How To Set Appointments with No Roofing Experience

Set Roofing Appointments With No Experience
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Set The Appointment

Set The Appointment

One of the smartest things you can do with your time is to focus all of your energy doing only the things that make you the most money.

I’m about to show you a letter from a very good girlfriend wanting to help her boyfriend out.

She’s willing to go door-to-door prospecting so he can get a few roofs to inspect.

She knows the secret (most girlfriends do)… you’re more likely to make money doing a roof inspection than sitting in front of the TV watching Sports Center for the third time today.

Wait! There’s a Problem.

There’s just one problem… she doesn’t know much about roofing.

That’s really not a problem at all if you handle it the right way. I’m going to let you read her letter first and then I’ll tell you how she can work around this problem.

Here’s the letter…

Hey Mike,

I plan to go knock doors with my boyfriend when the rain lets up.

I’ll try to get him on a few roofs so he can close the deal. I need to know exactly what to say to these people. I’ve never sold a thing in my life.

I figure it should be easy because these people in Louisiana need new roofs. We’re working damage from the Hurricane Isaac storm.

Any help? Please.

Some have hurricane damage and others have just wind damage. Most of the roofs are 3-tabs. Again, I don’t know much about roofs, but I know 3-tabs because my boyfriend loves that kind of roof.

Thanks a lot.

I’ll keep reading.

Mandy

No Roofing, No Problem!

She thinks that the problem is that she doesn’t know much about roofing.

Actually, that’s not a problem at all because…

  1. She’s not a roofer.
  2. She won’t present herself as a roofer.
  3. She’s not going to be answering questions about roofing.

She’s An Appointment Setter

The only thing she wants to do is get her boyfriend up on a few roofs to inspect… that makes her an appointment setter. Whether she sets the appointment for right away or for the next day, her only job is to get her boyfriend up on the roof.

She’s going to open the door and he’s going to do the rest.

That’s perfect because it allows him to focus on what makes him the most money… meeting prospects!

Admit it, how many of you are jealous right now? Don’t you wish your girlfriend would go out and set appointments for you?

EXACTLY What To Say

Here it is, word-for-word, exactly what to say without knowing a thing about roofing…

Hi! I’m Mandy. I just came by to see if you’re still open to a free inspection/estimate on your roof? [PAUSE. ALLOW THEM TO ANSWER]

Have you had your free inspection/estimate yet? [PAUSE. ALLOW THEM TO ANSWER]

Well, I can’t do it now. I’m not even a roofer. [SMILE]

My boyfriend will be doing your free inspections. Would you prefer later this afternoon around 4 PM or would tomorrow at this same time work better for you? [WRITE DOWN THE APPOINTMENT]

Okay, thank you very much. [GO TO THE NEXT DOOR]

Move On Quickly

Obviously, not everybody is going to let you set an appointment. You’re not looking for the people who will set an appointment. So, move on quickly when you figure out the people in front of you are not interested. You can leave a business card, but don’t waste too much time.

Remember this phrase…

Some Will, Some Won’t, So What! Who’s Next?

Peace,
Mike

P.S. If you’ve read this far and still have questions, take a minute to contact me and let’s see if we can’t clear things up. I want you to be successful in all of your prospecting. There’s money to be made. You may as well make it, right?

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. His expertise is coaching roofers to the next level of success.

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5 Comments

  • Angela

    Reply Reply April 2, 2013

    Mike,

    Thanks so much! I have done my homework on this company I start training with tomorrow. I hear the training is great and with all this information from your site I’m ready to give this my all! I know what other question to ask this company tomorrow thanks to this site. But mostly I’m ok with going to the door and I’m going to do the 20 rejection thing. Great idea! Ill come back in 30 days and tell you if I’m one of the people who will be successful or not! Thanks again.

  • Ryan Dotson

    Reply Reply April 2, 2013

    Mike,
    Love Roofing Salesman (dot) com. The way you put things in prospective makes people (myself included) feel inspired. We spoke a few years ago when I was looking at getting into roofing.
    You didn’t hire me… 馃檨 No hard feelings (lol).
    I have been selling roofs for a few years now. I do okay, would love to do better. I have never had any formal training, but learn every day and your site has been the biggest inspiration. I work hard but feel I could be more effective. The company I work for does not provide a lot of sales support. They do however manage all my installs and project manager does final inspection…..love that part. Piece of mind knowing my customers are happy!
    Question for you:
    When prospecting, is it best to set appointments for inspections for a later date or do the inspection at that time? I know goal is to get on roof just want to be on more.
    Example; Monday set appointments for Tuesday during the day. Then Tuesday night set appointments for Wed. during the day…..so on…so on.
    Then just set appointment around all of the evening closes.

    Remember there is no support on the sales side for me I work solo…

    Thanks in advance, Ryan

    • Mike

      Reply Reply April 2, 2013

      Hey Ryan,

      Good to hear from you again.

      I teach guys to set the appointment for the following day. There’s less pressure on the homeowner and it keeps the salesman focused on doing just one thing.

      You can do same day inspections and even real-time inspections if you want. I know some guys walk door to door with their ladder in tow.

      Just realize if you show up with a ladder that there’s more pressure and pressure creates resistance… which makes it harder to get the appointment.

      You want to make it as easy as possible for the homeowner to say yes to you. The best way to do that is to break the sales process up into smaller chunks.

      It is more difficult to show up cold and get all the way to the kitchen table for a presentation and closing than it is to show up cold and come back later for a free inspection.

      Like any rule, there are exceptions. You already have enough experience to know when somebody is ready to do business now. In those cases, absolutely do the inspection and make your presentation.

      If they say, “I’ve been needing to do something about my roof. I have my check and insurance papers.”, that’s
      a good clue to push forward.

      Otherwise, make it as easy as possible for the homeowner to say yes by breaking the sales process up into smaller, more manageable chunks.

      Mike

  • Angela

    Reply Reply April 1, 2013

    Hi Mike,

    Its Angela again… But as a new person can you share a door script with me that I can learn? I will be knocking and getting on the roof. With this job i’m so stepping into something knew and will be great no matter how many doors I have to knock on. i’m praying im that 1 out of 10 who make it!

    Thanks.

    • Mike

      Reply Reply April 2, 2013

      Hey Angela,

      Here’s a few things I would tell you about knocking doors…

      Make it as easy as possible for the homeowner to say yes to you.

      Go for the appointment and set a time for the inspection later.

      Don’t go home until 20 people a day tell you NO. Even if you get 5 appointments in a row, keep knocking until you get 20 rejections. Keep a running list on your phone or a small pocket notebook.

      Show up and be as comfortable as possible. Carry a cup of coffee or water with you. Be relaxed. Prospects reject pressure. Don’t give them a reason to say NO by creating pressure.

      There’s probably 5-10 more things to know about setting appointments, but they are difficult to fully explain in a quick reply. Just focus on doing the things above and your success rate should go up.

      Mike

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