Perfect 5-Step FOLLOW UP & Close Strategy For Storm & Retail Roof Sales

Do you have a perfect follow up strategy in place, knowing exactly what to do, when to do it and what type of follow up to do? Well, if not, you are in the right place because in this video I'm going to be teaching you the perfect five step follow up strategy that you can put on, rinse and repeat for every time you run a sale but don't bring home ink on paper when you don't close it. Everything that I'll be teaching you here today applies to both storm or insurance related roofing sales as well as retail roofing sales. So first, big shout out to this guy Brendan. Brendan and I met on my recent road trip down to Texas and we met up in person. He gave me this book, the go giver. Fantastic read, by the way. And then during lunch Brendon says, hey Adam, you should do a video on the perfect follow up. So Brendon, you suggested this video. You named the video. Thank you for making it happen and I hope you enjoy. So kudos to this guy. All right, let's begin. Now, if you didn't close the deal on the spot, it's usually due to one of these three objections. The I'll call you after or whatever it is that homeowner wishes to do. Right. Wait for more estimates, wait to see what the insurance company says or I have to think about it or I have to talk to my husband or wife. Listen, I know that I've touched on some of these objections in other videos and I will be touching on them a little bit today. But for this purpose of this video, it's important to know that we won't always get that deal closed. It's life, it's sales. There's no silver bullet or magic pill. So this is how we will follow up with this five step system because it's critically important that you do not leave the ball in their court and wait for a call. I can't even tell you how many times I've been down this road, by the way, and I've watched other salespeople go down this road. Hey, honey, the sale went great. I talked with them. They're great people. Now, they didn't buy from me yet, but they told me they'd call me in a few days. And you're just checking your phone all the time and you're waiting for it and it doesn't happen. So what we need to do is to take control of the sale. We want the ball in our court. I'll be teaching you how here in just a minute by using this five step follow up strategy. All right, now remember, time is our number one limiting factor in roofing sales, new guys and gals. I know it might be hard to imagine right now, but as you get busy, we go from trying to tackle this mountain of I can't make my first sale to how in the world do I keep up? So when I was selling in my very first year, I could not close a deal to save my life. I had two or three visits with every homeowner. Later on, when I learned to one call close, I looked back and thought to myself, if I had done a one call close on all of those customers, I would have freed up enough time to double or even triple my sales. So by having the perfect follow up strategy in place where you know exactly what to do, what material to use, when to do it and what to say, you put the system on rinse and repeat and it just becomes a process. Didn't close a sale. Here's what I'm going to do so you can nurture those deals and win business. Because the money is truly in the follow up. If you're putting in all that time and effort, why would you want it to go to someone else? You deserve it and I'll be teaching you how in this video. So stick around all the way to the end. I'm going to be teaching you why you should never leave the house without doing this one thing. I'm going to be teaching you what to do for all five follow ups and how to use the approach to close on the spot in case we can kind of get past those objections. But listen, if you are new here, a quick introduction is in order. Welcome. My name is Adam Bensman, the roof strategist and everything I do here on the YouTube channel, the podcasts and in my programs and services are designed to help you smash your income goal. And the same goes for owners with teams. I have an entire suite of material available at an affordable rate for individual sales reps or owners with growing teams. Everything I provide is backed by a 100% threshold 30 day money back guarantee in an affordable investment that you'll make 100% of your money back on the very next sale you make. If you're interested in any of these things, click the link in the video description, but let's get you started for free. If you haven't done it already, head over to theroofstrategist.com right now, enter your name and email and you'll get a free copy of my pitch. Like a pro Roofing sales training video library sent right to your inbox. Alright, let's begin. Are you ready for the perfect follow up strategy? The five steps. So let's get to it. It's important to note that you want to use these in order because if you do this the right way, you might get by by only having to go to step one. So think of these as like fail safe. Step one, two, three, four, five are going to escalate. You might not need all five. And that my friend, is the big idea. So before leaving, this is the pre step of the follow up. I told you I'd mentioned how to overcome those objections before you leave the house. You want to overcome the. I want to wait until or think about it by doing this. This is a little sample of my ARO objection handling formula that I've taught in other