Leveraging Roofing Software for Effective Lead Tracking Roofing software plays a pivotal role in lead tracking efforts for contractors. By integrating advanced tools and systems, contractors can streamline their processes, ensuring no lead falls through the cracks. Here’s how roofing software can significantly improve lead tracking: Centralized Lead Management Roofing software provides a centralized platform […]
Managing Client Expectations in Roofing Service Managing client expectations is pivotal in the roofing service industry. It ensures transparency, builds trust, and enhances overall customer satisfaction. To manage your client’s expectations, here’s a few best practices: Setting Clear Timelines Establishing clear timelines, such as a 72-hour response for leak calls and a two-week turnaround […]
Objection: We Are Happy with Our Current Contractor Customer: “I’m sorry you’ve wasted your time. We’re very happy with our current contractor.” It’s never easy to find a silver lining when you run into such a flat-out rejection. Nothing’s ever perfect. For most clients, telling you they’re satisfied with their current contractor is […]
Objection: I Need to Think About it It’s the ultimate non-decision decision. Customer: “Well… It’s very interesting. We’ll need to consider it.” It’s all about timing. Meet the objection head-on. Push the decision. Call out the objector. Be specific. Focus on details. If you judge that the objection is being raised because the decision maker […]
Objection: NO! Customer: (Objections throughout the discussion) “It’s too expensive.” “We’ve never done it before.” “We are fine the way we are.” Customer: “I want to thank you for coming in here today. You’ve done an impressive job, and I know we’ve put you through the wringer. I appreciate what you’re offering, but I must […]
Preserving Company Culture Amid Growth Aligning Operations with Customer Perception In the pursuit of sustainable growth, maintaining company culture while aligning internal operations with external customer perceptions emerges as a critical challenge. Let’s explore ways you can preserve your organizational culture as you grow. Core Values and Leadership Central to this approach is the pivotal […]
Objection: You Haven’t Been Honest With Me Respect the other person. Lying diminishes trust. At some point, you may have not provided facts, even if it’s unintentional. Never lie to try to gain an advantage over the client. If you’re caught in a fib, have enough respect for the Client to admit it and work […]
Objection: Need to Compare Prices with Competitor The presentation is completed. It went well. Very well. You are ready to close. Then, the following conversation occurs: Salesperson: “Is there anything else you want to ask?” Customer: (the client taps a pencil against a yellow pad. Glances down through the notes and taps again and shakes […]
Objection: You Cannot Get a Tech On-Site When We Need It Speeding up service levels (4 hours, that evening, same day, next day, two days) may be achievable. There may be a cost associated with expedited service. The question is, is that really what the client wants? And are they willing to give up more […]
Qualifying Your Customer…. When you hear the word qualify, do you feel overwhelmed? Questions such as, “Was that lead qualified?” are asked with every prospective job. So, we ask the qualifier if the qualifying for the qualifications were correctly qualified – huh? Qualifying boils down to asking simple questions to understand the need of […]
Roof Management – It Works! Roof Management moves customers from “leak management” to “asset management”, which results in considerable savings for the customer. Roof Management is a proactive approach to managing roofing assets for client portfolios of properties. Roof management is a program and a strategy that includes all the services provided by your […]
Clients have needs because they have problems that must be solved. Not all these needs are equal. Some are more important than others. When you first meet clients, you need to spend some time deciding what their needs are. Start by working on the big problems first and then gradually ascend to the smaller less […]
Selling More than Price Have you ever been low bid and didn’t get the job? It doesn’t seem right. How did it happen? What can you do to avoid that in the future? Bidding more and more jobs will not guarantee a steady flow of profitable work in today’s competitive market. When a client doesn’t […]
Selling Skills – How to Open a Call When it is time to make a sales call, what is the best way to begin? Some techniques to open a call are the following: Open Probes Purpose Statements General Benefit Statements Open Probes: Open probes are particularly useful in situations where you feel the customer will […]
Selling Tips – Enthusiastic Attitude There is no substitute for enthusiasm. When the members of a team are enthusiastic, the whole team becomes highly energized. And that energy produces power. Have you ever noticed the difference passion makes? How many dispassionate successes have you met? How many high achievers lack enthusiasm? How many great leaders […]
Stop Complaining “How’s business?” one attendee asked another at a networking event. “This (fill in the blank – weather, economy, regulation, manufacturer inventory, flu) is killing us. We’ve got projects delayed right and left and trying to get prospects to close anything isn’t happening — things need to turn around fast.” The person […]
Stumbling Blocks on the Road to Success What’s getting in the way? You are…. The stumbling blocks on the road to success are of your own creation. Recognize any of them? Wishing and wanting. Do you have a written list of goals? Those who write down their goals are more likely to achieve them. Get […]
Upsell Effectively How many times have your ordered fries just because the server asked, “would you like fries with it?” How about asking your client if they would like: Gutters with that, along with some downspouts? Skylight Protective covers with that? Roof Hatch Safety Rail with that? Preventive Maintenance with that? Client Portal access with […]
About Overselling In the movie, Jerry Maguire, TomCruise reaches an epiphany which he must share with Renee’ Zellweger. After his LONG spiel Renee’ interrupts him saying, “Shut up. Just shut up….You had me at hello. You had me at hello.” Do you know when to shut up? How often do you oversell? Can you read […]
Buyers Insights Can Lead to Sales – 8 Salesperson’s traits that help you close or lose a sale Buyers make purchasing decisions of a product or service based upon a salesperson’s traits. The following is a summary salespersons traits: Honesty – Truth always and at all costs. Be credible. If an expedient lie is told, […]
