Remote Selling Success with TAMKO

By Karen L. Edwards, RCS Editor.

Melissa Dunson and Kim Eckerman of TAMKO joined RCS Partner Heidi J. Ellsworth from their respective home offices to discuss how to be successful when selling remotely.

With so many of us working from home and maintaining our social distance, selling roof repairs and replacements is becoming more challenging, but there are ways to be successful. Melissa explained, “Right now [remote selling] is top of mind for so many people because roofers are not able to go face to face –  knocking on doors and door hangers are not a great option right now. So, they have to get better at this stuff. Many of the traditional ways that roofers have found new business; communicated with homeowners and closed deals, is not available right now so that all has to change during this time.”

Melissa shared that recent industry surveys reported nearly 60 percent of respondents indicated that they have seen a slowdown in normal bid activity, 45 percent experienced job cancellations and 43 percent are facing financial difficulties due to the effects of the coronavirus economy.

Not surprisingly, email marketing and social media were reportedly being used by 51 percent and 36 percent of contractors, respectively. “A lot of different people said that they were changing their ads to communicate that, ‘Hey, we're still open and we're still operating,’” explained Melissa. “Bottom line, it's time to evolve.”

Kim agreed with Melissa, saying, “I think that's a good point that it is time to evolve the traditional marketing landscapes and selling methods. We're at a point now where we've got to figure out how we navigate through this new normal.”

Kim suggests that the principles of selling have not changed, but the methods have. While we are no longer in face-to-face contact, we have to remember that communication is key, she suggests. “It's still important that we are able to see each other like we are right now through this virtual technology.”

Lead with compassion when meeting with potential customers. Let them know that you understand their situation, Kim said. “Nobody really wants to be sold on anything at the moment. I want to know that you have compassion, that you're caring about me. And then, secondly, you can show me how your products can make an impact on my life.”

In addition to contractors changing their messaging and the sales process, it is important to understand what tools are available and how to use them effectively. It goes beyond the video calls and phone calls. It requires specific technology such as customer relationship management platforms (CRMs), social media platforms and developing a strong content marketing program to bring potential customers to your website.

Catch the full conversation and learn about what solutions can help when you watch the recorded webinar.