2x Your Sales? The ONLY 2 Ways To DOUBLE Your Income in Roofing Sales

I'm going to teach you the two ways for you to double your sales. That's a pretty big promise, isn't it? How can I make a promise? I can help you double your sales? Well, here's how. I helped a company very recently go from $1.2 million per month to $2.5 million per month and growing in just 90 days by following the principles that I'll be teaching you here in this video. So whether you're an owner or manager running your team, needing to dial in your strategy and get your team focused so you can hit that goal of doubling, or maybe you're an individual sales rep and you're selling on your own and you're calling all the shots. I promise you will leave this video with a tactical plan to think clearly about how to double your sales. Because at the end of the day, when you double your sales, there's no doubt that you will smash your income goal and give every customer an amazing experience. And after all, that's what this entire channel is all about. So welcome or welcome back. My name is Adam Bensman, the roof strategist, and I'm really excited to have you here today. Right before we get into it, I do have a freebie for you. If you haven't done it, I want you to go to the roofstrategist.com right now. And if you want the easy way, just click the description and there's a link right there at the top. And get a copy of my pitch like a pro roofing sales training video library sent right to your inbox. If you like these videos, you're going to love having access to all of them organized by category for easy binging. All right, Again, available right now@the roofstrategist.com or clicking the link in the description below. Two ways now to double your sales. And truly only two ways. That's the funny part of the video. It's like, here's the two ways, but it's the only two ways to double sales. So let's get to it. What is the first way that we can double sales? By the way, we're going to start easy because I might frustrate some people, but we got to lay out the groundwork. So let's lay it out. Number one is to sell more roofs. In other words, get more customers. Don't worry. Number two is going to be the more exciting one. But when we think about doubling our business, there's only two ways. And the first one, get more customers. Sell more roofs. This can be done in the easiest ways with a referral program. By the way, there's a gentleman in the pitchfork movement named Vadim. Shout out Vadim. And his goal was to get one referral a day. He ended up closing out a month earlier this year with 23 referrals. Not bad. He fell a little short of his goal. 23 referrals and I think over $300,000 in residential sales for himself as a sales rep. He's also the sales manager, but at any rate, referral. So building in a sound referral system and making sure everybody is asked all the time, I do have to do one shameless plug for my program, the roofing sales success formula. Because I will get you and your team asking for referrals a ton. I'm talking when you assign the new customer baked into every single email on the actually when the job is scheduled on the day of install, when it's done. Building in the right referral program, Building in the right incentive structure. And if you want more on this, I have an entire playlist called Referral Madness. Teaching my incentive structure because a lot of folks do the referral thing in a kind of a backwards way psychologically. So using the right incentive and just getting comfortable asking when it's all lined up the right way, it becomes really easy and really natural. And just like with anything new, we have to develop a sales habit. Or guys like Mitch Deskas who I interviewed on the channel. If you click on the playlist and look at the interview with other sales reps, most all the top earners are integrating referrals and get a majority of their business. I think Mitch got almost 50% of his business. I'm doing the math mentally, you know how I do with math from referrals. And he earned about 300,000 if I remember right, or just shy of 300,000 of personal income as a roofing salesperson. So referrals are an absolute no brainer. Right? Then we have our referral relationships. So that's another way we can do it, right? We can definitely get out and go knock more doors. We can definitely pour money into more leads. But again, these are the bottom ones are cold, those are warm, right? So we can sell more roofs. Alright, now you're probably wondering, Adam, hurry along, let's go. So I'm going to answer option number two is this earn more per customer. This really is the magic bullet in my opinion. And I'm going to tell you why. If we go and we sell more roofs, which is very smart to do, but it means more Work, right. We have to manage more projects, manage more customers, increase our liability. And it's not the easiest way to grow. So what I would recommend that you do is to turn inward and focus on number two, which is earning more per customer. And I'm going to break down very tactical plans for you to do that right now. And then I'm going to share with you what I help do for this company because it might trigger some thoughts for you. So earning more per customer, we can target better neighborhoods. Okay, so what do I mean by better neighborhoods? I want you to think if you're in one neighborhood and let's say the average roof size is 30 square, but the next neighborhood with the same sales opportunity is 35 square roofs on average, that's just 5 square. But 5 square if you're pulling all your work out of one neighborhood, like guys like William and Marshall who I've interviewed on the channel, who have camped out in the neighborhood in Dominator, Bill Sansom, who was using the System and sold 2.2 million in one neighborhood that was 63 out of 73 homes in a single subdivision. So if we use Bill's example, 63 out of 73 homes in a subdivision, if he had ended up in an area that in a neighborhood that had just five more square per roof on average. So five additional squares per roof on average times 63 roofs. Now I can't do math that well, but that tells me that's over 300 square difference. Same exact amount of work, marginal difference. It's working smarter so we can target bigger or better neighborhoods. Now this takes just being really smart about where