empowers the homeowner to make a decision right for them, and it gives you the opportunity to upgrade when it makes sense. A GAF survey found that 80% of high-volume U.S. roofers show customers at least three shingle options. Sure, the homeowner needs a new roof (or gutters or siding), but what he or she really wants is a roofing contractor who will provide quality product and workmanship while protecting the property. Roofing sales, one of the most important aspects of your roofing company. Fill out information below and we will send your free download. On a dead-level roof, the slightest bit of deck deflection or any obstruction will lead to water ponding in place on top of the roof. After all, a roof is a financial investment. 2023 Equipter, LLC. I Percentage of sales will usually be somewhere in the 7 to 12% ballpark. Ethan is the AVP of Marketing and press contact at Loveland Innovations. WebDigital Roofing Pitchbook Make An Unforgettable First Impression Custom-branded, colorful and animated Digital Pitch Book Upload Before & After photos from previous projects Show video testimonials from satisfied clients Shows jobs youve completed in the area Display your licenses, certifications, & accolades Before becoming the trusted expert and providing solutions to their problems, you must first show the customer that you hear them, and that you care. Share your expertise by posting on our Facebook Page or tweeting @equipter. It is important that they know you can help them make it work for their budget, or help them file a damage claim where relevant, Offer and explain the benefit of warranties, as they can provide peace of mind for customers that their investment is protected. Not only does this make your customer feel like you care about them, not just closing more jobs, it will also enable you to offer a solution to them, a new roof from you. Add the benefits of each material to your pitch. And when you miss that opportunity, literally sitting next to a job in a neighborhood thats familiar to people, these everyday interactions can very easily become sales. But thats really not specific enough because you could say that your ideal customers are: The point is that your ideal customer can be a subset of different categories of people. Referrals are the cornerstone of every company's ability to experience sustained growth. 260+ Video Library: https://www.theroofstrategist.com/----SALES STRATEGIES \u0026 TRAINING----100% 'NO BS' 30-Day Money Back Guarantee Best option to get it ALL for you or your team? Make it clear that they need your product or service to avoid future pain. Talking over the phone is one thing, because customers arent able to see what youre wearing or form an impression based on your body language. That without is the PAIN people deal with now. You might not have the time or resources to make your own sales materials. Thats the contract price a $10,000 contract. The technical storage or access that is used exclusively for anonymous statistical purposes. With the proper lead nurturing, you can keep your roofing company top of mind so a homeowner contacts you first when it's time for a new roof. Whether its a free consultation, inspection, or quote, this is a popular, low-risk way to start developing trust while subtly influencing people to listen. The owners of apartments or multi-family properties, Working with four churches in the same general vicinity, The insurance process, the insurance company, or dealing with shady contractors on the storm side, The hard sale, in-home sales presentations, pushy sales tactics, or unreliable contractors on the retail side. Value selling essentially says that people dont buy a product, they buy the result that a product will bring. Step #2: Go through it for the first time as a team - in person together. Being late to appointments establishes a bad foundation and shows clients you lack professionalism. If selling to a couple, include both people in the conversation. Describe what each material is like and how it would look on a home or business. How To Overcome A Slump In Door To Door Sales. Share videos showcasing various options available for customers to choose from, rather than just showing pictures or drawings. Explain what work is needed, why, and what it entails. That is definitely not how a roofing sales pitch should begin. It also lets you obtain a roof report in a matter of hours, or produce one on your own in a matter of seconds utilizing a drone, a satellite, or drawings. Detail how your product or service improves your customers situation. The, . You should always check themanufacturersproduct data sheets for the actual product you intend to use, and always follow the manufacturers installation instructions. Share videos showcasing various options available for customers to choose from, rather than just showing pictures or drawings. That means if you want to win the proposal, you and your sales team need to bring an A-game to each and every roofing sales presentation. Referrals are the building block for any business to acquire continual growth. If explaining upgrade options with premium or designer shingles, point out why these products are worth the extra expense (more durable, retains color longer, etc. For Companies A sales pitch or elevator pitch is used to keep you organized and compelling in a conversation with a customer. You may be canvassing or performing door-to-door sales. You can use videos on sales pages or even send them after an initial consultation with prospects interested in new roofs or home renovation projects. Along with selling solutions to problems comes sellingon value. Be sure to mention your companys excellent warranty, in case of problems down the road or if something were to happen due to unforeseen circumstances. Throw in questions that relate back to their pain points. Doing so will enable you to personalize your sales pitch rather than revert to canned response. You can use this as an opportunity to describe how your companys roofing contractors possess the qualities of competent professionals. Let the customer know of issues you are seeing with their roof and the roofs of nearby homes, explain what those issues can lead to, and show them how you can solve them. Want to close more sales? These are the start of conversations you can form with people. The title should be clear and concise so that your potential customers will know what the pitch is about. Your email address will not be published. That means that you must have confidence Before you plan out your sales pitch, make sure to get the required background information on what has been done so far. Level up with the