Showing Customers What They Want and Landing Sales you Need

By Dani Sheehan. 

Ingage allows you to work smarter not harder on home presentations. Let the experts help you implement selling best practices in your business. 

In a post-Covid world, home presentations and sales are considerably more challenging to close. The economy has slowed, and people aren’t as likely to invest in home improvements as they were during the pandemic. On a recent episode of Roofing Road Trips, Heidi J. Ellsworth sat down with Cody Carnes from Ingage, to discuss emerging technologies and some best practices for roofing sales in today’s market.  

Cody has been in the home improvement space for the last seven years and with Ingage for the last year and a half. As a company, they are the leading presentation tool for home improvement, helping customers update presentations and create more interactive experiences for representatives to take to homeowners looking to invest in their homes. 

A great part about Ingage is that it not only allows companies to individualize their presentations to best fit their brand and style of selling, but Cody explains, “As a sales manager or owner, I’m able to dive into the analytics that Ingage gives you on the backend to actually ensure that my rep is following that process.” Other reps can learn from top performers, or if a sales rep is struggling, they can assess why and find solutions by targeting a certain area of the presentation. 

In terms of top performers, Cody believes the reps that stand out above the rest do so because they are able to have a real conversation with the homeowner and navigate that conversation to best fit the needs of the homeowner. It’s great to have a script to start out with, and while the urge is to stick to the script, each home and presentation is unique. The best performers are really trying to figure out why they are there and what’s really important in the discussion. “They’re not swiping that homeowner to death and boring them just going through their sales pitch that they’ve done a million times. They’re going from company story to install...[and] really using the navigation flexibility within Ingage to cater that conversation to that homeowner they’re actually sitting in front of.” 

With the technological capabilities of Ingage, the selling process becomes more about the journey and connecting with the customer on a personal level rather than trying to lay out all the information at once. One of the best practices in selling is simple: listen to your customers and help them get the information most important to them. 

Listen to the full podcast episode to hear additional best practices and see how technology can improve your roofing sales.