Hitting big numbers isnโt just about knocking on more doorsโitโs about knocking on the right ones, training your team effectively, and finding inspiration through mentorship. This is exactly what Shai Ades, author of “In-Home Sales: How to Master One Call Close at The Kitchen Table” and founder of One Call Close Academy, has done throughout his career in roofing sales and other home improvement services.
Shai sat down with Sam Taggart on the latest D2D Podcast episode and shared how he took his home improvement sales business from $500,000 to $3 million in monthly sales and why his success boils down to more than just hard workโitโs about removing limiting beliefs, systematic training and building a strong, motivated team.
So, if you’re ready to get insider tips for boosting your D2D salesโwhether in roofing, solar, or other outdoor home servicesโkeep reading for an overview of the podcast!
Mastering Door-to-Door Sales Techniques
When it comes to door-to-door sales, having a well-defined strategy is critical. One of the key strategies Shai recommends is focusing on the setter-closer model, which has proven effective for many teams in the roofing sales industry. This model divides the sales process into two essential roles:
- Setters: Responsible for generating leads by canvassing neighborhoods, introducing potential customers to the companyโs services, and scheduling appointments.
- Closers: These team members follow up on leads, deliver presentations, and close deals with homeowners.
This division of labor ensures that both setters and closers work efficiently. Setters focus on door-to-door canvassing and lead generation, while closers specialize in one-call closing and managing sales objections.
What is the Setter-Closer Model in Door-to-Door Sales?
The setter-closer model allows teams to focus on their strengths. For instance, setters, often younger or less experienced salespeople, can master the art of canvassing without the pressure of closing deals. On the other hand, experienced closers can focus on meeting with homeowners, pitching products like roofing services, and closing deals on the spot.
This model is a crucial element in roofing sales strategies, as it allows companies to scale more quickly while maintaining high sales performance. Shai emphasizes that pairing this model with roof sales training ensures that both setters and closers are fully prepared for the challenges of door-to-door sales.
Systematic Training for Roofing Sales Teams
One of the primary keys to Shaiโs success in the roofing sales industry is the implementation of systematic training programs. Sales teams need to be equipped with the right knowledge, tools, and confidence to succeed in the competitive roofing marketing landscape. For Shai, sales training is about more than just learning to knock on doors and deliver pitchesโitโs about building confidence and removing limiting beliefs that can hinder performance.
How Can I Improve My Door-to-Door Sales Performance?
According to Shai, the first step to improving door-to-door sales performance is to focus on systematic training. By breaking down the sales process into digestible steps, your sales team will know exactly how to approach homeowners, handle objections, and present themselves as experts in home improvement services.
Regular role-playing and sales objections training can boost confidence and performance, especially for door-to-door canvassing teams. If setters are well-trained in handling objections like “I already have a contractor” or “I need to talk to my spouse,” they can secure more appointments, ultimately leading to more sales.
Another way to improve performance is by removing limiting beliefs within the team. For example, if your team believes that achieving certain sales targets is out of reach, their efforts will reflect those beliefs. By showing them the potential for higher sales, as Shai does, you create a culture of possibility that motivates teams to push beyond their limits.
Using Van Groups for Team Motivation
In the door-to-door sales world, keeping your team motivated is essential. Shai leverages van groups as a team-building and motivational tool. These groups provide salespeople with camaraderie, making the often grueling task of knocking on doors more enjoyable and competitive.
How Can Removing Limiting Beliefs Boost Sales Success?
By working in van groups, sales reps can learn from one another. The team environment creates healthy competition, with each salesperson trying to outdo the others in the van. In addition to fostering competition, these groups create accountability, as team members are responsible for reporting their results to the group at the end of each day. When the team works towards a shared goal, they are more likely to succeed.
Lead Generation for Roofing Sales and Home Improvement Services
Generating leads is often the most challenging part of door-to-door sales, especially in the home improvement sector, where you must convince homeowners to invest in costly renovations like roofing, solar, or painting. Shaiโs approach to lead generation involves a combination of door-knocking, roofing marketing, and consistent follow-up.
How Do I Generate Leads for Outdoor Home Improvement Services?
Lead generation for roofing sales starts with understanding the neighborhood. Shai trains his team to assess homes before they knock. For instance, they look for signs of aging roofs, worn-out paint, or cracked windows. This allows them to focus their pitch on the areas that matter most to the homeowner.
Shai also emphasizes the importance of urgency. Homeowners are more likely to act if they believe there is an immediate need for the service. By pointing out visible problems with the homeโs exterior, salespeople can create urgency and secure same-day appointments for roofing sales or other home improvement services.
Effective Training Methods for Door-to-Door Sales Teams
Training is the backbone of any successful roofing sales strategy. Shaiโs One Call Close Academy emphasizes real-world, hands-on training that includes role-playing, practicing responses to sales objections, and refining the sales pitch to increase confidence.
What Are Effective Training Methods for Door-to-Door Sales Teams?
Role-playing is one of the most effective methods for training door-to-door sales teams. During training sessions, team members act out scenarios, allowing them to practice handling objections in real-time. This prepares them for real encounters and builds their confidence in delivering a compelling sales pitch.
Regular reviews of the roofing marketing and sales process also help teams stay updated on the latest trends and strategies in roof sales training. As Shai points out, consistency in training is essential to success in home improvement sales.
Upselling and Reloading for Home Improvement Success
Once a customer has purchased one product, such as a new roof, the next step is to upsell additional services like painting, windows, or solar installation. Shai refers to this strategy as reloading, where salespeople return to satisfied customers with offers for additional home improvement services.
How Can I Upsell to Existing Customers in the Home Improvement Industry?
Shaiโs team effectively upsells by seeding the idea of future improvements during the initial sale. For example, if a customer purchases a new roof, the salesperson might casually mention that their windows also appear worn, planting the seed for a future home improvement sale. Following up with these customers later, the team can upsell additional services, ultimately increasing revenue.
The Value of Masterminds and Boot Camps for Sales Professionals
A major theme throughout Shai’s journey is the importance of continued learning and mentorship. Sales professionals can elevate their skills, learn new roofing sales strategies, and network with others in the industry by joining masterminds and attending sales boot camps.
What Are the Benefits of Participating in Masterminds and Boot Camps for Sales Professionals?
Shai emphasizes that growth often comes from surrounding yourself with like-minded people. By attending sales boot camps and joining masterminds, sales professionals can gain new perspectives, overcome challenges, and stay motivated. These events also provide opportunities for networking, which can lead to valuable business partnerships and new roofing sales leads.
Final Thoughts: How to Apply Shaiโs Tips to Your Roofing Sales Strategy
Roofing and home improvement sales require a strategic approach combining systematic training, effective lead generation, and a strong focus on mentorship as outlined by Shai Adesโ blueprint for success in the door-to-door sales industry.
His success didnโt happen by accidentโit resulted from systematic training, the right mindset, and building a strong, motivated team.
So, how can you apply these tips to your own business?
- Break through limiting beliefs. If you think you can only hit a certain sales number, youโll never exceed it. Surround yourself with people who push you to think bigger.
- Use the setter-closer model. Divide your team into specialized roles and ensure they work together for maximum efficiency.
- Focus on core products. Donโt overwhelm customers with too many options upfront. Start with what they need, and upsell additional services later.
- Role play every day. Keep your team sharp by practicing real-world scenarios regularly.
- Upsell and reload. Donโt miss out on opportunities to increase the value of each sale by offering additional services.
Ready to take the next step? Learn more from experts like Shai by tuning into the D2D Podcast or joining Sam Taggartโs mastermind group.
