By Corey Mann, Leap.
The sales process is crucial for roofing and roof services companies. Without a strong sales team and process, it is difficult to achieve long-term success as a contractor. This is more than just finding new leads, it is also keeping and maintaining relationship with those leads as they often require further work as their roofs age. To do this, contractors need to develop reliable and effective strategies to connect with customers, which can be challenging at times. Luckily, the sales experts here at Leap have created a comprehensive guide that walks through every step of the process.
Before diving into the sales process, it’s essential to understand why homeowners require roofing services. Whether it’s repairing leaks, replacing damaged shingles or installing a completely new roof, these services contribute to the overall well-being and value of a property.
Exploring the importance of roofing sales sheds light on why homeowners frequently seek these solutions. Moreover, the key role sales play in providing a good experience for homeowners during the process.
Homeowners want to make informed decisions about the care and maintenance of their roofs. For roofing contractors, providing a modern and professional sales process establishes trust and emphasizes the value of the services they provide. In general, this helps to foster lasting relationships with homeowners.
The sales experience in the roofing industry has evolved greatly over the past few years. In fact, every step of the process has changed in one way or another.
Businesses are connecting with homeowners in new ways. And homeowners are doing their research to extensive lengths before ever reaching out to a business.
In addition, sales presentations have moved away from traditional methods such as paper materials and samples. The introduction of software into the industry has revolutionized the way sales reps interact with homeowners at the kitchen table.
Specifically, there are five key stages to roofing sales that are critical to winning or losing a job. Each step of the process leads to the next. However, you can make or break a deal if your team is less efficient in one area or another.
Let’s look closer at each stage of the sales process to gain a better understanding of the customer journey. This will help you recognize areas of improvement and the tools you need to close more deals.
1 - Finding prospects
The first stage of roofing sales involves identifying potential customers. This can be achieved through various methods, such as local advertising, online marketing, partnerships, referrals and more. By strategically positioning your services, you can attract homeowners in need of roofing solutions.
You’ll find it hard to set up appointments if you aren’t proactive in your local community. This creates brand recognition and helps to build trust within your service area.
2 - Qualifying the prospects
Once prospects are identified, it’s important to qualify them based on their needs, budget and timeline. This stage involves effective communication and active listening to understand the customer’s requirements. Furthermore, it ensures a tailored approach in the subsequent stages.
Qualifying prospects in roofing sales really comes down to a homeowner’s needs, their budget and the timeline. Additionally, always make sure that you’re speaking with the individuals who have the authority to make the purchasing decisions for the roof. You don’t want to be talking to a renter who doesn’t own the property.
3 - Pitching your roofing services
After qualifying prospects, the next step is to present your roofing services persuasively in a modern and professional manner. Sales representatives should articulate the unique selling propositions of the company, emphasizing quality, reliability and competitive pricing.
There are many effective strategies and communication techniques for roofing sales. But in general, it’s key that you focus on solutions once you identify the problems.
4 - Closing the deal
Closing a roofing job requires finesse and confidence. This includes the art of negotiation, handling objections and creating a sense of urgency to encourage homeowners to make a decision. Emphasizing the benefits of your services and addressing concerns are pivotal in finalizing the deal.
When it comes to roofing sales, the reps that close more deals always rise to the top. Therefore, it’s important to track sales performance to discover what works and what doesn’t. Implement continuous improvement throughout your team to prevent complacency.
5 - Following up
The relationship with the homeowner doesn’t end with the sale. Follow-up is important for customer satisfaction, referrals and building a positive reputation. You can gain a lot from post-sale communication, addressing concerns and seeking feedback.
Many of the most successful roofing businesses utilize word of mouth and referrals to boost their sales. And the companies that don’t will most likely fall behind.
You now know the key stages to roofing sales that are integral for business sustainability. But how can you find success within these stages if your team doesn’t have the proper training and guidance? Well, you can’t.
Continuous training and proper sales onboarding will be a difference maker that can lead to more success in the future. For example, make sure that your sales reps have extensive training that includes:
You’re only as good as your team. And in this case, sales reps need to feel empowered and confident when they meet with potential customers.
In the digital age, software has revolutionized roofing sales. This includes quick estimate generation, professional presentation of services, task automation, digital contracts and financing integrations – all within a centralized application.
With the right software, you can even manage every project from initial contact through the installation and project completion. And the best roofing CRMs (Customer Relationship Management) offer integrations with industry leaders that include measurement tools, aerial imaging, financing, manufacturers and more.
With Leap, you have access to the right-sized tools that can grow alongside your business. SalesPro is built to drive your in-home roofing sales forward and widen your margins. From quick estimates to digital contracts and task automation, SalesPro eliminates repetitive tasks and streamlines your processes to empower your sales reps and focus on winning the job. It also works directly with Leap CRM and other software solutions.
Leap CRM, on the other hand, is a must-have platform that includes project management, instant proposals, subcontractor management and customer relationship management. From the office to the field, Leap CRM gives you access to every job on the go.
Mastering the sales process requires a holistic approach, from understanding the homeowner’s needs to leveraging technology for efficiency. By following the five stages outlined in this guide, roofing contractors can improve their sales processes and build a better experience for homeowners.
As new technology has transformed the industry, you don’t want to be left behind. To gain a competitive edge, it’s important to build a tech stack that does the heavy lifting for your business so that you can make the most of your craftmanship.
So, are you ready to make your roofing sales your greatest strength? If so, fill out the form below and schedule a quick demo with a Leap expert. Learn more about the point-of-sale software and CRM solution that was built by contractors for contractors.
Original article source: Leap
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