Having people object while your going door-to-door selling roofing services isn’t uncommon, but there are ways that you can still get that sale.
Your door-to-door training will give you the confidence and class to quickly understand how to communicate best with the person in front of you. You’ll learn from top sellers just how to make it to the elite level of sales and how to get that all-important close.
Door-to-door sales are still among the top ways to make people aware of your products, for potential customers to meet you face to face, and to close a deal. When it comes to the roof, most people don’t think about their roof daily – which leaves you to educate them and give them a reason to think about it.
A good sales rep will quickly profile the customer and give them the information they want – and fast. Elite coaching is a critical step in providing door-to-door salespeople with the tools to make these quick assessments. And, more importantly, how to deal with the knee-jerk reaction of ‘no.’
Ready to learn how you can turn a hard ‘no’ into a ‘tell me more about your roofing options?’ then read on.
Top reasons that people object when you’re selling roofing services
There are three main reasons people will object to your roofing sales pitch, and once you know what they are, you will learn how to navigate them.
Unknown brand: Depending on the size of your company, perhaps they haven’t heard of your brand. The customer will be wary of hiring a company they haven’t heard of for such a big job.
Need: The potential customer doesn’t know when their roofing was updated because they haven’t thought about it before. This will often lead them to believe they don’t need it, and there is no rush to do it.
Cost: When you mention roofing, the first thing that people think about is the cost. They believe roofing is expensive and something they can’t afford.
With those main objections in mind, it’s time to discuss how you can carefully and politely continue the conversation without worry.
Unknown Brand
Customers who are unfamiliar with your brand can often be the most tricky because they have to quickly leap from not knowing who you are and what you do, to understanding your business and considering being a customer.
There must be an incentive for the homeowner to want to try your company out. You can be honest here; it is usually appreciated, and say you know that you don’t have the big brand name – but your company has the personal touch. Follow with an incentive involving offers, discounts, and more.
You can also let your previous work speak for itself, have something that you can show. Be sure that you have online reviews for the roofing work previously completed, and ask for a contact email so that you can forward some on.
To make this process faster, you can have some reviews and images on an iPad and show them immediately. Technology can make your sales smooth and effective; D2D has a range of partners who can improve your processes.
They Don’t Need The Service
When they say that they don’t need the service, it is most likely because they cannot remember when they last had their roofing inspected or repaired. This gives you the perfect opportunity to ask.
As a gentle first question, it often gives potential customers pause for thought, and they might quickly realize that they didn’t think about it – but they might need the service.
It would be a great time to tell them about offers you have and any statistics on how much new roofing can save on energy builds. It can be beneficial to change your language from new to upgraded.
As an extra, it is worth reminding them that there can be damage to the roof that isn’t noticeable until it becomes an emergency – and prevention is undoubtedly the best option.
Cost
The problem of the expense might be one of the easiest to manage because when it comes to roofing, a small payout now pays dividends for years. For example, a minor repair might only be a few thousand, but it prevents the need to pay tens of thousands later.
And for a completely new roof, a few tens of thousands now can save hundreds if something were to happen and damage the interior properly.
Many people will still say that it is an expense they can’t cover – instead of no – which means you can explain to them all about the offers you have in terms of finance, reduced rates, discounts, and more.
Shine a light on how valuable an inspection, repair, or replacement truly is when pitted against the alternatives. You can learn more ways to level up your sales technique with the D2D experts.
Quickly profile your potential customer, consider what their pain points might be, and you’ll successfully navigate all of the objections while your selling roofing services door-to-door.
