Recognizing Customer Attitudes

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Recognizing Customer Attitudes A customer attitude toward our products/services generally falls into one of these four categories: Attitude Example:  😁 Acceptance is a customer statement of agreement with or approval of a benefit.   “It sounds like you cans save us time/money/resources.” “You’re very convincing.  I believe you could help with our budgets.     […]

Handling Skepticism or Indifference

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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 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 by Satisfying a Need

Wants and Needs Blog

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 […]

Why Nobody Calls You Back

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

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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 […]

Top 5 Professional Services to be Offered by a Roofing Contractor

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

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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:  […]

Roofing Contractor Growth Through an Account Management Model

The key to growing a roofing company is a mindset change and not necessarily an infrastructure change.  Instead of managing the work – manage the account.  Each Client, each portfolio, each site, each phone call, each report, each proposal, each contract, each invoice is important.  Taking the time to develop a relationship and exceed the […]