Risk Reward

The Potential Risks and Benefits of AI in the Roofing Industry

The Potential Risks and Benefits of AI in the Roofing Industry Artificial Intelligence (AI) is rapidly transforming industries, and roofing is no exception. While the roofing sector has traditionally been slow to adopt cutting-edge technologies, the integration of AI is becoming increasingly inevitable. As AI continues to evolve, roofing contractors will need to understand both […]

Labor Utilization

Labor Utilization and Service

Labor Utilization and Service   Labor utilization is the total field hours worked divided by the total hours billed. This percentage should be above 90% consistently. This means that 10% of the hours you paid were non-billable and conversely 90% of the hours paid were billable to customers.    Unbilled hours arise from warranty calls, call […]

leads

Leveraging Roofing Software for Effective Lead Tracking

Leveraging Roofing Software for Effective Lead Tracking Roofing software plays a pivotal role in lead tracking efforts for contractors. By integrating advanced tools and systems, contractors can streamline their processes, ensuring no lead falls through the cracks. Here’s how roofing software can significantly improve lead tracking: Centralized Lead Management Roofing software provides a centralized platform […]

proactive

Managing Client Expectations in Roofing Service

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 […]

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 […]

Probling blog people talking

Selling Skills – Probing

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 […]

roofing blog sales tips - emotions

Recognizing Customer Attitudes

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.     […]

questions

Handling Skepticism or Indifference

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 […]

Wants and Needs Blog

Selling by Satisfying a Need

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 […]

Roofing selling skills

Selling Skills – How to Support

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 […]

Skylight

Top 4: Sustainable Products that a Roofing Contractor Can Implement NOW!

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 […]

ipad roof inspection

Top 3: Preventive Maintenance Products for the Roofing Industry

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 […]