My 3 Most Powerful Pitching Formulas For Selling Roofs

Selling roofs is not just having a conversation or trying to get people to like you. There's an art to a sales conversation. And that's why I put together this compilation video for you, to teach you the three most powerful formulas that I've created over the last almost 15 years to help you ace your pitch at the door, overcome objections and close more sales. Watch this video all the way through, take notes and start using what you learned to have better sales conversations and and earn more customers. Enjoy roofing.

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I'm going to be teaching you the SLAP formula.

All right.

This is an easy acronym. Four letters, four simple ways to ace your pitch. The door. This is a four step process to ace your pitch every single time. I'm going to leave this up. We're going to go letter for letter. First is the S. Okay.

What does S stand for?

Say hi and break the ice. Okay. This is the easiest one, the most obvious when you introduce yourself.

Hey, my name's Adam.

Okay, so just an introduction. You can break the ice.

When I was working in an area.

That had a lot of lakes, if someone had a boat, I'd ask where they went boating because I went boating a lot and it was just a great way to break the ice. Here's the L. Let them know why you're there and most importantly, if you is, make it familiar. Now what do I mean by that?

Hey, my name's Adam.

I'm here because I'm in the neighborhood. I'm just leaving Peggy's house and I just helped her overturn her denied storm damage claim into fully paid. Okay. So I'm letting them know why I'm there. I'm in the neighborhood. I just left Peggy's house. They just got it approved. So making it familiar to the street name, the subdivision, the city, the more specific the better. This is where it starts getting juicy. A. Okay. Which is ask an open ended question. The main reason is this. You want your customer to have to think, have you had your roof looked at yet? Okay. What do we say in sales? Get people to yes. So why are we going to ask a question with a no, no, I haven't okay. Or no, I'm not interested? Easy answer or yes, I already did. We're taken care of. We don't want either of those. We want to force them to think so we can start a conversation. So we ask an open ended question. Hey, I wanted to Stop by and ask, how has the insurance process been for you? Open ended. They have to answer and think about it. Hey, where are you in the insurance process? You see this? It will force a conversation. It will make them reply. Which brings us to the P. P is easy present to their answer. Here you see how simple this is? Specific answer. We only need to deliver the information that is relevant to where they're at. Answering what someone needs with specific answers is the fastest path to yes. The fastest path to yes is by asking an open ended question, hearing what they respond and delivering your pitch to.

Exactly where they're at.

Hey Adam, I'm glad you're here. Our insurance came out. They actually said that we don't have any damage. Boom, pitch, plug and play. Guess what? I can help. I've helped people overcome this where they've.

Been denied by the insurance company and think that they don't have damage.

Well, guess what? They do and we can call for reinspection. Bingo. There's your presenting to their answer. So again, this stupid simple formula, the slap method becomes the backbone for every single type of pitch that you do at the door. So do you see that on the fly? You show up, you just think slapping your head, say hi, let them know why you're there. Ask an open ended question, present only to their answer. Stupid simple approach for highly, highly effective.

Canvassing these three simple steps. In the end all objection handling formulas that you're about to learn. You can start using the minute this video ends to confidently overcome any single objection that you will ever face. Imagine this scenario. You're sitting with a customer. Whether you're selling storm or retail. Customer says this, your price is too high. Which brings me to the first step of this formula of the three step end all objection handling formula. And it is a. What's that stand for? Ag Knowledge. Acknowledge. What does that mean? It means to simply restate to the customer what they just told you. They say, hey, your price is too high. Say, hey, I totally understand that. If you look at the bottom number on my estimate versus this estimate, the dollar amount is higher. There's no doubt about that. So I have acknowledged how they feel, what their perspective is. All right, now what do we do next? R. What does R stand for? Reassure. All right, so in roofing sales, if the homeowner says, hey, I am, you know, the price is too high, I acknowledge. I say yes. Looking at this item versus this item it is. And then I reassure Mr. Homeowner, I'm guessing you're looking for value, right? Like you don't want to overpay for your roof. Everything that you've explained to me is totally normal and I see it all the time. Now may I present an answer for you in a perspective that you might not have heard before? And then I'm teeing up for the next one. You see how I acknowledge and then I reassure you're totally normal by acknowledging and then reassuring all of a sudden and we haven't even come to the overcoming part, which is the last step o for overcome. We're basically gaining permission to give them an alternative perspective. This is where we explain our point of view and we explain what why it is that they need to be on our side. Example, Mr. Homeowner, you see this price and this price, they're nowhere near. I'm a couple thousand dollars more. You can do the math, right? And I'm guessing you're like, well, why is that? Honest question. It's probably what they're thinking. So. Well, here's the deal. See this estimate just says remove and replace 30 square roof with a dollar amount. Did this contractor explain how the valleys would be installed? Did they explain if they're using ice and water shield? Did they, they explain how many rows of ice and water and the homeowner is going to go what? And you're going to say no. And that's the problem. So the reason that contractors do this is it's a race to the bottom because then there's no accountability. You have not the slightest clue what it is they will actually be doing on your roof. But they can do this because as a regular person, from the ground, shingles came off, shingles are back, your roof's up there. So you see how I've looped this together. Acknowledge. I hear what you're saying. Reassure. You're totally normal. Overcome. Here's why you might want to look at this differently. Okay, Pretty simple. So you now have the three simple steps for the end all.

