Follow The Sales Formula
There’s only 3 things you can do to make more money selling roofs.
- Follow Up
It’s a dead simple system that’s as old as the game of selling itself. The best sales people in every storm practice these basic 1-2-3 steps religiously. They know that if you want to make more money, you have to tear yourself away from anything NOT on this short list.
If you ever get lost and you’re not sure what to do with your day, just start at the top… Prospect!
This step is where the best roofing sales people on the planet spend 80% of their time.
The quitters, losers, grumblers, whiners and complainers don’t get anywhere near the 80% rule. Most of them struggle to hit spending 50% of their time getting out to prospect.
What are they doing?
They’re sleeping, grabbing donuts, hanging out at the office, taking a long lunch, driving around looking at damage, dropping off a few flyers, hitting 7/11 for a Slurpee, calling the office to beg for free leads, listening to the 80% brag about all their latest sale… they’re busy doing almost anything, but getting out to prospect.
The best are relentless about getting in front of people… as many people as possible, as often as possible.
And what’s their favorite way to get in front of people? Just like fishermen like to fish where the fish are… they go to where the people are… where they live… knocking on doors. They knock and knock and knock some more.
The best will talk to anybody and everybody. If they find somebody taking out their trash or having a garage sale, they’ll be right there in front of them… and then they’ll go find the next one. They take notes about where they’ve been and who they talked to.
The highest paid people in this business know that if they aren’t getting in front of people, they’ll never get to the 2nd step… Present!
The best roofing sales people on the planet don’t prospect for their health or because they need the exercise. They’ll walk, knock and talk for hours — or sometimes even days — just to earn the right to present their offer to one more qualified prospect.
Good people give up too soon because they didn’t get to present often enough because they didn’t prospect long enough.
Presenting is where you make the money… or have the opportunity to make the money. That’s no secret. Some sales people want to short-circuit the process and skip ahead to this step. I don’t blame them, but let me share this one thought with you…
Every presentation is the payoff from somebody’s investment. Think of prospecting as an investment… just like buying gold. You value most what costs you the most. Golden opportunities to present are taken for granted when they’re just handed to you. Learn to dig your own gold and you’ll naturally learn to be a better closer and make more money.
This is the last step to making more money and it should take no more than 10% of your time.
Following up with a list of good prospects is good to do, but not at the expense of finding new prospects.
Make your phone calls, drop a thank you note, but don’t spend all of your time beating up the same 10 people you’ve been calling over and over again all summer. Give them a break. Go find a new prospect… present to them… and then follow-up.
Mike CodayMike started selling roofs in '95 while working as a youth pastor at a small church in North Texas. A decade later he transitioned to speaking at industry conferences and training outside sales teams. Today, he works exclusively as the premier consultant to roofing company owners who are driven for growth.
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