videos. Acknowledge, reassure, overcome. I want to use the example of think about it. Hey Mr. Homeowner, I totally understand that you want to think about it. That's acknowledging by repeating it back then I move over to reassure by letting them know they're normal. Listen, I've been in this business for a while and I hear people say they want to think about it a lot. And I don't blame you. It's a big decision and it's important that you feel comfortable with the contractor that you choose. Now I overcome and this is giving that homeowner a different perspective of their own situation. Right? Same hat, different perspective. And yes, I know I need a haircut. So Mr. Homeowner, oftentimes when I hear the words I have to think about it, it's my fault, it's on me. It usually means that I didn't leave you with enough information to feel comfortable and confident making a decision. So whether you work with me or someone else, I'd love to leave you with the right information to help in your decision making process. So if it's okay, might I ask you what it is you'd like to think about? Do you see the difference in how that feels versus what is it? Do you have to think about? Right. Instead of just punching back with that rebuttal, we're making them feel heard and understood. And instead of being accusatory and combative, we are being compassionate in making it about us and our mistakes. This approach puts homeowners at ease and makes them feel like you're not being pushy because you're not. And oftentimes when they tell you what it is that they're going to think about, you can overcome it. Right? On the spot. And if you can't, you'll move into the steps I'm about to show you. Let's get into step one right now. Step one, before you leave, it is critical that you set the follow up appointment. I repeat, before you leave the house, you must set the follow up appointment. This is the single most important piece of the follow up because before I told you, do not leave and leave the ball in their court. You must take control. We do that by setting the follow up. Now our goal is to get in person and back in the house. We want to show back up. Why? Because there's a commitment that they have made to us and that way we don't get stuck in the voicemail loop, we don't get iced via text messages. It will ensure that commitment is upheld by the homeowner and get you back in that house. If they don't set the appointment, then work for a phone call. Example, Mr. Homeowner, I respect the fact that you like to think about it. When's a good time for me to come back so we can address any questions that you and your wife might have? Is next Wednesday good for you? Yeah, it is. And then we proceed through morning, evening, night, and then we select the time and we ink it if there's any resistance on the appointment. And by the way, I do recommend using the assumptive ask meaning when is a good time, not can I come back right when is a good time for me to come back out. We'll review everything together because that way again they have that commitment and you're going to reduce the chance of getting iced or ghosted. If they are resistant to this in person, then we set for a phone call appointment. I will call you at 2:30 next Wednesday. They are expecting it and you are expecting it. All right. This will get you back in the house or at least on the phone so you're not waiting for that mystery callback that may or may not happen. All right, step two, Send the missed sale thank you letter in the mail. This was recommended by William. William. Thank you, by the way, for this suggestion. This is a recent addition to the Marketing Battle Pack. You can use mine, it's included in the Marketing Battle pack. Or you can use your own. But the big idea is that you want to stand out and above from competitors and you know if a homeowner is not willing to sign, they are shopping around with other contractors. So it's your opportunity to shine above, provide a lasting impression and that's why this Ms. Sale. Thank you Letter is so powerful, hand addressed, hand stamped like I teach before in the playlist on using direct mail for cheap quality leads and it will get opened and it will be memorable. So send that again. You can prepare your own or use the one in the marketing battle pack. So step one, set the follow up time. Step two, send the letter in the mail, Send it right away. Let's move on to step three, send the missed sale email series. Now listen, I have put my own together in the battle pack but I want to walk you through what's included and you can access those if you have the battle pack. It's in the folder that says missed sales emails and if you don't, you're welcome to take a look at it. The main point for these emails is you send them three to seven days apart and the idea is to overcome the top objections. So in the battle pack I have missed sales emails specific for storm claims or insurance claims and for retail and both of those are going to overcome the big objections as people shop around for estimates or on insurance claims if they're worried about the deductible or their insurance rates going up. So I really tackle the big questions that are in the customer's mind to educate them and then of course invite them to call me back. So when we layer in these steps, as you will see, we are sending letters in the mail, they're getting emails and all of a sudden we are top of mind and this