Sales Process Overview

Your goal is to establish credibility with a prospective customer, create the awareness of the need for our service, and instill the urgency to commission our services. This Sales Process Overview will provide you with the overall picture of the work that has to be done with the homeowners. You will learn the processes in detail in the Project Steps.

The Sales Process Overview consists of:

1. Enhancing Your Approach

• Always be prepared. Becoming more organized will help you be more prepared in your approach to pursuing each and every sales lead.
• Be punctual. Respect the homeowner’s time – it is as valuable as your own. In a world of poor service, being punctual with a prospective customer will immediately set you apart from your competitors.
• Always be professional. Remember your first impression with a homeowner is the most important – it will set the tone for the entire selling process, and put you ahead of the game if the impression is immediately a positive one.

2. Perfecting the Introduction

• Make the homeowners feel comfortable. The introduction is normally done outside. Be sure to listen to any questions or concerns. You might be nervous; don’t worry. They are generally nervous as well.
• Get to the point. Make sure you are clear and concise when working with the homeowners during the introduction. First, ask yourself a few questions:

– What am I trying to accomplish? Obviously, I want the homeowners to become familiar with (your company) and understand how we can help them.
– What is the specific area of concern for both you and the homeowners – is it a damaged roof, siding, etc.?

3. Performing a Professional and Thorough Inspection

Your inspection will include:

• An Interior Assessment. Checking the ceiling and attic for potential damage from a faulty roof.
• An Exterior Assessment. Identifying specific current and potential future problems for the homeowners.

Try to involve the homeowners in the inspection of the property. This lets you share vital information they need to make an educated decision about fixing problems that damage and thus depreciate the home.
Make sure to establish the urgency behind the work to be done. Ensure they realize they need you to fix the problems.
Make sure you have properly assessed the damage during your inspection of the property.

4. Perfecting the Presentation

• Your company story sets you apart from the competition.
• Make sure every presentation you give is complete. Refer to your Project Steps for consistency and effectiveness.
• Make sure you use all the tools that have been provided and that are provided in the future. These tools were designed to help you make the sale!
• Make sure to constantly reaffirm the value you and your services bring to the homeowners and their home.
• Get commitments from homeowners when you explain the Insurance Restoration Process. The homeowners have damage to their property, and have insurance that can pay for the repair of that damage – there should be no reason why the homeowners won’t work with you, and Roofing Giant.

5. Closing the Sale

• Follow the detailed information provided in the Project Steps.
• Make sure you address every one of the homeowner’s concerns and objections which will help overcome their hesitation.
• Make sure you ask for the sale. The number one reason most salespeople fail is that they don’t ask for the sale. Imagine going through all the work to identify and meet with homeowners, spend all the time involved in inspecting a home, and not to ask for the sale. It is natural and expected at this point in the sales cycle to ask the homeowners if they would like your help.

6. Reassuring the Homeowners that the Work is Needed and Should Be Done by Roofing Giant

• Make sure the homeowners understand the Insurance Restoration Process.
• Make sure you always give the homeowners your business card.
• Reassure the homeowners that they have made the right choice by exercising their right to maintain and enhance the property through the use of their homeowners insurance that exists for that very purpose.
• Make sure you ask the homeowners for referrals. This is the key to the Referral Success System.

7. Accurately Measuring and Diagramming

• Make sure you take accurate measurements using iRoofing or other software. Do it manually if needed.
• Make sure you prepare a detailed and legible Scope of Work that is needed at the property. Your notes and diagrams ensure that production will have all the information needed to do the job correctly.
• Take photographs that you can use. Photographs clearly depict all problem areas for future reference throughout the job.
• Use our CRM to record all the information.