Mastering The Follow Up for Roofing Sales

My name is Adam Bensman, the roof strategist and we're here today to talk about mastering the follow up. Now, I sold a large portion of my sales on the follow up. There are some people, no matter what you do, you won't same day close. There are people that are analysts. They like to research. They want options and that's fine. We want to build trust, credibility and build rapport because people buy from people they know like and trust. And I want to fill all three of those. I want to get to know them, want them to like me. I don't want them to trust me. One way to do that is on follow up. So again, we're never going to get the business if we don't ask for the sale. So once we ask for the sale and say, hey, I got to think about it or I want to talk to this contractor, I have another estimate or something else that they're waiting on and a lot of it is I'm still waiting on that estimate from another contractor, there's a way to make sure we can still ask for the business in the future. And here's how. So let's say we get turned down on a close right there. So Jan, I understand, you got to think about it. Completely understand. So let's do this. When's a good time for me to give you a friendly follow up call in a few days so I don't bug you. And we preface it that way. When's a good time for me to give you a friendly follow up call? And I kind of do a little bit more of a implying in a few days. You know, when's a good time in a few days for me to give you a friendly follow up call. The other thing we're doing is say, hey, it's a friendly follow up call. I'm not there to bug you. I'm not going to call me like hey, are you ready to buy yet? But oftentimes the person that stays top of mind and stays in touch is going to get that business. So if you don't sign them on site, don't worry about it. Hey Jan, when would be a good time for me to give you a buzz in a few days for a friendly follow up call and we write it down and then you follow up at that time. And if you look at my other video we did at the door, I'm getting that objection. Hey, let me think about it. Give me your card, I'll call you back. We want to use that similar dialogue. Do you have any objection If I take your name and number for a friendly follow up call in a few days or hey Jen, when would be a good time to give you a friendly follow up call? In a few days. And when we do that, when we call up at that exact time that they specify, our dialogue goes like this. Hey Jan, it's Adam here with the rootstrategist. Just giving you that friendly follow up call I promised. Wanted to see if you had time to review those other estimates you told me about. Boom. Very precise. Friendly follow up call. No pressure. You'll be amazed at how many times you get back at the kitchen table or get a decision made over the phone. So remember, if you don't close a deal, don't make the mistake that a lot of sales guys do is leave it open, alright? You got this open lead that's wasted. It's a missed opportunity. Capture the opportunity. Get control. We want control of the sale. I want to set that expectation of what's to come. When are you going to hear from me next and what's that going to be like? And now I'm in control, so I'm not sitting back waiting for my phone to ring, which never does. So next time you don't close a sale, remember when's a good time for me to give you a friendly follow up call in a few days. Write it down. Follow up, follow through. You'll get the sale. That's all we got for today's video. We'll see you guys around.