PITCH at the Door NOT Working? The Fastest Way to Perfect Your Door to Door Roofing Sales Pitch

What do you do when the pitch that you're using isn't working? I've been getting this question a lot. Things like, hey, the pitch I'm using isn't working. Or my company is making me use this pitch and it's not working. Or worse yet, like a gentleman I talked to the other day who came from pest control, he says, hey, the pitch was working great and then all of a sudden it stopped working. So what do you do when this happens? Because all of a sudden you get in your head and begin questioning things, hey, did I make a mistake? Join the industry. What are other sales reps doing that is working, but it's not working for me? And will any pitch actually work or is this thing hopeless? Speaking of hopeless, I've been here, you know, all of a sudden we sink to hopelessness, feel crippled, and is what we're feeling like every single day, hey, my pitch isn't working. I need it to work. Well, guess what, Stick around all the way to the end of this video because I'm going to be teaching you the first thing you need to do to boost your mindset. Because how you're going to succeed starts right here. Then the fastest way to battle test your new pitch, starting on the very next door, you knock. And then how to get customers to like you within seconds. Because ultimately they are buying who you. Doesn't matter what says here or here, they are buying you. All right, so if you're new here, before we jump in, I want to welcome you. My name is Adam Bensman, the roof strategist. And everything I do here on the podcast and YouTube channels and my products and services and one on one work are designed to help you smash your income goal in roofing sales. Because we all fall into this industry for the same reason. We're looking to make a better lives for ourselves. And none of us really intended it. It was some sort of happenstance, like a golden opportunity that dropped at the right time when we needed it most. And this industry changed my life. And everything I do here is designed to help you do the same for you. Open up new opportunities, have fun, earn a healthy living, and grow personally. So. So if you haven't already done yet, go over here to www.theroofstrategist.com and you can download a free copy of my pitch. Like a pro roofing sales training video library. It's an easy way to navigate all the videos that I put up by category and we update it every other week. So go here right now to theroofstrategist.com and download a free copy of my pitch like a pro roofing sales training video library. Now let's get right back to today's video on fixing your pitch when it doesn't work. So, number one, first thing you need to do is to boost your mindset. And here's how to do that. You need to rewire your mind. There is a pitch that will work and you will find it. So this is your mantra. There is a pitch that will work and you will find it. All right, we have to have this matter of fact approach. I'll tell you the first thing that I know after running teams and trust training people is when this doubt creeps in and you don't believe that there is a pitch and you don't believe that you will find it and you don't believe that it'll work, it purely won't because you have paved your path to failure. Starting right now. You need to wire your mind to an optimistic approach because the truth is there is a pitch. People are using it. You will find it and it will work for you. All right, now that we got our mind in the right direction, let's jump into some tactical sides. Here's the fastest way to battle test your new pitch and yes, battle test, alright, Meaning you're going to get out there in the field, test this thing and make it work. There's two steps I'll be teaching you. Number one is this. Use the slap formula as your new pitching formula. Alright? For many of you who are watching, listening and joining in, this is the backbone of your success. People like Bobby who reached in, reached out and said, Adam, you know, I used to walk up to a door and I wouldn't know what to say and I get nervous and I started using the slap formula and I now know exactly what to say every time. I'm comfortable, I'm confident, I'm starting conversations and I'm getting on roofs and other people that said, Adam, I have knocked eight doors and gotten six inspections. These numbers will work for you. All right. When you apply the slab formula. So a quick refresher and I'm not going to do a deep dive into this for this video because I've gone through the slab formula in other videos in great detail. Say hi and break the ice. Hey, my name's Adam, by the way. Beautiful rose garden, beautiful boat in the driveway. Right? Complimenting them, breaking the ice, recognizing something on the property, them know why you're there and make it familiar and relevant. So what do I mean by Familiar to their neighborhood, to their street. Right. Relevant meaning I have a reason to be here. Someone told me they use the word intentional. It's intentional visit. So hey, the reason I'm stopping by today is I just have been speaking with some neighbors here on Lexington Lane, including Peggy and George. And then you can