The 4-stage success strategy

By Emma Peterson. 

Learn the four stages that every sale goes through and tips for each! 

In this episode of Roofing Road Trips®, Karen Edwards sits down with Rick Davis of ABC Supply. Rick has worked with ABC Supply for three years now but boasts over 40 years in the industry.  Through his decades of experience, Rick helps contractors think about the sale process from a buyer’s perspective. 

Rick believes there are four main stages to a strong sales strategy: promise, sale, project installation and post-installation. The first stage, promise, is about creating expectations. Rick explained, “What are you going to do? What should the consumer expect from you? I think that's an important thing for contractors to consider.”  From there, you move into the sale itself. This, in Rick’s opinion, is all about establishing and building a connection with the customer. He goes on to clarify, this does not just mean make small talk, “Contractors need to get into the business of it. Get into what their customer is looking for. Contractors should be asking why now? What's going on? What changed in your life that's causing you to have this conversation with me today?” 

 Once you have closed the sale, it is important to deliver a great experience.  This may seem straightforward, but Rick emphasized that there are ways contractors can use positive feedback from customers to grow their businesses.  He elaborated, “They can leverage that whole experience to create more referrals, a happier customer, more Google reviews. All the things that are going to help them drive traffic to their organization and generate leads”. The final element of a strong sales strategy occurs after installation. The key to this is learning how to “validate the sale.” Rick explained briefly, “figure out what you can do after the sale to reinforce the experience and again... leverage that whole experience to create more referrals, a happier customer, more Google reviews. All the things that are going to help them drive traffic to their organization, website and generate leads.” 

Read the transcript or Listen to the episode to get more information on each step of this process!