Why You Should Be Educating Homeowners While on the Job

By Cass Jacoby, RCS Reporter.  

Transparency on a job helps homeowners make better informed choices that mean better buildings. 

In a RoofersCoffeeShop® Read Listen Watch™ (RLW) now available on-demand, Nick Nobbe talks with Heidi J. Ellsworth, RCS partner, about how the key to winning more jobs, making sales and helping homeowners build better homes lies in education.  

Nick has been working at Quarrix Building Products Building Products for over five years, he is the senior product manager with a  focus on growing ventilation and helping roofing contractors and homeowners use the right ventilation in the right area.  

"One of the more important parts about how to do ventilation better is explain it to the homeowner.” says Nick. “Explain to them the why behind it and really what this is and how it works.It's really all about translating and conveying to homeowners how to do ventilation better”  

“Give them the high-level points of what it is and why it's important, and then walk them through the results of your inspection,” suggests Nick. “Then homeowners are like, ‘Oh, okay. That's why it's important for me to have really good static vents. And that's why I should spend this money upgrading because way more air moves when I have both intake and exhaust.’" 

Education is crucial to building trust with a customer. “Homeowners want to make sure they have a contractor who knows the products, knows the installation techniques and the science behind roofing and also some of the details around warranties,” says Nick.   

Simply teaching a homeowner about the product options they have and discussing why they work will lead to better roofing choices. “If you educate them on the options that they have, they're a lot more likely to want to choose the better thing,” says Nick. “You're giving them options and they feel like they have more control over the process. So really educating them, that'll help you close more sales.” 

Nick stresses to let the homeowner ultimately decide what fixes work best for them. “You don't need to go the whole nine yards and present them with the 100% best because obviously cost is always a consideration, but there are ways where you can provide good, better, best options.” 

Nick’s philosophy is to be a trusted resource to the homeowner. “If you can convey to them that you are providing the best solution for the long-term health of their roof and that you are a trustworthy contractor who is going to stand by your work, they are going to be more willing to spend money upgrading their project.”  Being transparent with your customers, detailing why ventilation is important and giving them options helps a homeowner make an informed decision that helps build a stronger building. 

Read, Listen or Watch the entire webinar to learn more about on how to be a better resource to homeowners and the importance of sharing your knowledge with customers.