Focus on informing not closing
Obviously, you want to put the phone down happy in the knowledge that you just made a deal but if you focus on just that during your conversation you may be disappointed. You may find that you enjoy better success if you place your attention on the home or business owner instead. Educate them on the choices and options available so that they can make the best decision for themselves, rather than trying to lead them to a conclusion that favors you over them. This approach is more professional and is more likely to result in repeat business.
Listen to the needs of the client
People want and need to feel like their needs are being met, that they are being listened to and understood. Listen to their concerns they may have about their new roof or roof repair. This will show that you care about them, their needs and requirements and that you are not just chasing a sale. This will put you in a position where you can make an honest recommendation, and it will also help in building a relationship between you and the customer. This is easier over the telephone or in person, of course, but well thought out questions and prompts can work in emails also.
Be you the person, not you the sales guy
Transparency is everything these days, and more people are turning away from faceless corporations. What this means for you is that you have to show your human side. People do business with people, not companies. This is easier than you may think. How many times have you chatted to somebody at a checkout? Did you once talk about the products being sold to you, customer to retailer, as they were being scanned? In all likelihood, no; it just isn’t something that feels natural. Don’t be afraid to let a little bit of the outside world into your conversations with prospects.
Be sure to convey professionalism from the start
Talking on the same ‘level as’ the prospect is a great way to start a bond, but don’t fall into the trap of being overly familiar. Everything from the way you first greet the prospect to how you speak to them during the call or in the email. If you speak to them on the telephone, don’t do it in a loud environment or where you will not be heard clearly. Never refer to the person by their first name, unless invited to do so. Above all else, never use a cuss word – even if the prospect seems to enjoy it!
High costs? Offer a finance option
Whether it is a repair or replacement, roofing is an investment into the home or business premises, and it can be an expensive outlay. To make the cost a little easier to swallow, offer financing as a payment option. This option is great for those homeowners and businesses that need a new roof but they and their finances don’t see eye to eye. Very often, the customer is not even aware that financing could be an option so offering it a few beats after you tell them the cost could convince them to make that investment.
What make your service different?
Speak about what sets you apart from the competition, while still being respectful to them. According to The Roofing Contractor survey, almost 80% of homeowners said that the contractor that they eventually hired had discussed the differences between them and the others. One of the most effective sales tactics is to highlight what is different between you and the competition and why that is a good thing and makes you the better choice.
Make use of referrals
Referrals are essential for many businesses in order to allow them to grow. One of the most important factors in choosing between service providers is the word and opinion of previous clients and customers. Reviews are a trusted standard, and they can speak volumes about the related service and the people behind it. As you are speaking to the prospect, make reference to these. You can include snippets of reviews in emails too.