simplifying CRM selection

Simplifying CRM Selection for Your Roofing Business

Simplifying CRM Selection for Your Roofing Business  In the fast-paced commercial roofing industry, where schedules are packed and margins depend on efficiency, having the right tools is essential. A customer relationship management (CRM) system has become a crucial asset for many businesses. Yet, choosing and implementing a CRM can be overwhelming, especially with the market […]

client loyalty

Building Client Loyalty with Strategic Sales and Account Management

Building Client Loyalty with Strategic Sales and Account Management For roofing contractors, structuring sales and account management with a strategic focus can transform customer relationships and business growth. Whether expanding client portfolios, introducing account-focused customer support, or investing in data-driven selling, setting up roles thoughtfully is key to driving revenue while building client loyalty. Here’s […]

optimize roles

The Key to Optimizing Sales Roles

The Key to Optimizing Sales Roles  In the competitive world of commercial roofing, defining clear roles for your team is crucial for sustainable growth. Two vital positions—sales representatives and account managers—serve distinct yet complementary purposes. Understanding these roles can help you align your team structure with your business goals effectively.   Sales Representatives: Cultivating New […]

referrals

Building a Strong Referral Network

Building a Strong Referral Network A referral network is one of the most valuable assets a roofing contractor can build. For commercial roofing, where decision-makers often rely on trusted recommendations, a well-built network can bring in high-value clients and recurring business. Here are key strategies for creating and nurturing a referral network that continually supports […]

data driven sales

Building a Data-Driven Sales Strategy in Roofing  

Building a Data-Driven Sales Strategy in Roofing   For roofing companies, creating a data-driven sales strategy can be a powerful way to increase efficiency, target valuable clients, and grow revenue. Data insights allow contractors to make informed decisions about which leads to pursue, how to structure proposals, and how to tailor offerings to client needs. Here’s […]

workflow

Managing Seasonal Workflows in Commercial Roofing

Managing Seasonal Workflows in Commercial Roofing For commercial roofing contractors, seasonal changes can lead to shifts in demand, unpredictable project timelines, and client requests for preemptive services. Efficiently managing workflows according to these seasonal trends allows roofing companies to meet client needs effectively, reduce downtime, and keep operations running smoothly year-round. Here are strategies to […]

AI

How AI is Shaping the Future of Roofing

How AI is Shaping the Future of Roofing    The roofing industry, like many other sectors, has traditionally been slow to adopt emerging technologies. However, artificial intelligence (AI) is beginning to carve out a space in roofing by improving how contractors manage their businesses. Although AI adoption in roofing is still in its early stages, the […]

Trade Show

Essential Tips to Prepare for a Roofing Trade Show

Essential Tips to Prepare for a Roofing Trade Show Trade shows present an unparalleled opportunity for commercial roofing companies to elevate their brand, connect with potential clients, and learn about industry innovations. Whether you’re exhibiting or attending, thorough preparation is crucial for maximizing your impact. In this guide, we’ll cover tips for exhibitors, attendees, and […]

Timely invoice

Timely Invoicing: The Key to Success in the Fast-Paced Roofing Industry

Timely Invoicing: The Key to Success in the Fast-Paced Roofing Industry In the fast-paced world of roofing, timely invoicing isn’t just a goal—it’s a critical component of operational success. Efficient workflow management plays a pivotal role in ensuring invoices are sent promptly and accurately, which not only enhances cash flow but also strengthens client relationships. […]

trust

Earning Property Managers’ Trust in the Commercial Roofing Industry

Earning Property Managers’ Trust in the Commercial Roofing Industry  Earning the trust of property managers is crucial for building long-lasting relationships and securing business. Property managers oversee substantial investments and require reliable partners to maintain and improve their properties. Trust is not just a nice-to-have; it’s a necessity. Here’s how commercial roofing companies can earn […]

brand

Branding Efforts for Contractors: Building Recognition and Trust

Branding Efforts for Contractors: Building Recognition and Trust Branding plays a crucial role in how contractors are perceived and trusted within their communities and industries.  This overview explores key strategies and practices for effective branding: 1. Truck Wraps and Physical Presence Branding efforts often start with visually impactful elements like truck wraps. These serve as […]

lead track

Lead Tracking for Contractors: Key Strategies for Success 

Lead Tracking for Contractors: Key Strategies for Success  Lead generation is crucial for contractors looking to grow their business and ensure a steady stream of projects. Here are some essential strategies to determine the effectiveness of your lead generation efforts: Measuring Leads Understanding where your leads come from is the foundation of effective lead generation. […]

communication

Communication in the Roofing Industry: Is Telemarketing Still Relevant?

Communication in the Roofing Industry: Is Telemarketing Still Relevant? In today’s rapidly changing world, the way roofing businesses communicate with their customers is constantly evolving. Traditional methods like telemarketing are being questioned as new technologies and preferences emerge. So, is telemarketing dead? The answer largely depends on your customer base and their communication preferences. Understanding […]

persistence

Objection: We Are Happy with Our Current Contractor

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 […]

Timing

Objection: I Need to Think About it

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 […]

NO

Objection:  NO! 

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 […]

truth or lie

Objection:  You Haven’t Been Honest With Me

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 […]

listening to presentation

Objection: Need to Compare Prices with Competitor

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 […]