Perfect Pitch For EVERY Scenario! "Pitching Matrix" For Hail, Wind, Hurricane, & Retail Roof Sales

What if you had access to the easiest perfect pitch for any scenario from hail to wind to hurricane, like they're coming towards the Gulf coast to even retail. So you never feel like a cat got your tongue or choked up on your words or stumbling on what to say? If that's you, watch this video because I'm be giving you my pitching matrix. You can literally grab this easy to follow process that's bolted onto my slap canvassing formula to ace your pitch at the door no matter what the circumstances are. Now, I get this question a lot. People email saying, adam, I watched your video on the slap pitch formula and it's great, but how do I use it for this? Which hurricane has been the big one right now? Specifically from folks working in Lake Charles. We have the hurricane coming up through the Gulf coast as we speak and people get in their head thinking that it's a very specific circumstance, that they need to have an answer, oh, how do I have to pitch for hurricane like this and pitch for this on this scenario? But what about retail? And that's another growing one. What about retail? What about hail? Well, I don't work hail, I work wind. Well, guess what? What if I tell you that they're all the same. Now I'm going to break it down to these fundamentals, what I'm calling the pitching matrix. Alright, here's how it goes. So ultimately what we need to do at the door is start a conversation. Okay, we are not selling anything. I've told people, push back. Adam, you're in sales, of course you're selling something. Yes, you are. But if you are in auto sales, for example, a lot of guys come into roofing sales from car sales. Imagine being a car salesman for a minute. You're working at a Ford dealership. So you have everything from a Ford Fiesta to an F450 Platinum Super Duty. That's a big range of things. If someone walked into the dealership, you don't say, I have the perfect car for you. Let's take a look at the Ford Focus. And they're like, the hell? I'm looking for a Mustang gt. Dude, you can't sell something if you don't know what they want or what they need. That's why we start by having a conversation and do this. We let them take control for a short bit. I'm directing us the information that we need to grab the right pitch from this pitching matrix from hail, wind, hurricane, retail and simply plug it into the slap formula, which I'm going to do a short recap. On right now before I do. My name is Adam the roof strategist. I help salespeople and sales teams just like you reach peak performance. Have fun doing it, but most importantly, to smash your income goals. And to do that, you need the right information to generate leads, overcome objections and pitch like a pro. And you're in the right place. So in this video, I'm going to be teaching you my pitching matrix that you can apply for hail, wind, hurricane, and even retail. You ready? It's all built on the SLAP canvassing formula. Many of you know it at this point, but I'm going to do a quick recap. S say hi and break the ice. L let them know why you are there and make it as familiar as possible to their neighborhood, their street, their subdivision, their community. Okay. Or their hoa. A. This is where it starts getting good. Ask an open ended question, meaning a question that they have to think about and answer, not yes or no. There's a time and a place for closed ended questions. A yes or a no. But in this circumstance needs to be open ended. We need them to think and then give us an answer that we can then p present to their answer because what they tell us will dictate our P or our pitch. Okay? That's how SLAP comes together. Now I want to show you how this works because when you apply these principles, the SLAP canvassing formula, it's going to help you do the following. One, you're going to start more conversations at the door, which means more face to face time with customer, which means more confidence, which means learning to think quickly on your feet, which means more inspections, which means more sales. Okay? So I guess that's a lot more than just one thing. Put it all together. It will do all of that for you. I absolutely promise it. I get emails all the time from people putting the slack formula to work and their entire canvassing game changes. Plus it creates a very warm, comfortable feel with your customers. That's a conversation and they don't feel like you're pushing a Ford Focus on them when they're shopping for a Mustang gt. Let's watch how these scenarios play out. Scenario one is hail and let's say it's an old storm because winter is here. I'm looking out a window. It's snowing mountains. It's winter here. It might be the end of the season by you. Okay. Hey, my name is Adam, the roof strategist. The reason I'm stopping by is I just left Peggy's house and I've been working Here on Lexington Lane, helping a few homeowners who didn't realize that they had suffered damage from last spring's hailstorm. And I simply wanted to stop by after helping Peggy get her roof approved by the insurance and ask you how the process has been for you. Okay, so if we dissect it, I said hi and broke the ice. Hey, my name is Adam, the roof strategist. And if I wanted to, which I didn't, in this role play example, complement the home. Talk about the boat, the car, the landscaping, something that makes people feel warm and fuzzy. I left that part out. L. I let them know why I was there. I'm in the neighborhood because I'm helping people in the neighborhood who didn't realize that they had suffered hail damage from last spring's hailstorm. Then I made it familiar. I talked with Peggy. I'm in this neighborhood. I'm working on Lexington Lane. That's their street. It's very specific to them. Okay. Very specific. Then I asked an open ended question. How has the process been for you? That requires thought. They could answer a whole lot of different scenarios. Scenario 1. What the heck are you talking about? What hailstorm? Boom. Pitching matrix. Now I know all I need to do is say I know exactly where my customer is and what they're thinking. They don't remember the hailstorm. I just need to talk to that. So instead of saying that you're there for an inspection or you're better roofing company, better warranty, all the nonsense can pitch that everybody's doing, you just talk to that one thing. I'm so glad I stopped by. You know, matter of fact, I talked to three