Roofing services are often expensive, making them a hard sell to many cash-strapped homeowners. If you make your living as a roof salesperson, consider ways in which you can increase the success of your selling efforts and put extra cash in your pocket. By making some minor modifications to your standard selling practices, you can increase the effectiveness of your sales efforts.
Respect the Customer's Home
When making a house call to sell your products, always respect the sanctity of the customer's home. Something as simple as taking off your shoes can make a huge difference in the success of your sales efforts, reports Roof Pros. As this site reports, 80 percent of roofing salespeople do not take their shoes off at the customer's door. By slipping off your loafers before stepping inside, you can make it clear that you respect the customer's space and begin to build good will.
Develop your Industry Knowledge
If you appear unsure about the basics of roofing, customers may be less inclined to purchase products from you. To increase the degree to which you appear to be a roofing professional, study up on basic roofing techniques and learn details about all of the roofing products you offer. By knowing about these products and being able to provide customers with details from memory, you make yourself appear to be a more trustworthy saleswoman.
Build a Relationship
Instead of speaking to your customers solely about their roofing needs, engage in friendly conversation as a way to build a relationship. As you approach your customer's house, glance around looking for something to use as a connection piece. If you, for example, notice a boat in the customer's driveway, mention the vessel and discuss good times spent on a nearby lake.
Prepare Responses to Rejections
While no two customers respond in exactly the same way to sales pitches, there are some common rejections that you can prepare for in advance. Before heading out on your sales calls, consider reasons customers may give that they can't repair their roofing, such as it's too expensive or they are planning to move soon. Jot down responses to these rejections so that you are prepared to respond when customers present them to you.
Ask Open-Ended Questions
Keep your potential customers talking with open-ended questions. Instead of posing simple questions to which your customers can offer a quick yes or no, ask questions that require more extensive responses. For example, instead of saying, "Are you happy with your roof?", ask your customer, "What issues have you had with your roof?" By keeping your customers talking, you can more effectively engage them in conversation and peddle your wares.
- Photo Credit roof image by kuhar from Fotolia.com
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