EASY Commission Bump? Sell Upgrades! When to Ask, How to Ask, and Why [Retail & Storm Roof Sales]

Selling upgrades. When and why should you be doing this? When to ask? Well, guess what? In this video I'm going to be telling you the secrets I've learned about selling upgrades when to do them. Because at the end of the day, if you think about it, your commission is either off the top line revenue of that contract or the profit of the contract. Which means if you provide a path for people to say yes and sell more things. If you did that even on 10% of your jobs and it was only a few hundred bucks or even 50 bucks, 100 bucks, this essentially turns into free money. These are profit maximizers. And at the end of the year you have a limited number of people you can serve. So if you look at how many people you have the ability to serve and even this much says yes and you increase the average ticket value or the average contract price, your commissions go even higher. As a company, same thing. Owners, managers, higher. I believe that everyone in the company should be doing this. That's just my opinion. And reps, you guys and gals have the opportunity to earn even more per customer in doing so. In a way to give people more of what they want. So in this video, let's jump in and start covering. When to ask as you sell upgrades and why to do it First I want to say welcome or welcome back. My name is Adam Bensman, the roof Strategist. Everything I do here, designed to help you and your team. Do what? Smash your income goal and give every customer an amazing experience. And I'm super glad to have you here. If you haven't yet done it, I have a freebie for you. It's my pitch like a pro Roofing sales training video library 100% free. You can head on over to the roofstrategist.com right now or click the link in the video description to get your free copy. And if you like this video or any others on the channel, you'll love what's inside because I've organized them all by category for a very easy binging on the topics that you're interested in. Available now for free at the Roof Strategist or using the link in the description. Next, let's move into the video selling upgrades. When and why? First, let's talk when. All right. A lot of people have made this mistake, especially newer salespeople where you bundle it in on the front end. And the answer is no, don't do that. We always want to look at upgrades as what I'll call add ons. Now why do we do this? It is Much easier for people to say yes to a lower price threshold, whether that's just the deductible on a storm claim or on a retail amount. I know that hopefully you're more expensive than many of your competitors and what you don't want to do is increase that price difference too early. So here is the this is why I want to call them add ons. If you've read Robert Cialdini's book on influence, consistency is one of the six influential factors. So people who say yes are more likely to say yes even more. Which is why in sales we are trained get people saying yes. Get people. You know, again, by the way, in that book by Robert Cialdini, influence talked about being in a mall and people putting a sample in someone's hand. So this is reciprocity as well. But if they're consistently engaged, they're more likely to continue saying yes. So, hey, can you do a favor for me? Yeah, sure thing. Can you do another favor for me? So there's all these examples that if someone does something for you or someone agrees to something, they're more likely to maintain consistency in their behavior. So consistency is one thing and number two is lowering that price threshold. So when we're going to say after the sale and I'm just going to say after yes because I ran out of space. So after they said yes. So I want to give you an example, Mr. Mrs. Homeowner. I'm so excited to do your roof. It's going to be 15,000 bucks, right? So we get the yes to the 15,000. And the reason that we don't want to go right into, you know, bundling that upgrade up front is then they see a larger price. So now they've said yes to the 15, we can isolate the add ons and then after we get the yes, hey, I'm really excited to do your roof. You know, there's one more thing that we can add for you if you wish. And, and that is. And then we can go through. I'm going to just put this offer one, offer two or offer three. And the reason I'm giving you these three offers is to ask when, which is afterwards is because you can have a structured add on option for every single customer and everyone. By the way, I've touched on this in other videos and I got a lot of like a lot of comments of folks that didn't agree with me, which by the way, like you don't have to agree with me on everything. Some people do free shingle upgrades, some people do free this, free that, and if that's what you do, or if it's practice, you know, by all means, if it ain't broke, don't fix it. But my opinion is to offer homeowners more value. Just because you wouldn't say yes doesn't