Hot Leads From Home Shows? 5 Step Strategy

How do you get more leads from home shows? Well, if you're like most roofing contractors, home shows are, they're okay, they usually don't produce great results and sometimes, unfortunately, they're a total flop. You invest all of this time, all of this energy, all of the money to get the booth, to get the design and all your swag and your stuff you're bringing, and they produce pretty dismal results. And I see a lot of salespeople who really don't want to work home shows, but they're required to, and they just don't feel like a great use of time. Well, let me let you in on a little secret. Home shows, when done right, become wildly profitable lead sources to get hot leads that book appointments and turn into real sales. And the way to do that is to blend these five elements that I'll be teaching you today. These five tips to get more leads from home shows. So the very next home show you have, you can start doing this stuff. It is all cheap, it is all fast, it is all easy, and it will help you make more leads. Hey, thanks for joining me on today's video. My name is Adam Bensman, the roof strategist. And everything that I do here on my channel is designed to help you and your team smash your income goal and give every customer an amazing experience. And I have a freebie for you to help jumpstart that journey. If you haven't already done it, I want you to go to the roofstrategist.com right now or click the link in the description. It'll bring you to this page. And this is my freebie. My pitch like a pro roofing sales training video library. Over 300 videos organized by category for easy binging. And you can get instant access right now@theroofstrategist.com or by using the link in the video or podcast description. Alright, let's get to it. The five different ways for you to get more leads from home shows. By the way, I learned all these in the trenches. I have attended home shows as a guest, I have hosted home shows, I've hosted booths at conferences, and I have worked with companies to maximize sales at their home shows by simply understanding how the customers, potential customers that are roaming the home show, how they think, what they're looking for, what's going to capture their attention and what's going to draw them in. So let's get started. Tip number one, no table. Now, you might be thinking, whoa, Adam, you just said no table. But what are we going to put Our big fancy banner on, on the front. What are we going to put our business cards and our candy and the things people are going to take? You're not going to put it between you and the customer because that's wildly impersonal. It's not how people do business. Come stop by my booth, by the way, and I'll be at roofcon, roofing process. And you'll see that unless they force me, there will never be a table. Why? Because I want to invite you in. I want to have a human to human interaction. I want to connect on a personal level, not some business transaction level between you and this customer. And essentially, literally keeping them in the walkway so they keep walking. Instead you want no table. None whatsoever. Okay, now let me take a step back. I was a little dramatic when I said none whatsoever because I do like a table, but what I do is I push my table off in the corner. Yeah, I know feng shui, it ain't perfect. But what it does do is it gives you a place to retrieve all of the swag, the items, the offers, anything that might be on the table, the business cards or literature, samples, demo products, all that stuff. But it provides a more engaging atmosphere to invite people in. So there you have it. First tip, no table. Create an inviting space. Tip number two, you need to start the conversation. Okay, what do I mean by start the combo? I mean that you need to be out in that walkway initiating the conversation. And guess what works wildly well, just like it does at the door. Yeah, you guessed it. The slap formula. Say hi, break the ice, let them know why you're there, ask an open ended question, wait for their answer and then present that slap formula that works at the door. Will work wildly well to simply start that conversation at home shows. So if you're one of those people and you've seen it, you've walked around the home shows, haven't you? And you've seen those people behind the table doing all the wrong things, right? They got the table here, they're in their chair, they're rocking back and forth and they're looking at their phone and they're scrolling because no one's there and they're killing time and no one broadcast the wrong message and you're never going to make sales. So you're there to sell no table inviting space. Start the conversation. Which brings me to number three. I recommend having a giveaway. Now what kind of stuff can you give away? I've given away TVs. You can put a big TV up there, say free Giveaway, you can give out concert tickets or tickets to a sports game. You can give out restaurant gift certificates, Amazon gift certificates, iPad, iPod. Excuse me, not ipod. I don't know why I said ipod. Is that a thing anymore? I don't even know if they make an ipod anyway, an iPad, a computer, something, some cool new gadget, you know, maybe wireless headphones that are soundproof or the audio reduction, whatever those things are called. Anyway, anything that could be fun and exciting for people. And the main reason is when you have the inviting space, you're out starting the conversation, you got a giveaway. The giveaway is the attention grabber. It's a little bonus, a carrot dangling some bait just to say, hey, come on in, we got some fun stuff for you. Whether you buy from us or not, you can be entered to win this great