Say you’ve got years of experience and unparalleled skills in installing roofs, and you provide a superior service that wows your current client—but you can’t seem to land more clients. You may be wondering why, but it’s simple: your roofing sales pitch may not be action-inspiring enough.
Truthfully, it can be challenging to generate new leads for your business, and even more difficult to convert those leads into customers. However, top roofing sales reps have found a way to close over 80% of their deals.
This begs the question, then: what are they doing differently? As it turns out, they’re using proven techniques to create the best roofing sales pitch any prospective client has come across. For many roofers, much preparation is needed, so it’s a good idea to use a roofing contractor software platform that allows you to prepare and send high-quality proposals.
Regardless, in this guide, we’ll walk you through those very techniques so you can also create a sales pitch that wins you more clients.
1. Establish a professional outlook
Your image is an integral part of closing a deal. The image you portray helps with developing a connection with your client, enabling you to understand their actual problem. A good professional outlook also gives your business a sense of authority and establishes your expertise.
Always check your attire before going to meet with your prospective client. Also, ensure you’re well-prepared with information for the roofing sales pitch, keeping a good-humored yet professional composure.
2. Offer value and solutions
Your prospective client will know that you can solve their problem if you can:
- Understand and explain their problem
- Explain how your services can solve that problem
- Help them visualize what success from your services looks like
It’s a good idea to give prospective clients some perspective on their problem and why they need your services. After all, you’re only as valuable as the pain points that you can solve. For instance, you can highlight the difficulties they’ll face without the specific features offered by your service.
But it doesn’t end there. Answer questions like: how are you the solution to their problem? What can you do better than the next guy, or the guy before that? For example, you can promise faster, more efficient work that’s still of the highest quality.
It’s also essential to create a clear picture of what your collaboration’s results will look like. How does your service make their lives easier in the end?
3. Underline the options your prospective clients have
One way to establish your expertise with prospective clients is to give them all the available solutions to their problems, both cheap and expensive.
If they want to replace their roof, you can discuss the different roofing materials on the market. How are they different, and what would they look like on their roofs? Which one would you recommend, and why?
Encourage your prospective clients to also ask questions. Then, let them know you’re available to help if they need anything else.
4. Demonstrate your point with visuals
Even if you know what you’re aiming to achieve in your head and you can see it clearly, many prospective clients may not be as familiar with roofing, and may have trouble picturing the end result.
That’s why every good roofing sales pitch should include videos and images to help convey meaning. Demonstration videos and sample images paint a picture of how you can solve the prospective client’s problem or achieve their vision, so they’ll know exactly what to expect and know what they’re getting from your service.
Additionally, videos and images are an excellent way to show what you can do beyond your client’s problem. For instance, you can compile a video of your previous projects and your approach to solving customer needs. You can even collect video testimonials from previous clients, so your prospective client knows you’re the real deal.
5. Avoid tagging yourself as a sales rep
If you’re looking to close more deals for your business, you’ll need to avoid calling yourself a sales rep. To many, a sales rep doesn’t come to solve their problems. Instead, they’re there to close a deal and move onto the next one.
Instead of introducing yourself as a sales rep, it can help to simply say you’re a roofer, or that you work with a certain company. Make sure the prospective client understands that you’re there to help.
6. Listen and listen and listen
It’s easy to think you’re listening to a prospective client when you’re just hearing them. Give your potential leads room to talk about the issues they’re experiencing, chipping in when you want to clarify something.
Allowing your prospective clients to speak makes them more comfortable around you and helps you build a connection with them. Plus, you’ll get valuable information from them this way, including their roof’s age, when problems began, how many people they’ve spoken to when they’ve needed work done, and even the best quote they’ve received so far.
The longer you connect with the prospective client, the more likely you are to leave with a signed contract.
7. Ask for the work
You’ve connected with your prospective client, you understand their problem, and you’ve recommended solutions and how your service can solve the problem. Now how do you get them to sign with you? Well, you can simply just ask.
You’d be surprised to learn that over 80% of sales meetings with prospective clients end with no sales call to action. So it makes sense that the client may not work with those agents.
The thing is, customers need a push over the finish line. You’re more likely to get the job if you can do that.
Framework for crafting the best roofing sales pitch
Here’s our simple framework for creating an effective roofing sales pitch that converts your prospective clients into loyal customers:
- Identify the prospective client’s problem
- Work on your value statement
- Highlight your unique approach to solving their problem
- Use visuals to demonstrate
- Close your pitch with a call to action
Follow this guide when creating your next roofing sales pitch, and you’ll see the results for yourself. If you want to convert your leads into customers ten times faster, there’s your formula.
Remember to listen to the prospective client always. Allow them to speak, and you’ll have a better chance of closing deals.