sale won't slip through the cracks and you're providing value and education that that homeowner will find memorable and very helpful. Now step four, personal text, email and phone follow up. Okay, now what I mean by that, everyone's different. I have customers that just don't answer phones. You text them, they text right back. You know what I'm talking about. Others are great on email, others will never respond to an email. So text, email and phone. I do provide scripts in the battle pack. You can use your own. The big idea is to consider using those open ended questions that require thought. I generally don't say are you still interested? Yes or no. I will get down that road when I'm further along in the follow up. And I just need to know am I wasting my time or not? But generally speaking, I want to be specific to what it is they told me me when I left the house originally and I should make that note right now. Before you leave the home, make a note of why they don't want to move forward right now. When you remember those details, you can bring them up in your text, email and phone. I do include, by the way, placeholders in my scripts for you to plug that in. Example. Hey, Mr. Homeowner, it's Adam Bensman here, the roof strategist. Last time I was out on Tuesday, you mentioned wanting to chat through things with your wife and you're waiting on a few estimates, blah, blah, blah. So we're specific to their needs and it doesn't feel like we're nagging, we're starting or reigniting the conversation that we had. All right, this brings me to step number five. If all else fails, stop by, show back up at that house. You will find closure. We all know that there are sign walkers out there. There's people that back out of their contingency agreement or their contracts. There's people who just fall off the face of the earth. Decide that now is not a good time. Sometimes when you show back up because I'm hoping you're still working in that neighborhood, you'll get conclusive answers. But other times, there's things going on beyond your control where that homeowner might have loved you, but there's life circumstances that got in the way. And for them, getting that roof done might not be as important or time sensitive to them right now as it is to you. So don't be afraid to show back up. Now, I want to link all this together in this summary so you can see how all five steps are are very easy to use and how it all works together. Number one, before you leave the house, try to overcome the objection and close it on the spot using the ARO formula I taught you. That's the best way to eliminate having to follow up. All right, if that doesn't work, Step one, set the follow up appointment before you leave the house. And remember, first, try to get back in the house with the assumptive agreement. Hey, when's a good time for me to come back? Review everything with you and your wife or you and your husband, okay? If they won't go for a phone call. Step two, send the miss Sale thank you letter in the mail. Be memorable. They can touch it, they can feel it. They're like, man, that's a really kind gesture and it will put you up top on your service. Step three, send the miss Sale email series to educate, provide value and overcome those top objections that you know might be going through their mind. Step four, start layering in the text messages, phone calls and emails to invite questions and reignite the conversation. And step five, stop by now if you want to start using any of the templates that I mentioned. They are available in the Marketing Battle pack and as I said earlier in the video, everything is backed with a hundred percent no BS money back guarantee at an affordable rate where you will earn back 100% of your money and make a profit on your very next sale. There's a link in the video and podcast description and if you have questions please email me adamroofstrategist.com that's Adam roofstrategist.com All right. Recommended Resources at the end of this video I will link to this playlist but I do have a playlist all about following up and I dive into some specific strategies to do that in a little deeper depth for these each individual tactics that I just taught you today. Next, the book the Go Giver by Bob Berg and John David Mann. Read it Brandon thank you for recommending it. Turns out many people have read the book I Was Late to the Party. It's fantastic and the reality is in our business this book is more relevant than ever. So do check that out and if you want all my strategies you can get it with the Roofing Sales Success formula for both individual sales reps and for teams. Again, all the details are on this page linked in the video description and podcast questions. Email me adamrootstrategist.com and many people ask the most affordable Path Forward Battle Pack I have the Battle Pack with a sales strategy that has helped numerous first year sales reps become six figure or multi six figure earners. So I hope this helps you on the very next time you don't close that sale. You now know all five steps of exactly what to do so you can get that deal inked. And if you want to go further along on your follow up, jump into this playlist right here and if you didn't do it yet, hop in right here to get a free copy of my pitch Like a Pro Roofing Sales Training Video Library. Thank you for joining me on this video. Thank you again to Brendan and I'll see you on the next one.