neighbors who didn't even realize it. I've been up on a couple roofs. And by the way, if you haven't, don't lie. Please don't. This isn't about fibbing. If you haven't done it, use historical stories or stories that are familiar to you that you've learned on this channel or from the owner of the company or sales manager or other people in the company say, you know what? I totally understand that. We've worked with three neighbors here. Or better yet, we've worked with hundreds of homes in the past that folks didn't realize that they had significant hail damage from what appeared to be a pretty moderate storm. And what we did is we hopped up on the roof, we conducted an inspection, took photos and videos, which I'm happy to do for you, and showed them to them and said, here's what your options are. And then they guided themselves through what next steps might have been best for them. And I'm happy to chat through it, but we really don't have anything to talk about. So we hop up there, take a look and see if you might have had the same thing happen to your roof as Peggy's roof. Okay, so you see how I just lasered in when she says I don't know what hailstring you're talking about. Then the next scenario. We had the adjuster out already. He said there was no damage, we're okay. You know, while I'm here, I'm glad the adjuster was out. I've been seeing a lot of adjusters deny roofs that should have been approved. Now I'm more than happy to hop up, take a look, take photo and video and there'll be one of two outcomes. Number one, you're going to have a second opinion, just like going to the doctor, and you're going to say, great, I'm good to go, I don't need to do anything further. Or number two, we find out maybe they weren't right. And then I'll walk you through what those options look like and I'll let you decide what's best for you and your home. Do you have any objection if I hop up on your roof for a complimentary inspection? That's my one liner. Do you have any objection? I'm looking for that negative agreement. People will often say no, I don't want you up there. But by saying no, I don't have any objection, you've softened it. It's less aggressive and you're playing on the fact that people want to naturally say no when they're actually agreeing to it. Do you have any objection to a hop up on your roof for a complimentary inspection? They say no. No, it's okay. Great. I'll grab my ladder. Give me 10, maybe 15 minutes. I'm going to take some photos, I'm going to take some video, I'm going to do a thorough inspection and when I get down, we'll find a comfortable place to sit and go through these and I will walk you through the options to either validate what the adjusters said or talk next step. Sound good? Good. Great. Excellent. You know what, I'm sorry, I didn't get your. And then you gave their name, you're right there. So you can pre fill out that contingency while you're up on the roof. So you see how this comes together, this pitching matrix on that open ended question and then you can grab from the pitch. Or better yet, maybe they say the adjuster's been out and we already have a check. We're waiting to find a roofer. Excellent. I'd be more than happy to help with that while I'm here and then go into your pitch. So there's how you can ask an open ended question, where are you at in the process? Another open ended question, where are you at in the insurance process? Another open ended question, how has the insurance process been for you? Another open ended question, how has the roof replacement process been for you? These are all very simple. You can write those down and use those at the door. They will apply to darn near everything for hail, wind, fresh storm, old storm, anything at all. Now if you're working a fringe area, don't worry retail people, I'm hitting you next. And hurricane too. So on a storm, a fringe area, we're in the neighborhood. I've been helping a few neighbors who've been denied from the insurance company actually get their roof approved because the denials weren't appropriate out of the gate. I just helped Peggy do the same and I wanted to ask how the insurance process has been for you. You see how it comes together. So the opener is all the say hi, break the ice, let them know why you're there, is the specific scenario to that neighborhood if this is a fringe area and everyone's been denied or it's like 50, 50 on approval, talk about it and then ask how it's been. Okay, so that's how that comes together in the pitching matrix. And you're only going to present to the answer that they give you. It's so simple when you follow it and it will take away all the shakes and rattles and not knowing what to do with the door. Alright, now let's talk retail and also hurricane. I'm going to do retail last hurricane right now. Okay. What I just shared with you will work for hail, wind, fresh or old hurricane. Question comes up all the time. What do I do with a hurricane? Because people's roofs, you know, some of them are in horrendous conditions, some aren't. Well guess what? Homeowners, they're not so thrilled at times to see us because they think that we're preying on their misfortune and we're all guilty of doing a little bit of a hail dance. Now I don't ever, ever want to see anyone's lives turned upside down or losses. I almost last week had to evacuate my house for wildfires. It was a mile and a Half away. We had to drive home from four hours away and pack up our house and read this stuff is emotionally draining. I can't imagine what people are going through in the hurricanes who are displaced, whose homes are lost, who have high deductibles, they have expenses. But most importantly, the emotional trauma. We need, need, need to be sensitive to these things. Okay? So when you're there, don't go aggressive. You're there to start a conversation, be compassionate, be heartfelt, be there of service and nothing changes with the formula. Say hi, break the ice, let them know why you're there. Hey, my name is Adam, the roof strategist. We're been in Lake Charles area helping homeowners. Obviously through all of the tragedy they face. The reason I'm here today is I've been helping homeowners or speaking with. By the way, if you don't even have anyone signed, you can say I'm here speaking with people in the neighborhood. You are, that's what you're doing. Knocking doors. That is factual. Please don't stress the truth. Please don't make yourself try to sound busy or fib these things. It's