mention what might have happened. I helped them get their roof approved, find damage, file a claim. We're doing the roof next week. It doesn't matter. But you let them know why you're there, make it as familiar as possible. And if you're brand new in the neighborhood, it's easy. Hey, I've been speaking with some folks on Lexington Lane about their roofs, blah, blah, blah. Then you go into it. All right, A ask an open ended question. This, my friends, is where things get sticky for some. Can I offer you an inspection? They're asking a closed ended. Closed ended. Yes or no? We want an open ended question which requires thought. This is a way to start a conversation. All right, Once we are in conversation, we present to their answer. And again, a few open ended questions go like this because I get this question a lot. How has the insurance process been for you? Where are you in the insurance process? What did your insurance company say when they came out? Or for retail, when was the last time you had your roof inspected and routine maintenance conducted? So by using the slap formula, you will then start that conversation and present. Because one of the big things that I see from people sending me their company picture, rehearsing it over the phone is it is way too long. You must pump the brakes. You don't want to work vomit out. Hey, am I in? My name's here and I'm with this company. We've been in business for 15 years and I'm here talking to your neighbors. We've done 10 roofs over there and what I'm going to do is offer you a free inspection. If I find damage, then we're going to have you fill out this paperwork. Don't worry, it just means that we're going to take care of this. We'll help you file the claim, then we're going to do the roof for what the insurance says. It's like, whoa, whoa, whoa, whoa, whoa, whoa, pump the brakes. Your goal is to show up, start a conversation through this open ended question to find out how you can help or where they're at and then present specifically to what they're going through. This becomes the new backbone for step two, which is adapting and testing in the field. So you need to do this on the very next door you knock. Everything I put out here on the podcast in the YouTube channel is to help you get success fast. Each video has actionable items that you can implement right away. So take that SLAP formula and put it to use in the field, alright? Test it for yourself. As with learning anything new, expect a couple bobbles, alright? It might not be perfect out of the gate, but that's why we're doing this. We're battle testing it in the real world. On the very next door you knock. Then your job is to observe what worked and what didn't. Was it how the customer responded? Maybe they spat out an objection that you weren't familiar with? Was it that you stuttered and you were like, oh, sla, what do I do next? So observe and just ask what worked and what didn't and then adjust one thing at a time. The whole goal is for this to feel natural, to flow like butter, so you don't have to try hard. It just happens because you're there to start a conversation. And that SLAP formula is the breakdown of a pitch that starts a conversation, keeps their attention, and allows you to then pitch in more detail for the inspection, to get invited to the house, and so on and so forth. All right? Adjust one thing at a time, one thing at a time. One thing. All right, so when I say one thing at a time, when you observe and you're like, okay, I could do a little bit better on my icebreaker. Try that first. Don't try to make 15 changes. Imagine this. Imagine you're at the gym. We got a lot of folks who are into powerlifting or strength training that are fans of the channel. And if you were with me and I was giving you, let's say, some feedback on your squat form, and I'm like, alright, shoulders back, tighten your abs. All right. Knees need to track over your toes. Okay. Don't make sure you don't do a butt wink. All right, Abs tight. All right? Straight down, you're. All of a sudden you're like, what I am in my head, how do I keep track of this? And my shoulders and my hips and my knees all, all at once, one thing at a time. You're knocking so many doors a day, you do one little thing. By the end of the day, you could be a frigging ace at this stuff. All right? And then you want to repeat. Use the slap. Test it. Observe what worked, what didn't. What one thing can I adjust? Try again. And in time, in a day. I'm not kidding. In a Day you can battle, test, and prove a path forward for yourself. Which brings us to this one. How to get customers to like you within seconds. This is the third part of the piece of getting your pitch to work at the door. All right, how do you get customers to like you? This is my favorite one. You ready? Be you. Remember, people are buying or choosing to work with you. Not because the company, not because any other reason than how you make them feel. Alright? This is the one and only reason that people sign with you. Newsflash. It's also the only reason that people don't sign with you. It all boils down to how you make them feel. I know that on the retail front, there's other factors, but what it all boils