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Do business my way or we don't do business.
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Do business my way or we don't do business.Not every prospect wants to do business with you using the same protocols and procedures that make you comfortable.

When you insist on things going your way, you quickly ostracize a percentage of people who would like to do business with you… if you would only listen to them… and ask them how they would like to proceed.

Since you don’t or won’t, they’ll hold out for somebody who will.

Some of your best prospects are found outside your normal working hours. So, switch things up… if you usually go knock in the daytime, knock in the evenings instead or vice versa.

People like to believe they have choices.

If they don’t want to do business your preferred way, at your preferred hour, at the very least offer a few alternatives and ask them to make the choice.

If you’re going to make it in roofing sales, you need more than one way to close a deal… something besides, “we do the work for what the insurance company pays.”

Ask your sales manager or roofing company owner for door knocking training on how to be most effective in your prospecting.

If you would like my help, ask your questions in the comment section below.

You know, I’m happy to help you if I can.

Peace,
Mike

About The Author

Mike Coday

Mike Coday is a retired youth pastor turned serial entrepreneur, roofing marketing consultant, author, speaker, sales trainer, and sentimental family man. He specializes in helping serious roofers launch their roofing business to the next level.

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6 Comments

  • Elizabeth

    Reply Reply August 26, 2012

    Thank you Mike!
    That sounds like a great way to overcome that objection and I will try that this week while I am out knocking.
    I am learning something new everyday and hope to continue to do so. I believe this is a great business to be in and I know we will only get out what we put in. I know there is a lot to learn and honestly I never paid attention to any roof I drove by prior to getting in this business.
    The company I work for does residential and commercial roofs. I would like to start getting into the commercial side but am not quite sure where to start. I believe I saw someone post a question about this subject on a different post that you wrote. Do you do anything on the commercial side and if so what do you think is the best way to start off? I know the rules change from business to business and business to consumer.
    Thanks for your help,
    Elizabeth

    • mike

      Reply Reply August 27, 2012

      The only thing I would caution you on about chasing commercial work is that the pipeline is much longer. There’s often more than one decision maker, quite a bit of politics involved and the claims process can take longer too. However, I would never tell you not to try it. Anytime the risk is higher (because the pipeline is longer), the rewards should also be higher.

  • Elizabeth

    Reply Reply August 25, 2012

    If I am not mistaken, I believe we work in the same area. I’ve been in this business for about 6 months now. Since the storms from this last April it seems like every door that I knock on I get the same response, “Are you ANOTHER roofing company??” I believe in the DFW area there are over 3,000 registered roofing companies and of course they ALL seem to come out of hiding after the storms.
    I guess my question is, what is the best way to overcome that objection when it is the 1st thing out of their mouth?
    BTW- thanks for taking time to write these articles. They are very helpful

    • mike

      Reply Reply August 26, 2012

      Hi Elizabeth,

      That is an extremely frustrating problem to deal with… there are so many roofers out there and so much competition.

      While I usually prefer to work in areas not saturated by other salespeople, sometimes you just have to hold your nose and go where all the action is taking place.

      If that’s the situation you find yourself in, the best time to overcome an objection is before it comes up. You want to control the objection by owning in first. So, you might come to the door and say, “I know you’ve had a lot of roofers come by lately… I just came by to see if you’re still open to a free estimate. We’ve replaced several roofs in the area and I wanted to see if I could help you too.”

      This isn’t a magic phrase, but it at least gives you an opportunity to get past the initial objection of you representing a roofing company before they can object. You’ve taken that objection away. That doesn’t mean that they won’t find another one and drop that on you quickly, but at least you’ve bought enough time to make your offer of a free estimate.

      Does that help?

      Mike

  • brian

    Reply Reply July 2, 2012

    What alternatives to doing the work for insurance proceeds did you have?

    • mike

      Reply Reply July 2, 2012

      Brian,

      Obviously, we roof for money and the money has to come from somewhere. Most of the time it does come from a settlement.

      However, we don’t really care if it does or it doesn’t. We just want to sell the job if they need the roof, right?

      The only alternative is for it to NOT come from a settlement.

      It doesn’t matter to me where it comes from, but it sometimes matters to your prospect.

      If they tell you that it is not an insurance claim or there’s no insurance involved, that tells you that they are looking for your best cash price.

      Most of the new sales guys I meet don’t know how to give a cash price because they don’t know how to measure a roof.

      10 years ago that was a real problem, but these days anybody can just order a satellite measurement for their measurements and put together a price quote as long as they have an idea of what to charge per square.

      The point of the article is to find the way your prospect wants to buy and then sell them that way.

      If they want to buy a roof at your cash price, then sell it to them at your cash price.

      If they want to buy over chips & salsa, go meet them at their favorite tex-mex restaurant.

      If they want to buy on Sunday, don’t ask them to sign on Monday.

      Figure out how your prospect wants to buy and sell it to them that way.

      Good luck!
      Mike

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