Handling Skepticism or Indifference When a customer questions or doubts that our product will provide the benefit, we say it will, you make a proof statement. You make a proof statement by citing a proof source. A proof source is any reference or piece of information that proves the benefit in question. Below is a […]
Selling Skills: Features and Benefits Selling is a process of uncovering and satisfying customer needs. In order to do an effective job of satisfying customer needs, it’s important to understand the difference between features and benefits. Feature: A Characteristic of Our Product or Service Benefit: The Value of a Feature to a Customer Below is […]
Selling Skills: Selling by Satisfying a Need Selling is a process of uncovering and satisfying customer needs. When communicating with a Client, we must be able to recognize needs for our product or service. A need is a customer want or desire that can be satisfied by your product or service. The key words that […]
SELLING SKILLS: How to Support When you support, you acknowledge the customer’s need and introduce the appropriate benefit(s) that will satisfy the need. The first step of a support statement is to acknowledge the customer’s need. When you acknowledge, you are showing the customer that you consider the need to be important. You do this […]
Would You Buy from You? The Greek philosopher Socrates said: “The life that is unexamined is not worth living”. Similarly, English historian Thomas Carlyle said: “What we have done is the only mirror by which we can see what we are”. One of the very best ways to assess your effectiveness in handling customers […]
Why Nobody Calls You Back Calling someone you don’t know is difficult. If you’re like most people, you agonize over what to say for an eternity before you finally pick up the phone. Then, instead of getting a human being on the line, you end up having to leave a voicemail message. And nobody calls […]
Roof Inspections and Formal Roof Care Programs A formal roof care program assists a roofing contractor with keeping client relationships. Through roof care programs, a company will offer life cycle care of roofing and building assets so those assets provide service for their intended design life. Roof Management moves customers from “leak management” to “asset […]
November 22, 2023 at 3:00 p.m. By Dani Sheehan via Roofer’s Coffee Shop We all have that one family member, friend or coworker who’s impossible to shop for! Consider adding one or more of these ideas as stocking stuffers or spoil yourself with a new addition to the toolbelt. No matter what you choose, you […]
Top 4: Sustainable Products that a Roofing Contractor Can Implement NOW! Sustainable Products provide environmental, social and economic benefits while protecting public health and the environment. Performance: These products are based upon a planned event and planned services. Features: The Client may receive government incentives to install product/use product. The Client may be required […]
Top 5 Professional Services to be Offered by a Roofing Contractor Clients buy and sell properties or begin managing a new property. During times of transition, data of roof conditions are required to assess the value of their assets. Clients need to have access to their roof data where and when they want it to […]
Top 8 – Roofing Industry Specialty Products These products are created based upon OSHA requirements, Tenant requests, and “Add-Ons” (upsells for quoted services). Performance: These products are based upon a planned event and planned services. Features: Different features are attributed to each product. Reliability: Scheduled work. Reliable due to the standardization of the products. Conformance: […]
Top 7 On-Demand Products for the Roofing Industry to Grow Your Business Your client has un-planned service at a facility. The client has a current problem that needs to be addressed quickly. Performance: These products are based upon a current need. The service is required now to fix a problem. These products all require quick […]
Top 3: Preventive Maintenance Products for the Roofing Industry Preventive Maintenance Products are used for regular inspection and maintenance of one roof or a portfolio of roofs for a client. 1.Preventive Maintenance & Inspection Program – Designed as a preventive maintenance program. The frequency of site visits is negotiated. This program is an inspection only […]
Did You Say What I Thought You Said? 7 Keys to Good Communication Communication is a key ingredient to working together effectively. Communication is not easy; talking is easy. Communication requires that we listen and speak skillfully, so our message is understood. In our business, we interact with all sorts of people. Some people maybe […]
How to Connect & Re-Connect We don’t connect with someone when… 1. We interrupt. 2. We don’t listen. 3. We are quick to tell our solutions – to fix it. 4. We ask more than one question at a time. 5. We ask a question and then answer it too. 6. We tell our story […]
Top 10 on Managing Email “Please read the attached email about the email I sent yesterday in reference to flooding the system with too many unnecessary emails. Please forward to your entire staff. “ Some of our email requires us to take action, and some is for information only. How can we make email more […]
Reducing Verbal Clutter with 4 Key Steps Join the conversation on Zoom, listen to a reality talk show, or talk to someone on the phone. In these various places, listen for the “you knows”, “likes”, and “ums”. You may be saying “you know” at the beginning and end of every phrase and you don’t even […]
7 Steps on How to Handle Conflict/Difficult Conversations 1.You don’t have to have all the answers. It’s OK to say, “I don’t know”. If you can find out the answer, say you will and give the person a time frame to get back to them. If you know who is “in-the-know” tell them who needs […]
A New Dimension in Business Drone Technology Meets Centerpoint Connect Together with GSI, Centerpoint Connect Roofing Software is happy to integrate drone footage/3d modeling to its platform. Drone footage has become an invaluable tool in the roofing industry. Many companies are finding drone footage beneficial due to its ability to provide a comprehensive aerial view, […]
Roofing Contractor Growth Through Changing the Discussion Change the discussion from leak repairs to roof management for growth. Convince Customers to Spend More now to be Happy Later…. It’s easy to focus on the minimum a customer must have – because of sensitivity to price. We know the customer is thinking about price, so we […]
