Selling roof maintenance checks can not only increase profit and improve bottom-line but also eliminate competition and build customer relations. However, selling a service is not always easy. Many roofing contractors fall short when it comes to selling maintenance checks.
A successful consultant provides both great service and information. You will need to explain to your customers what’s in it for them if they hire you as their maintenance professional. In order to successfully sell information, you’ll need to be informed yourself. Here are three ways you can appeal to your client and sell roofing maintenance checks:
Roofing can be expensive, but by explaining the value to the customer, you can show them why it’s worth it. Small fixes in maintenance checks will cost a fraction over neglecting the roof and paying thousands to fix big damages. Use available warranties to show the customer that their investment is being protected. You can also offer financing to make it more affordable and fit within their budget. Of course, price is one thing to value, but so is convenience.
More than 80% of all roofs are replaced before they reach their anticipated lifespan due to problems that aren’t proactively fixed. Proactively maintained roofs also last eight years longer than those that aren’t, on average. Unexpected roofing problems happen all the time and can put a major hold on the homeowner’s daily responsibilities. Without the ease of a maintenance professional, damages can increase, and the process can take a long time to restore. Maintenance services can prevent this from ever happening and carry a better value overall.
One of the most important things you can do is build trust with your clients. You can start by introducing yourself and how long you’ve been working in the industry. You should also mention what you specialize in and give a background on your business. A good way to establish credibility is by presenting your expertise, including any awards or certifications you or your business achieved, examples and testimonials from previous clients, or other factors that make you stand out from the rest of your competition.
Listening to the customer is very important. Try to understand the problems they have been facing and offer reasonable yet effective solutions. Even if you’ve heard the same problems before, every customer is different and requires individual help. Stay focused on helping your client and fixing their situation. Your customer service will make a world of a difference when establishing credibility.
Educate the client
Chances are, your customer doesn’t know as much about roofing as you do. Take your appointment as an opportunity to educate them and show them what caused the damage. Also, point out signs of what they should look out for in the future. Selling roofing maintenance checks will make more sense once the customers understands their purpose.
Customers will appreciate the information, and the more they understand, the more they’ll know why they need you to fix it. This will also help you get to know your client more, and the better you know your target audience, the easier it will be to sell to them.
The key to success is more than just selling a service, it’s also selling yourself. Again, you can do this by explaining the value your business has to offer, establishing credibility between you and your client, and educating your client on roofing problems. Some contractors are naturally more talented at selling than others, but when you focus on helping your client and responding to their needs, selling will become easier and your hard work will pay off.
Using a customer-relationship management software like JobNimbus can also help you grow your business and improve interactions between current and potential customers. Try a free trial with JobNimbus here or check out more of our blogs for roofing business owners!