Objection.

Handling formula. It is up to you to go do the work and see the results. You're selling roofs, you have an appointment. What would you do? What would be different if you had a step by step formula for both storm and retail so you know exactly what to do, what to say, when to do it, from start to finish. I'm talking the minute you say your first hello to a customer, all the way to leaving with that signed deal and them excited to give you that five star review. How would that go? So let's jump right in. I'm going to use purple. We're going to go through these one by one. C of car park closing strategy. My formula C stands for connect. Okay? People do business with who people, not businesses. They do business with people. People who they know, people who they like, people who they trust. The buying decisions already made, you're either going to reinforce it or you're going to destro it. So when we connect with our customer we compliment them, we spend some time to build rapport. We treat them like a human and like a friend. What happens next? We assess a where they are at. I'm going to go through this high level. I've done multiple videos on these for storm. Where are they in the claims process? No claim, partial payment, denial or paid in full. Each one of these scenarios has about to minus the paid in full. So there's really seven kind of different mindsets that the customer is in. So these are the different mindsets that we must appeal our presentation to. Another reason that word for word scripts, they're good teaching tool but they are not application. And the difference here, what you're learning on this channel and my products they are actual usable strategies in the field. So again we're going to ask after we connect and build rapport. Hey, so simple. Where are you at in the process? What made you want to call us? Why are you looking for a new roof? Whatever the case may be, we're going to assess where they're at. Now it's time for us to jump up on the roof before I write the R we do our inspection at the assessment phase. You may have already done this by the way. It was a self generated lead at the door so let's pretend it's a lead. If you've already done it that's okay. But you're not going to move on to the next section for R which stands for report until after you have done your inspection. This is when we show our findings but before we do we frame what we are about to say. So we explain what is storm damage, why is it covered. We explain in retail what the issue is, what issues they're concerned about, how this can help them. We frame everything before showing them the pictures to create the context and to put their glasses on for them on how they how we want them to see this information in here and only here do we show our findings afterwards and explain again with framing why insurance is going to cover this damage. We want to get that out of the way first but before explaining the damage. Here's the damage, here's why it's covered. Then let's go into showing you what your roof looks like so they can be the judge. All right, so I'm going to give them the right lens, then show them the photo. Then I am going to ask if they want to see how I can help. All right, now one thing which I'm going to rewind for a minute on the report. It's important to get invited to the kitchen table before you do this. You simply ask when you get off the ladder before you go to this report, hey, where's a good spot for us to sit down and review this stuff so we're out of the sun. It puts the customer at ease. You walk side by side, they invite you to the house or the kitchen table. The power dynamic changes. It is a subtle but incredibly powerful shift and it's essentially a way to get invited into the kitchen table without them even realizing that you essentially asked. It's incredibly powerful. Now, oops. We are on to the picture of presentation. P P stands for present or pitch. Okay, People call it pitch. Present either way, same concept. It is in here that we follow my seven part formula of nailing the right presentation and we grab the area of our assessment and we plug it in to customize. So the first two are always the same. The first three actually. Then number four is where we customize everything and then the rest is the same. So we know for Stormer retail it's virtually the same presentation, believe it or not, for the bones of it. Then we custom tailor the assessment by plugging it in and customizing the presentation to the customer's needs. And again there's those seven different scenarios. We must customize this presentation. Now comes to asking for the business. We knock out any future objections, we find out what's most important to them and, and then we use a powerful close saying, hey, this is most important to you. If I can satisfy that, would you be willing to work with me? So then we get the autograph. I don't say signature. We get the autograph and we move forward. Now that brings us to R which is referrals. And this is something that we must do right away. People know we should ask referrals. There's three ways. Getting the neighbors names, introducing the referral program and some in the insurance agent side of things. So we ask for referrals and, and then K is kick starting a five star worthy relationship. This is where you get reviews. You express your commitment to provide that service. You must plant the seed now so they're willing to later. Okay.