TV and you bring it there. Alright? So having a giveaway is just a really strong lure for folks and it brings some joy and excitement. And by the way, look at it like a marketing expense. Now doing that giveaway, you can either just do a drawing so people are come in or they're entered into the giveaway, which is the way I did it. If they. And I'll tell you what number five is because that will kind of link in. But let me link back to the giveaway here in just a minute. It is important to get people coming at you. Alright, number four, you need wildly powerful offer, what I'm going to call the show deal. You need a reason for people to take action today because how often do you do this? Hey, you know, leave your info, we'll give you buzz, we'll follow up, we'll get an appointment set and then you got the info and they ghost you. They don't answer the phone or they say, they come up and they say, oh, grab your car, we'll call you if we're interested. But you don't lock deals down, right? You get a lot of like lukewarm traffic. But what we need is that reason for someone to say I want this and I want it right now. So on the show deal you can do things like book an appointment today and we'll bring $50 gift card to local restaurant, local whatever, Amazon, Walmart, gas franchise, you name it, some sort of gift, a $50 gift or gift card. If they book the appointment and you bring it with you to the appointment. The other thing can be some sort of show discount. Hey, if you book your appointment today, if you decide to move forward, we're knocking $1,000 off our install whatever the number is. Okay. The other thing can be some sort of upgrade. Hey, book your appointment today. And if you decide to move forward with us, we're going to upgrade you from this shingle to this shingle at absolutely no charge. But what we do on this show deal is we introduce urgency and scarcity. Urgency meaning a compelling reason to take action right now. And scarcity meaning if they don't take advantage of this offer, it goes away because you're not offering this anywhere else. So having that show deal gets them to. Excuse me, Gets them to take action right now. Which leads me to point number five. And what do you think that one is? It is this. Book the appointment on the spot. Okay. Now, so many people don't do this. They take the card, they're going to play phone tag or shoot a text. You need to convert that lead into the appointment right then for the show deal to lock in and to enter the giveaway. So here's how this all ties up. Hey, if you book your appointment for a free estimate, whether you choose to work with us or not, there's two things I'm going to do. I'm going to lock in the show deal, which means I'll be bringing a $50 gift card with me to our appointment just for the opportunity to sit down and chat. Absolutely no obligation. And you will be entered in to win this tv. Alright. By the way, pro tip. We always let the person win who we felt was the hottest lead to close on the nicest project. That was our winner for the tv. So we'd show up with that TV and the gift card or whatever it is, that homeowner is ecstatic. And again, reciprocity is one of the most powerful centers of influence, meaning if you do something nice for someone, they do something nice for you. So blending this all together, let's do a really quick summary on the five things to help you get more leads at home shows. Number one, create an inviting space with no table, no barrier between you. You don't want to keep folks in the walkway, you want to invite them in. Number two, you are going to start the conversation. You are going to be energetic. You're going to be smiling, happy, enthusiastic. You're going to be using the slap formula to initiate conversations as people walk around. Then you're going to have a giveaway on display in your booth that's going to lure people in out of excitement of an opportunity to win some cool gadget that they wish that they could use or have or get. Then you're going to introduce a show deal, a really compelling, powerful offer that will get people to say, you know what, I do want an estimate, I do want an assessment, I do want an inspection and I want it right now. And then when you have that show deal, you are going to use this clincher to book the appointment on the spot while you're at the home show to lock in the show deal and get them to enter in to the giveaway. And there you have it, the five very simple steps that are cheap, easy and wildly lucrative to help you generate more deals at the very next home show that you run, which I know we're coming into the season. Hey, thanks for joining me on today's video. If you like this video in the format, give it a thumbs up that tells me to do more of them. And one note, which I just remembered I completely space mentioning in the beginning is a thank you to you for suggesting this video. It came in on a YouTube comment saying, Adam, can you do a video on how to get more leads from home shows? And the answer is yeah. And I listen. So please remember this community is here not only to support each other, but I read all the comments, I catch up on as many as I possibly can, and I listen. And you, my friend, are the one that inspires these videos. So thank you again for the inspiration and for allowing me to support you. Now, that's all I have for today's video. And if you want to Continue with me, YouTube thinks you're going to really like this one. And you can get a free copy if you haven't yet, by the way, which right here. Here we go. Get a copy of my pitch. Like a pro roofing sales training video library. I'll pop it right over to your inbox. And I do hope to see you on the next one. We'll see you soon.