you're going to put in your efforts. And in fact I was having dinner with a company, I trained Gentleman's, earning about $550,000 a year in roofing. Sal, one of the sales reps, that's not the owner, that's one of the sales reps, he literally refuses leads in the office. He says, I don't want them because his plan, which I'm not gonna share here, his plan is very strategic because the nuts and bolts of it is he's targeting the right neighborhoods, he's targeting the right homes and he doesn't want to get distracted or pulled out of that neighborhood. He wants to stay put. Okay. This can also be done via upgrades or upsells. Alright, upgrades or upsells. By the way, for some reason upgrades and upsells is really controversial. And I have some people that we always include this and we give this away. And by, by the way, I am all for delivering tons of value, believe me. But what I also believe in is that it's okay for you to offer things to people because you don't want to sell out of your own pocket. In fact, we were talking about this in today's Pitch Pro Movement session on our sales support. Q and A. So it was me on Zoom, joined by the Pitch Pro Movement asking questions and a lot of questions got fired at me about financing. So we were talking financing today and some people say I don't do financing because that's not how I choose to buy. You can't sell out of your own pocket. We have to provide to others options for them whether or not we decide to take it. So I want to ask you this. How many times are you going to get. Yes. If you don't ever ask someone to upgrade or for a premium shingle or a Class 4 shingle or to add gutter guards or whatever other products or services that you offer, you're going to get asked zero times. I think it was Wayne Gretzky that said you'll miss 100% of the shots you don't take. So even just asking can go a really long way. All right then we've got premium products. Now what do I mean by premium products? These are premium products or I'm going to put add ons. So some of the companies I serve that are retail driven, they also do siding or windows or gutters. They do variety of different services. So if you can cross sell or upsell or package in siding, windows, a new entry door, insulation, energy saving audits, any of these add ons or premiums like premium roof products, when you can take your average earning knowing you're sitting over the cuff and then drive the average cart value up. So those are the main ways to do it in roofing. But I told you I'd share with you what we did with the last company and that is solar. This, my friend, is something you'll be seeing from me very soon because I've been behind the scenes testing or excuse. First of all developing and then testing and rolling out a new solar sale system specifically for roofing companies to add solar to the roofs they sell because oftentimes people approach solar by trying to run a whole separate division of the company and there's confusion. And again we talked about it on today's Pitch Pro Movement call. There's less of a need. There's no. The language used in today's call was necessity. I'm having a hard time because there's not Necessity, people are interested, there's not as much of a need. Separate solar division is usually a separate solar company, which means separate company, separate marketing, separate leads, separate training, separate sales, separate operations, confusion, who sells what. But when we just look at adding solar to the roofs that we sell for both storm and retail, what we can do is double our business. And that was one of the main vessels that I use to help roll out this new solar plan with. This company went from 1.2 million to 2.5 million in just 90 days by simply adding solar. But instead of trying to do solar in its own right, it was first, how do we just do solar together with roofing? Because if we just ask folks, and there's an art and science to the sale, which is not something I have time for in this video, we'd be here for a while. What we would be seeing is again, an average solar system, 20 to $40,000. This can double or even triple your average, your sale, right? Instead of 20,000, what is $20,000? Roof with a $40,000 system worth 60 grand instead of 20. And we're providing a tremendous amount of value to that homeowner by putting the two together, doing the roof solar combo at the same time, which is the ideal way to do it. But again, just by asking there at the kitchen table, we're adding solar to the roof. So we doubled sales without having to acquire more customers, without having to acquire a whole new lead channel. So I think, how can you apply this to your business whether you're in solar now or not? And if you're interested, you're going to be seeing my new solar program coming out soon. So stay, stay tuned for that and those details. But whether you decide to do solar or not, you now have two really simple ways and literally the only two ways to double your business. If you find another way, by all means, please do drop a comment. Because I know some people are going to say the word commercial, but then what am I going to say that's earning more per customer? It's the same thing I'm getting into commercial. You're earning per customer because the size of your project is bigger. So your choice is sell more roofs and figure out the fastest and easiest way to do that by tapping into your network and getting warm leads, or earning more per customer by selling bigger roofs, selling upgrades and premium products, add ons, cross sells and upsells, and adding solar to your business. If I miss anything, drop a comment now. I hope that you can take this and run with it. And if you want more. Stay tuned for the solar sales training that I will be releasing, including the sales presentation for roofing teams to add solar to every roof. At least to offer it. So long as they qualify, of course. So that's all for this video. If you like to give it a thumbs up. If you have any comments or questions, drop them below. And just because our time here is about to wrap up doesn't mean you're in. My time has to. So if you haven't done it, pop into right here and get a free copy of my pitch like a Pro Roofing sales training video library. Or click here and continue your journey with me on YouTube. I will see you on the next one.