mean they wouldn't. You can't sell out of your own pocket. Everyone has different values. So I want to give you a few examples. One is a shingle upgrade. This could be, excuse the shorthand here, but a shingle upgrade. This could be premium colors, it could be class four shingle, it could be premium products, could be metal or tile or whatever it is, all right, synthetic tiles, it could be stone coated steel, whatever. If I already mentioned class four, if I didn't, class four shingles. So number one, shingle upgrades, again, premium colors, even. Number two, ventilation. Okay? Some people standard cut in ridge vent, others don't, but it could be ventilation. Number three is warranty. Okay? Extended warranties through your manufacturer. There's three simple things that you can add and maybe you have more. And by the way, if I miss one, these are like the three biggies, but drop a comment and share. Maybe it's solar that you have is an upgrade. Whatever the case is, you'd be silly in my opinion. I hope I don't offend anyone, but you'd be silly not to just offer. Because what's the worst? They say no, which means are you any worse off? The answer is no. If they say yes, what happens? They get something they want, they feel appreciated, they have the value, they have the opportunity. Because you can't go back in time and change it. The last thing you'd want is, hey, my neighbor's roof looks great. Why didn't my roofing salesperson offer that upgraded color or the cool shingle? We don't want that to happen. So why do we do it? Number one is to service the homeowner. Number two is to increase the value from that customer. Alright, so we already covered that. The why, in my opinion, is really obvious. We don't want anyone to regret the fact that we didn't offer it to them. So these three plans right there, offer one, offer two, offer three, in my opinion, should be laid out. This price structure can be organized by the company or if you're a rep and you have some flexibility, you can do your own. But if it were me and it were my business, I'm talking to you owners and managers after someone says yes, having an upsell sheet and I just want you to take A step back, because my car sales people, my guys and gals who make car sales, you're like, oh yeah, that's what the F and I guy does. So remember the last time you were at a car dealership, you said yes, if you bought a vehicle and whether it was new or used doesn't matter. And you're sitting down with the F and I guy, the finance person. It doesn't matter if you're financing it or paying cash. Makes no difference at that time. When you're doing the paperwork, this is where you can say, hey, you can protect your pain investment for just this amount. Hey, you can protect your wheels for just this amount. Hey, you can protect your windshield needs electronics. Hey, there's an upgraded warranty. And the reason they do that is many people want those items. I've purchased extended warranties. I've said yes to these things. And the funny thing is I probably wouldn't if I saw it out of the price up front because I'd be saying yes to a bigger investment. But with that consistency with, we can say yes to the lower value and then add it on for just X amount. And with that package, just like they do in car sales, you have a menu to choose from. So again, why you have nothing to lose and everything to gain if they say no, great, you're done. They were offered, they had the right to say no. They're happy, you know they're happy and you are earning what you're going to earn. And if they say yes, the homeowner's happy, they feel value and you earned more commission or as a company, you're increasing your profit margin. So your key takeaway is when do you ask? After you get the yes, what do you offer? Three things and a menu item, whichever you choose. And you can drop a comment below. And why do you do it? To provide value to the homeowner and because you have literally nothing to lose and everything to gain. This was a short punchy video and I hope it helps you, whether you're selling soar roofs or retail roofs, to have a menu of upgrades that you can simply offer to your homeowners. Now how to sell those offers can be rolled into a way other video. So if you want that do drop a comment, I'd be happy to do it. But I've had some people ask for it in the past. I've touched on this and quite frankly it wasn't as popular as I thought. So if you do want to see more on upgrades and upsells or add ons click the thumbs up that tells me I should do it and then drop a comment with any specifics or questions that you want me to answer in an upcoming video. That's all for this one. Thank you for being here. And if you want more, download a free copy of this pitch. Like a pro Roofing Sales training video library, I I have a little section, a growing section on retail thanks to your suggestions. So you'll see that here. And you're welcome to continue with me checking out this video. We'll see you on the next one.