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 […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]
Managing and Protecting Your Brand Your brand is your reputation. Each one of your team members has an impact on your brand. What you do and don’t do each day impacts how you are depicted in the marketplace. How do you protect your image? • Display a consistent look – Logos on trucks, team members, […]
The Extra Mile and Competitive Edge Have you ever heard the phrase, “they went the extra mile”? The extra mile is an action or an expression that sparks a “WOW!” in the mind of a customer or a co-worker. It is an unexpected deed. But before an extra mile is ever walked, it must be […]