best. When we describe our ideal customer and the customer hears it, they feel like you just described them. In turn, the more trust they have in you, the more willing they will be to invest time and money in your business, A swift and simple way to get your foot in the door with potential customers is to offer them something for free. Dress appropriately, show respect for the homeowner and his or her property, and arrive with all your sales materials, from brochures to video presentations, ready to go. Any roofer knows that word of mouth can make or break their business. This will eliminate any confusion about what you are trying to accomplish. Ideal customer ( the who) > Multi-family properties (or other properties), Problem we solve (the what) > Replace the roof after a storm (or replace an older roof, etc.). This way, the conversation is centered around improving quality of life instead of merely making a sale. Its a great refresher. Are you using a roofing sales pitch book? Receiving a "no" can be tough, especially for someone less experienced in sales. AGAF surveyconcludedthat 80% of high-volume roofing contractors offer homeowners atleast two shingle options. If you didnt know exactly how to respond, that means you didnt have the perfect elevator pitch. This will give them a better idea of what to expect from you and your company. It must also include tried and true sales techniques that rely on human interaction, effective communication, and trusting relationships. A steeper roof will shed water and snow faster and more completely, and is less likely to have debris such as tree leaves accumulate on the roof. Home Insights 3 Best Door to Door Sales Pitches of All Time. Of course you do! If you want to know the slope of anything with amazing accuracy and you like cool new tools, you should check out this digital level. 7/12 Roof Pitch 30 angle = 30.26 degrees Details. Listening is a fundamental of communication, and communicationnot just capabilityaffects credibility. Selling door to door isnt the easiest job, 61% consider selling harder than it was five years ago. The more information your customer has about your process, your warranties, what youre able to deliver on the job sitethe more they trust you. A drone can cover a lot more ground in a lot less time, optimizing your day of knocking doors. Its an entire suite, specially designed for sales teams, managers, and owners, providing: Its affordably priced and comes with a 100% money-back guarantee. This exclusive program covers everything from knock to close, with packages for individual roofing sales reps and entire teams. Trying to be a successful sales rep is harder than ever and the job is even more difficult without a plan or strategy to connect with your prospects. Before becoming the trusted expert and providing solutions to their problems, you must first show the customer that you hear them, and that you care. The crux of your pitch should be based in value and relationship. Thats SUPER personal, powerful stuff. Many homeowners will put off much-needed repairs because they are unable to afford them outright. Staffing agency introduction email to client. Many roofing sales companies LOVE this program because its a consistent process to train everybody on a relatable sales system that WORKS and thats a lightning-fast way to get results. You may be more familiar with the term elevator pitch instead. Alleviate sticker shock (and sharpen your roofing sales presentation) by offering several payment optionseven better if you can offer your own financing. Mr. Gray has over 25 years of experience in the roofing industry, with training and practical experience in roof safety, roof inspection, roof condition assessment, estimating, roof design & specification, roof installation, quality assurance, roof maintenance & repair, and roof asset management. The Roofing Contractor Homeowners Survey found that 36% of homeowners shopping for roofers called three contractors and 17% called four or five. Drones can also spark the interest of neighbors and open the door for more business. 2023 Equipter, LLC. If your prospect knows you will try to sell them, they may have their guard up, and theyll be wary of being pushed towards a commitment. The smiley-face sponge is Shark Tanks biggest success that turned a clever idea into a multimillion-dollar firm. Thats why there are many different options that can cater more to your personality and selling style. Be sure to explain things like warranties to your clients. document.getElementById( "ak_js_1" ).setAttribute( "value", ( new Date() ).getTime() ); 2000 Ashton Blvd STE 450 Lehi, Utah 84043. Talk to a member of our team today to learn how. WebHere are some examples: In-person pitch: Hi there! Add the benefits of each material to your pitch. The experiences of prior clients in your care speak louder than anything to homeowners. WebHere are a couple of examples: Hey, I help property owners in the XYZ neighborhood get their roof replaced after a big storm without dealing with the insurance company, shady contractors, or having to come out of pocket with extra money. Some clients prefer having face-to-face conversations. Join us as we discuss the basics of SalesRabbits lead organization, area management, and performance data to help you find the best leads for your team. Take advantage of digital sales tools that keep you off the roof and impressing potential customers with sleeker, more streamlined processes. You dont need to tell your prospect everything you can do for them all in your first pitch. Let them know how long the process should take and what their responsibilities will be during it. If selling to a couple, include both people in the conversation. if(typeof ez_ad_units!='undefined'){ez_ad_units.push([[580,400],'roofonline_com-medrectangle-3','ezslot_8',897,'0','0'])};__ez_fad_position('div-gpt-ad-roofonline_com-medrectangle-3-0');Every type of roof has a minimum roof slope allowed by code. Perhaps you can give your client a little background of your history with the company. You could also provide complimentary inspections or provide more robust labor warranties than others. Equipter Price becomes less important the more you prioritize value and vice versaa lack of focus on value means your sales presentation relies heavily on price, which can be limiting and counterproductive. Regardless, here are some pointers for determining a timeline for your roofing jobs so that you can prepare in advance and put your customers at ease. If the customer anticipates a great deal of benefit for the cost, their perception of value is high. 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