Selling Skills – Probing

Probling blog people talking

Selling Skills: Probing Probing is the skill of asking questions to gather information and uncover customer needs.  There are two types of probes:  open and closed.  Open probes encourage a customer to respond freely.  The key words that will assist in identifying an open probe include: Key Word Example: Who “Who handles this process for […]

Handling Skepticism or Indifference

questions

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 […]

How to Connect & Re-Connect

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

Email tips

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 […]

Roofing Contractor Growth Through Changing the Discussion

Client communication

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 […]

Exceptional Service

Roofing customer service

Tips for Excellent Customer Service Define what extraordinary really means…. Knowing what exceptional service entails is essential to establishing the procedures and the mindset with which to achieve it.  What does extraordinary mean to you?  Keeping appointments…saying please and thank you…. a clean shiny truck…. uniformed service crews…. Ask if you’re not sure…. If you […]

Develop a Clear Message for Roofing Contractor Growth

Develop a Clear Message for Roofing Contractor Growth Q: “What’s your secret to being a top seller?”  A: “Great customers”, she responded. Q: “How do you get great customers?”  A: “Phenomenal customer service”, she replied. Q: “How do you provide phenomenal customer service?” A: “Listening”. Q: “What are you listening for?” A: “Their specific needs.” […]

Roof Asset Management

Roof asset management

Roof Asset Management Clients want their vendors to provide field services with prompt response times, quality work, creative solutions to problems and excellent communication.  Customers want efficient ways to send and receive information – often paperless and in real time. It is not enough to inspect the roof, make recommendations and perform the maintenance repairs.  […]

Building Your Brand

Build your brand roofing

Building Your Brand Everyone wants a great brand.  How do you build a better brand?  A brand consists of recognition of reputation in a market.  How do you build your reputation? Quality of product Availability of product Ease of doing business  Friendliness and helpfulness of everyone who interacts with the Customer. Continuous improvement The best […]

Benefits of Preventive Maintenance for a Roofing Contractor and Their Customers

Wet floors roof leak commercial service roofer

Benefits of Preventive Maintenance for a Roofing Contractor and Their Customers   The vision of a successful Roofing Service Department is to have the ability to consistently meet and manage Client expectations on emergency leak requests, small scope repairs, and Preventive Maintenance programs.  Roofing software assists in keeping you organized and efficient. Preventive Maintenance programs […]