As the season starts to wind down there are still plenty of opportunities to keep your team busy before winter. Here are a few tips to tighten up your approach to selling. Try them out and let us know if they are helpful.

Customer Service Starts Before the Sale

• Respond to inquiries quickly and professionally. Listen to your prospect and repeat what you’ve heard so they know you understand their needs. 
• Answer all their questions and request a time to review the project and take them through your presentation. Always approach your prospects with an attitude of wanting to help them make the right decision.
• Even if you are booked for the season, offer a quick repair and a quote to secure the project for the spring. Charge for the repair, but offer to discount the full amount when they do the entire project.

Create a Professional Branded Presentation

• After reviewing the project, offer your prospect a list of considerations that they need to think about when working with a roofer: insurance, licensing, workplace safety, guarantees, written estimate, etc. Ensure you have all of these items in your presentation. 
• Most people process information better visually, so having a physical presentation will help them make a quicker decision. 

Value-Added Selling

• When quoting a project, offer three levels of quality product/pricing specific to your area. Use this as a way to educate your customer that cheaper products may not be the best option. People tend to select the mid-range price when there is a choice. 
• Ask your Gibson sales rep about how to get certified by a manufacturer. This allows you to offer extended warranties on your projects and maybe take advantage of some limited-time incentives. 

Discussing the Price

• When presenting your quote, be sure to start with the list of deliverables and the value of each item before mentioning the final price. 
• It’s important that people understand what’s involved and what they are paying for. 
• If they want to negotiate, then be clear that reducing the price will mean removing some of those items or using lesser quality materials.

Ask for the Sale

• After your presentation, ask if there are any other questions you can answer. Then ask for the job. 
• If they need time to think, ask if you can follow up with them in a couple of days… and do it. 
• All too often business owners wait for the offer or give up on a prospect too soon. It can take up to seven follow-up calls to close a deal. Be persistent but not pushy.

We are here to help you build your business. Please reach out to your sales rep so they can help you estimate your projects and give you value-added options to include in your sales presentations.
If you need help with your marketing plan, check out our previous article: Fail to Plan. Plan to Fail. How to Plan Your Marketing Strategy