The “Comfort Close” to Win More Roofing Sales With Just 3 Questions

[@TheRoofStrategist]

What's your "Go To" closing process?

[@RiverValleyProWash]

Hi Adam, new to the channel thanks for posting. Im using a lot of your content for my door-to-door marketing for my pressure washing company. Thanks again!!

[@TheRoofStrategist]

Welcome! Stoked to support you!

[@SackOfFlour]

i haven't started my sales journey yet, im confirmed for the job and i start my month long training tomorrow (as i'm writing this.) but i can already tell your videos will be invaluable. i'll reply back to this comment in 2 months to let you know how it goes. send prayers and wish me luck!

[@Laflamablanca76]

How’s it going ?

[@qlamar6872]

Tell us your journey

[@MySiGGYSAUERRR]

Good morning! Happy Monday!

[@TheRoofStrategist]

Good morning! And based on your username, great taste in firearms ;)

[@MySiGGYSAUERRR]

@@TheRoofStrategist haha yes sir! Bout to pull up to my first inspection of the day! Always listening to your words of wisdom beforehand!

[@jasonpope5542]

Adam, can you do a video specifically geared to close engineers? I do roofing sales in Huntsville, AL where about 8 out of 10 customers are engineers and I have found that most of these techniques have little to no effect on them because they over think everything. It doesn't matter how thorough you are or how many questions you answer.

[@Reesebomb_]

Hey Adam, quick question. You get through “Do you have any questions, No, Does this all make sense, Yes. Are you comfortable moving forward? “Well I still have a few other roofers coming out to give me quotes, and I’d like to see their quotes” What would your answer be to that? Thanks again for all you do!

[@TheRoofStrategist]

That's a fantastic question! Stay tuned for a video coming soon on this exact question:)

[@HA-nx5qn]

Yes I agree, looking forward to it

[@northeastindianaroofingllc3293]

I’m with you. I’ve do t repairs for some costumers to get my foot in the door for when they are ready for a full replacement. Good relationship thought we formed trust and when they are ready for a full roof I quote them and then they still are adamant on getting other quotes. It feels like a slap in the face.

[@artsnow8872]

@@northeastindianaroofingllc3293 Be a customer. The customer doesn't know what the approximate cost for repair usually is. What do YOU do when YOU don't know what price to expect? You check different sources, don't you?

[@TravisHowell-s9e]

In my experience, the best way to handle this is confidence. I use a line something like this "By all means, go for it! The most important thing to me is that your home gets properly restored back to pre-storm condition, even if that means you end up with another contractor. I've done my best today to set a high bar for you on the kind of service you should expect from a roofing contractor. Once you finish hearing from the other roofers you have lined up, it's up to you to decide who you think will take care of you and your families home the best. My goal is not to demand your business, but to earn it. And if you come across another contractor who you think will take care of you better, I encourage you to go with them. But if the other contractors fall short of the bar I've set, I'll happily be right here to help." I've closed a good number of deals this way when the homeowner calls me later. One even waited nearly a month and saw a handful of contractors before I finally got a call back and he said lets move forward. One thing to keep in mind with this is that I focus on storm damage insurance replacements. I don't do retail jobs. In the insurance game, price doesn't matter. Insurance pays what insurance pays and the homeowners deductible is what it is. So you aren't trying to sell them on a better price, but bolster your own credentials and focus on delivering outstanding customer service. We thrive on the competition of personality, customer service, and proven track records for the company. Dont shy away from the threat of competition. Lean into it with the unspoken confidence that you know they'll call you back. I also often use the phrase "when roofers compete, the homeowner can only win". The roofer who is afraid of losing out to the competition is the roofer who will consistently lose out to the competition. It is unbelievable how far simple confidence can take you. I know some roofers who are horrible at d2d. They have terrible pitches and they resemble brand new roof salesmen. But they have an electric personality and insane confidence levels, and they sell like crazy. And its simply because theyre very likeable and very confident. People want to work with people they like who are confident in themselves.

[@GarrettBecker-dn5mw]

Hey Adam, I like the simple close technique, but are you presenting price before or after the simple questions?

[@patrickgause9071]

I was wondering the same thing

[@artsnow8872]

@@patrickgause9071 Adam, "Mr. Customer, are you comfortable moving on to a repair estimate and pricing. Are you comfortable with a contingency agreement, of a small amount, to cover our reasonable costs of making an estimate, presenting the repair estimate to your insurance company, and having your chosen public appraiser meeting with the insurance company appraiser to look at and evaluate the needed repairs to your roof?"

[@kevinroll8299]

What about if I get past both these questions and the homeowner still is hesitant to file and wants to talk to their spouse first? I even make sure to address certain questions that I think they may have about their out of pocket cost, the insurance process, and still they’re wary? How would you navigate that, or a similar, situation?

[@kevinroll8299]

Mind you, the homeowner reassures me that that they have no questions and everything makes sense in these situations.

[@HA-nx5qn]

someone is whispering in their ear about eating their deductible. I think ?

[@juanjosepatricio6264]

Saying yea cool. What's your spouses name? What kind of concerns do you think they might have?

[@adrianjimenez6034]

Easy work.

[@juanrosales3392]

Good morning everyone!

[@TheRoofStrategist]

Gooood morning!

[@alvinbarrett741]

I ve been watching some videos . Whats the best way to go about sales with a start up new company?

[@TheRoofStrategist]

Hey there! Congrats on the new company! You've got some options, if you're planning to bring on a team soon we can get you into the Roofing and Solar Reform Alliance right away. If not, keep binging these free videos until the time is right! Looking forward to getting you in there when the time is right!

[@alvinbarrett741]

@@TheRoofStrategist When door to door and you have inspected the house , do you quote before the owners have been approved on insurance with a chance at retail? I m new to the sales side of things, i have been on the installation side for years and I m excellent in that side of things. Thanks

[@jimthompson9929]

Hello

[@TheRoofStrategist]

What's shakin'?