down to, as you've heard me say before, is emotion, logic, and fear. In this order. How you make people feel is the emotional side. So it's very important that you be you, be real, have fun, be playful. Alright, so what do I mean by that? I've got some guys that are like, Adam, the slap formula was great. And then I did this and they like put their own flare on it and think of it like being a chef. There's a lot of people in this industry, especially right now, from the restaurant world who are coming over to roofing, and we all know that. I could give you a recipe and say, here's the best way to make whatever it is. A beautiful filet mignon with some mashed potatoes, right? A classic dish. Well, guess what? If I give that recipe out to 17 different chefs, I'm going to have steaks cooked in different ways, seasoned in different ways, mashed potatoes made in different ways and then presented on the plate differently. Some slice, some not. So remember that all the fundamentals, just like your cuisine or amazing chef, they're going to interpret the formula, right? A filet mignon and potatoes. Mashed potatoes are going to have roughly the same ingredients, but you can polish it up into your own beautiful presentation to meet the palate and the desires of the person consuming your dish. And your pitch is no different. So take this slap formula. Be real. Be you, have fun with it. Inject some humor, all right? Be playful. And when you're able to do this at the door, it doesn't matter. There's no magic one word thing. Of course, there are beautiful tricks like I teach. Do you have any objection if I hop up on your roof for a complimentary inspection? Right. Using the negative agreement, do you have any objection? They want to say no, which means yes. So there are little tricks that work. But ultimately, at the end of the day, you take this formula and you must adapt it to you. Just like any chef, creating a simple dish of a filet mignon and mashed potatoes can come out in a variety of different ways and all taste great. And that is your mission. To battle. Test this in the field. And remember, if it ain't broke, don't fix it. There's always room for us to improve and sharpen our sales ax. Alright? And there's a gentleman po, a sales rep who I spoke with who gave me that saying. So I want to give him full credit for that. Sharpen your sales ax. I like it. Alright, so let's do a quick summary. Mindset shift Number one, there is a pitch that will work and you will find it. You must have this outlook. Otherwise anything that I say or even give to you or teach you will go in one ear and out the other. You must embrace this mindset. Number two, use SLAP as your new pitching formula. All right, when you use slap, this is like the framework of the ingredients to make any dish. And you can put in your own flair, your own seasoning, your own presentation in slice and dice how you want, then test and adapt starting right now. All right? Use this on the very next door you knock. Observe what worked, what didn't adapt the one thing at a time until it becomes natural. And last but not least, be you. People are buying from you based on how you make them feel. It is that simple. Build people up, make them feel good, make them feel comfortable, make them feel confident. Make them like you by being you and your own authentic self by using these proven frameworks. Hey, thank you for joining me. And remember that everything you're seeing here can be in your inbox. And all you need to do to get it is to click the link in the video or podcast description for the far snapshot. It's the top link in there. Or if you sign up to get a free copy of my pitch like a pro roofing sales training video library, you'll get this including the recommended resources with links to different products, programs, videos and recommended readings to help you put this stuff to use and get the best results. Speaking of recommended resources, if you want more ways to ace your pitch, you can watch this playlist. It's linked here in a. Also going to link to it here at the end of the video. Now if you want the fastest path to yes on a sales appointment. Everything to do and say you might be interested in learning my car park closing formula and that's included in the complete closing strategy. Alright. And then last, if you want to help up your mental game, there's a great book that Daniel Laxton's from Roofing Business Builder who is a guest on the channel. I saw this that he recommended on his LinkedIn page and I read this book and it was awesome and I want to recommend it to you. It's called the Psychology of Winning by Dennis E. Whateley. It's an oldie but a goodie and maybe not that old for many, but fantastic book about your mental mindset. So just because our time here in this video is done doesn't mean it should be together. So you have two paths forward. One, click here to watch the playlist to help ace your pitch at the door and two click right here to get a free copy of My Pitch Like a Pro Roofing Sales Training Video Library. And you'll start getting this in your inbox as well. So click for the playlist, click for Pitch Like a Pro, your free copy and I will see you on the next one.