Need help with closing deals

fsu1dan

I am in OKC, Oklahoma and there are tons of roofers knocking doors. The other day a lady said 24 roofers had been by there.

I want to know if you know of any training programs, websites, books, cds, dvd's seminars, etc... that help you close with competitive door to door sales.

I am good with the people and getting the leads, but have a hard time to get them to sign a contingency or even use me. I just don't get how you get a customer to sign an agreement when 24 other guys are willing to do the same thing.

Please advise what I can do to persuade them to sign the contingency.

I would also like to know how you guys deal with fighting everyone else who is eating deductibles. Most homeowners here know the game and are not going to pay there deductible.

I explain to them we are local and are a higher end roofer, however we will do the roof for the insurance proceeds. Our roofs are typically a few hundred dollars more than most of the other guys and I explain we can do that b/c we get many referrals after other people see them etc...

That being said I am having to eat deductibles as the next guy will steal your job when they knock there door and offer to help them.

Let me know your thoughts.

Grumpy

Simple answer is change your approach and stop storm chasing. Make them come to you.

__________________
-Grumpy
Chicago Gutters Chicago Roofing

Jimian

He's right... but how?

Marketing guru Dan Kennedy tells how this one guy (chet rowland) in pest control biz did it and how it'll work for roofers as well:



nobsbooks dot com

Chet's Rowland's Site (reload it in case it doesn't load)

~ JIM

local roofer

If you are working for a Local roofer, and he cant train you to help you help him make more money, perhaps you are working for the wrong roofer. Probably a stormer or someone who doesnt know what hes doing!

Grumpy

Give customers a reason to contact you. I use my knowledge and expertise. Forums just like this one are a great way to get leads. Answer peoples' questions, post informative articles etc... That stuff gets picked up in the search engines, and before you know it you have become the expert that the customers are seeking. It takes time and dedication and you have to be in it for the long run before you start to see serious returns, but your only investment is time. As of now, these articles being me no less than one lead per week on average... and that's free. Nothing to write home about, but it's just the first step. These are ultra super pre-qualified leads BTW, I had one guy tell me that he was very excited to meet with me, and his wife said he was talking about it all week.

Passive advertising is the way for me. I stay away from the overly saturated markets. Why compete with 24 other guys? Find out what they are doing, and DON'T do it. It's as simple as that. I find that in business being the black sheep gets you noticed, and that aint a bad thing at all.

__________________
-Grumpy
Chicago Gutters Chicago Roofing

Roofmaster417

I agree with Grumpy why try and compete with a super saturated market. Although I am sorta confused of how to approach a situation such as this without being a local reputable roofing contractor?(even though you are) I have never been a fan of stormtrooping or chasing.,I would see it difficult to door knock which I feel is intrusive.,difficult with the reasoning that the media and such a vast amount of not necessarily competition workmanship wise but all the in your face sales pressure.?I guess that is why I stay where my roots/reputation is.,but I understand a guy has to feed his family I just don't get why
people have to be such crooks and vultures.I have went out of state but it was from my local referrals for family members' friends that live in storm damage areas then it falls into the category of word of mouth which always makes it easier.I guess you could say that I am for the sure deal and not a risk taker.,but I refuse to be a part of an extremely if'y situation consumed by greed and deception.
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Zombie Fund Forum

daviddeschaine

I do agreed that everyone in your sales department, should have some sales training, and the foreman or crew chief of your roofing crew. Most people do come to the house you are working on, and ask about getting a roofing estimate.

Important Tip: You should have pre-made information packages in a sealed Tupperware case, which your crew leader can pull out of the roofing box truck or pickup truck, and hand a Clean brochure, and a business card to the potential customer.

The foreman should have a few hours of sales training, and shown how to bid the job, and I know you may not want your roofers to sell work, But these people are hot and ready to buy!

__________________
David J. Deschaine
http://www.startmyroofingbusiness.com

http://www.roofingbusinessblueprint.com

Grumpy

I agree with david on this one. The foreman should be one step removed from the sales team and should also be given the authority to upsell the customer on varios trinkets the original sales rep may have missed, like maybe gutters, insulation, chimney hoods, etc... Yes sales training is necessary but we must try hard, very hard, not to becomes the sterotypical sales rep. Too much sales training will do that to you. Product knowlede in my opinion is more important than knowing how to close a deal. The customer will close the deal for you if they trust you, product knowledge builds that trust. IMO learning how to communicate with people is more important than knowing how to ask for a sale.

I like the tip about theinformation packets. The foreman should defintly have some clean and neat to pass out to potential customers even if it's a generic brochure or business card.

__________________
-Grumpy
Chicago Gutters Chicago Roofing

daviddeschaine

Hello, I do run a couple of training website, which goes over everything you are asking for I know this wll help you.

Dave

__________________
David J. Deschaine
http://www.startmyroofingbusiness.com

http://www.roofingbusinessblueprint.com

roofing for Jesus

Word of mouth is by far the best way to go. I always look for little extras to throw in on every job. Maybe a brush pile in the back yard that needs to be taken to the dump or some cracked mortar in a chimney that needs repaired.

I try to leave the impression of above and beyond on every job.