Roof Sales Training

Selling roofs is easy when you have the right processes working for you. I'm here to show you the ones that enabled me sell over $8MM in 2 years working less than I ever thought possible!

[roofsalestraining-blog]

5 Steps To Getting Your Voice Mails Returned

Well, the customer didn't answer your follow-up call and now you are faced with a difficult decision – to leave a voice mail or not?

I say you should always leave a voice mail... this assumes, however, that you had something important to say in the first place.

What do you do? Most people say something cheesy like: "Hi, this is Bill with ABC Roofing. I'm calling because I wanted to check in on the roof proposal we reviewed the other day. My phone number is 123-4567 Let me know if you have any questions or concerns or want to talk through anything."

Sound like something you've said before? Chances are you leave voice mails like that all the time.

NEWS FLASH - Only your Mother would return a call like this from you.

When you "check in" or "touch base" on a quote, your customer hears something like this: "I'm just calling to see if you're ready to give me any money. Give me a call back so I can figure out how you’d like to pay.”

Maybe it isn't a mystery as to why you aren't getting your voice mail returned!

What can you do to get customers to return your voice mail messages? How about giving them a reason to return your message. You do this by bringing something new to the table, offering something of value... or both!

Here is my personal challenge to you...

Start planning the voice mails you leave BEFORE you call the customer. Make sure you're only calling if you have something of value to say. Don't leave a voice mail unless you are giving reasons for the customer to call you back. If you are leaving voice mails that you wouldn't return...why should your customers?

Simply put, you need to figure out (creatively) some way to become a priority in the mind of your customer. They need to stop whatever they are doing, pick up the phone... and call you back! Oddly enough, you'll find that your roof sales drastically increase when this happens! Shocker!

Having trouble breaking from your "go-to" script? Drop the generic "checking in" script and start giving the customer a real reason to call you.

Here are 5 things I've done that got call backs:

Provide options to the base scope of work

Discuss scheduling and time-sensitive elements

Provide customer testimonials that relate to the customer's specific project

Send pictures of similar projects that they can relate to

Coordinate roof walks with the customer so they can see your work-in-progress

Do you get your phone calls returned? Why do you think they do? Having a customer call you back is one the quickest ways to increase your roof sales! 

[roofsalestraining-blog]

Salvage the Year - 3 Ways to Brand Yourself Before 2012 Ends

The 1st quarter of 2012 has flown by! Remember those pesky resolutions you created - how are they holding up? Is 2012 slipping away like the last several years? If so, you aren't alone. You can still create a successful 2012 starting today!

So what can you do the rest of the year? You can get started by BRANDING YOURSELF! Once you brand yourself you have established yourself as THE authority figure and industry expert. The competition... just a 'competitive bid.' As you can imagine, this makes roofing sales much easier! Do you see how this might be worth your time?

The best AND worst part of branding yourself is that there are literally thousands of ways you can do it. In fact, there are so many ways you can brand yourself that most people DO NOTHING! This can lead to ANALYSIS PARALYSIS - having so many things to choose from that you choose nothing! Too many options leads to confusion. Confusion leads to not taking action (you may also be confusing your customer by presenting them with too many options). Remember this the next time you are attempting to upsell a customer!

Let's shorten the list into something a little easier to comprehend (and act on).

3 ways you can save your 2012 and start branding yourself Immediately:

1. Start a Facebook Page for your Business. Having a Business Facebook Page is a great way to start branding yourself. Facebook pages are quick and easy to start. In under an hour you can be sending your message to all of the people who already have an account (Chances are a few of your customers are on there). COST: Free

2. Start Blogging. Your blog can be related to your company, your industry or both! Blogging is a great way to establish yourself as an expert. The 2 rules to blogging - Post Great Content and Post Often! Remember to put a link to your Facebook Fan Page inside your blog to get more fans. You should also give readers the option to "share" your blog posts across the Internet. COST: Free (but for a small investment you can buy a domain name and host your blog on your own ".com" website).

3. Videotape Testimonials. A testimonial from a customer is better than any roof sales pitch you or I could deliver! The problem is that the way we receive information has changed. Written testimonials don't carry the weight they used to. Business today is personal. Forget your old school reference letters. Video tape your customer testimonials and references for added impact! For added credibility place the videos on your Facebook Fan Page and/or Blog. Put the video references onto a CD and include them with your other marketing materials. COST: Free to start, minimal to "WOW."

The challenge has been issued! Do you accept? Will you do the work it takes to make roofing sales easy?

Take a moment to share your thoughts!  What else could be done the remaining 9 months to really make a difference in your sales year?

[roofsalestraining-blog]

The Roofing Industry has evolved.  Have you?