not wholesome approach to doing things. Okay? So just be honest. You can say, hey, I'm talking to folks in the name their subdivision, their town. The more specific the better. On their street name, in their neighborhood, in their subdivision, in their town, in their hoa. Okay, so I'm helping people in the Crestwood subdivision get their homes put back together. I just talked with a couple of your neighbors up there and the reason I'm stopping by is simply to ask how the process has been for you. Okay, that's the open ended question. Or better yet, how has the insurance process been for you? Better question, how's the process of getting your house put back together been for you? Be sincere. All of these questions, you'll notice pretty damn near identical to every other scenario. And they're going to tell you the adjuster isn't out yet. They're going to tell you the adjuster told me he can't get out until next Wednesday. Or we already had the adjuster out, we're waiting for estimates. Or we already have the paperwork, we're waiting for a contractor. Any of those scenarios now you know. Okay, pitching matrix. So they have the adjuster out. So all I need to find out is do they have a contractor and is someone, excuse me, the adjuster is coming out, is someone going to meet them? Boom, there's my end right there. You know, I understand the adjuster's coming out. Do you have a contractor who's going to be present to help you get this thing assessed properly and put back together as quick as possible? You know, not yet, you know, while I'm here. And then you can go into your spiel. So these things work for hurricane, wind, hail. You see how it's all virtually the same. Come from your heart. You're there to help. And remember, in order to prescribe a drug, a doctor needs a diagnosis. I got this from the book how to Sell Like Crazy by Sabri Subhi. And he says, sell like a doctor. I love it. It was said so well. So remember, ask the open ended question. The doctor says, what ails you? Where does it hurt? I walked into the er. You see this finger? You guys have probably noticed this from other videos. This is how my finger is straight. I walk into the ER one day, okay, I got blood pouring out my face, blood on my arm, blood on my leg. And my finger is going in three different directions and I'm holding it like this and I'm all bloody and they go, where does it hurt? Now in my mind I'm thinking, this is pretty damn obvious. I got a finger pointing in four directions, I got blood pouring from my face. Where do you think it hurts? But it's their job to help figure it out. Figure out their action plan or diagnosis based on what I share. And as a salesperson, you have to do the same thing. Ask a question to invite them to tell you where they're at. So you can grab from the pitching matrix and say, I'm using slap, say hi, break the ice, say hi, compliment. Okay, cool, got it. Let them know why you're there, I'm in your neighborhood doing this. And then a ask an open ended question. How's it been for you? Boom. They answer P. Present to their answer. You see how simple this is? Sell like a doctor, diagnose. Okay, cool. Now I know what to speak with. Otherwise you're trying to sell a Ford Focus to someone who wants a Mustang gt. You and I both know they're going to put their nose up to that. Alright now not that there's anything wrong with the focus. I used to drive one way back in the day. So that pitching formula works to kind of set up your pitching matrix based on how they answer for any scenario. Now let's talk retail real quick before we wrap it up. Retail is no different. You need to start the dialogue. And the only thing that changes the A, the asking the open ended question. You still say, hey, My name is Adam Urchraders. Introduce yourself. I'm in the neighborhood today helping some folks on Lexington Lane. All the homes seem to have been built about the same time in the 1980s and they're all due for new roofs. Getting at that age where roofs start to fail and I simply want to stop by after talking with your neighbor Peggy to ask you when the last time you had your roof inspected and routine maintenance conducted? So when was the last time you had your roof inspected and routine maintenance conducted? You know what most people are gonna say what in the world? Or they're gonna just be caught in their heels. I don't remember when the last time I was up there. You're like great, you know, I understand it looks like you got a three tab roof up there. They're rated for about 25 years. I find them failing starting about 15 years to 20 years. And oftentimes it's not the shingles, it's actually things like the pipe boots or any protrusions or flashing or caulks starting to separate. Give any objection if I hop up, provide a complimentary inspection, take some photo video and let you know what I find. And then they're going to say, you know what? No, that's totally fine. Boom. Then you hop up there. Or no, I don't have any objection. And then you hop up and you do your thing. Right? So again that open end question. When was the last time you had your roof inspected and routine maintenance conducted? The whole idea is to ask them a question that they have a hard time answering because they're going to think and chances are they haven't done it. Alright? So you see, the slat formula opens up the pitching matrix for you to plug and play the right pitch for any scenario anytime. Got it? So now the problem is how to set more appointments and how to close those deals. And to help you do that, I have links to resources for you in the video description. If you're on mobile, that little tiny black triangle. Click that. You can check out my roofing sales marketing battle pack and my program called you'd complete sales strategy. Alright, next. Just because this video is done doesn't mean our time should be done together. So for more information on how you can start drumming up your own business, click this playlist. And I'm going to teach you some really cool strategies to use direct mail to drum up leads. So click here for that playlist. And if you want to continue your journey with me, click here to download your free copy of my pitch like a pro roofing sales training video library. It'll come right to your inbox. You watch every video I've ever done, organized by category. Click here for that pitch like a pro. Click here for a playlist on how to drop up leads for yourself using direct mail. We'll see you in the next one.