Adam Bensman (the "roof strategist") records a short on-location YouTube video in Loveland, Colorado immediately after a hailstorm. He observes many competing roofing companies canvassing the neighborhood and advises roof/storm-restoration salespeople how to retain control of the sale: when a homeowner says "let me think about it," collect the homeowner's name/phone and schedule a friendly follow-up at a date/time they specify rather than leaving the contact passive. The video demonstrates a brief objection-handling script and emphasizes proactive follow-up to avoid losing prospects amid heavy competition.
Chapters
My name is Adam Bensman, the roof strategist. And we're cruising around right now in the streets of Loveland, Colorado after a hailstorm. And we're seeing sign after sign after sign pop up in this neighborhood. And I know what it's like when a hailstorm first hits. You know, you can sign up the world because you are the only option that's available. You are the service that people have because you're standing on the doorstep. But once more and more companies show up, it becomes harder and harder to make the sale. Only because there's more options. People have a tendency to want to think about it, right? Or take a look at other contractors. Here we go, more signs, more signs. Tons of different companies peppering this neighborhood. And the one thing I want to do is if a homeowner gives me that objection of hey, let me think about it, why don't I take your name and number and I'll call you if we're interested. I don't want that to be an option. What I want is to make sure I've got their information so I can call them and set the appointment. So next time you get a prospect that says, hey, let me think about it, say, hey, not a problem, but, but why don't I take your name and number so I can give you a friendly follow up call in a few days and see where you're at in the process. And after you do that, you follow up at the date and time that they specify in a friendly follow up and you're not pestering them. It's not saying, hey, let me call you so I can make a sale. It's simply wanting to take control to get their information because that phone won't ring. So anytime you're in a position where someone needs to think about it, talk to someone, give you a referral, you want to obtain their information for a friendly follow up call. That's all we got for today's video. Make sure to get that information, stay in control role, take power your sales. We'll see you guys in the next video.
