Pitching Mistake FIXED! Setting Yourself Up For Rejection at The Door? The "S.L.A.P" Fix

What if I told you that without even knowing it, you might be literally creating your own objections or literally planting a seed of doubt or questioning in the mind of your prospects as you're at the door? That's giving them the rejection, the path to rejecting you at the door. That's what's at stake when you pitch the wrong way. And in this video, I'm going to revisit the slap formula to teach you tactics to let the homeowner literally guide you on how to pitch them so you don't unknowingly give them the objections in an easy path to boot your butt right off their doorstep. Hey, my name's Adam the roof strategist, and I help salespeople like you and sales teams reach peak performance. Have fun doing it, but most importantly, to help you smash your income goals. So let's jump right in to today's video. If you're new here and you haven't yet watched my slap canvassing formula, I recommend you do so. All right. It covers a framework of how to pitch at the door and I get questions. Adam, What? Why do you use an open ended question versus a close ended question? Let's go into those differences right now and then you're going to see how all this comes together and why you are likely failing at the door. By giving the homeowner the objection, you're handing the objection to them on a silver platter saying, hey, save this to me. Or here's an easy way for you to kick me off your doorstep and say, no, there's a lot at stake and not anymore when you're done with this video. All right, so slap S, L, a P, say hi and break the ice. L, I should just be using normal fingers. Say hi, break the ice. L, let them know why you are at their doorstep and make it as familiar as possible. That's referencing things in the neighborhood. A ask an open ended question, which I'll talk about in a second and P present to their answer. It is stupid simple. And that's why you don't need word for word scripts. Yes, I do provide a few and they are included in the marketing battle pack. There's a link in this description if you're on mobile. It's a little triangle. And that's why I also provide a printout for the slap formula so you can literally print it out, put it in your truck and have this quick reference. But I will tell you, the slap formula is the number one thing that people reach out. This is change everything for them because it Allowed them to get out of their own head and shorten. This is a common thing. It allowed me to shorten my pitch at the door and start easier conversations. Okay? And there's a reason for that, which I'm going to tell you right now. Okay, now we're going to. Before we go into that, I want to talk about the difference between open ended question versus closed ended question. Did you eat breakfast today? Okay, what did you just do when I asked you that? You start thinking, did I eat breakfast? You know what that answer is? Yes or no. Okay, now easy. You know the answer right away and I just guided you to a yes or no. Which by the way, you only want to answer questions that are going to get to yes. With a very rare exception. But for some reason, all these door to door salespeople are training you to ask questions, questions that lead to a no out of the gate. So you go, well, I'm glad I'm here. And it's pushing its garbage and it's getting the homeowner to say no, which is the opposite of what you want them to do. Okay, what if I ask you this? What did you have for breakfast this morning? Now you're thinking, you're having to think what you ate. Then you're going to share it and it's going to start a conversation. Now that's a very rudimentary example. Now let's look at this. In storm damage. Have you had someone come out and take a look at your roof yet? No, we're good, thanks. Boom, door closed. All right. Or no, we haven't. Or better yet, what if they said yes? Yeah, our insurance was out, we're good. Yeah, I had three roofers look at it already. You're literally creating by answering, asking that close ended question and defined close ended. Close ended is a yes or a no. Okay. You're giving yourself a rejection. You're telling the homeowner to reject you out of the gate. This is why I preach an open ended question which requires them put on their thinking cap, think about an answer. But guess what? When done right, when done right, the open ended question invites the prospect to tell you what's wrong, to tell you the problem. Because guess what sales are. It's identifying a problem and inserting yourself as the solution. So when you ask an open ended question, I'll give you a few of them right now. I wanted to stop by and ask, how has the insurance process been for you as you point and look up at the roof? Okay, how has it been? That's Good, bad, great. Not so great. This is where we're at, okay? They're going to be required to think a little. And it's not a yes or no they can't kick you off with. It's good, it's bad, it's great. We're okay. Like, they won't kick you off that way. All right, then. Here's another one. So I just finished up with Peggy next door and just helped meet with her adjuster. We got the roof approved. And while I'm in the neighborhood and have my roof. Excuse me. Have my ladder with me. I just wanted to stop by and ask, where in the insurance process are you? Where are you? Again, you are not being forceful and you're not inserting yourself. And I've watched videos, I see trainers, like, preaching these. These things that just make no sense to me. And you, if you ask, where are you in the process, you're giving them a way to think, to tell you the problem, which is going to be one of the four stages of the claims process. What are you talking about? What insurance process? Oh, great. I'm glad I stopped by. Her roof is totaled. Yours might be too, right? Oh, you know what? We're in the point where the insurance came out and they're only paying for a couple repairs. Maybe the homeowner's satisfied with that, maybe they're not. But now you know the problem, okay? Or, hey, they denied me, and I'm really pissed off because they know they got a new roof and they got a new roof. Or better yet, you know, we're at the point where we're just picking a roof where insurance came out. They paid for the roof. We got to check. I'm getting estimates. Guess what you just did by asking that? You. You invited them to tell you the problem they're having, which gives you the easy way to P for a slap. Present to their answer, provide the solution to what they just told you. You're giving yourself the keys to pitch, and then you say, hey, I'm so glad I stopped by. Here's how I might be able to help you out. And you just fast track it. You cut through all the noise in the BS to let them guide you. So key takeaways right here. And by the way, if you are interested in the battle pack or your complete sales strategy, new program coming September 10th. There's links in the description again, that little triangle. If you're on mobile, when you show up at the door, slap. This goes for hail or wind, okay? Say hi, break the ice. Hey, my name's Adam, by the way. Absolutely beautiful boat in the driveway. Just break mention something about the house. I love what you've done with the house. Those garage doors are super, super cool. Beautiful vegetable garden. Nice F150. Nice raptor out there. Oh, I see you're an Eagles fan. Awesome. Yeah, I've been. Did you see the game Sunday? Whatever it is, Find something unique about their house to break the ice. Compliments are the best way to break the ice. I had a fan of the channel send me an email asking for advice on how to protect a garden for an install. And I looked at the thing, I was like, that is stunning. And that is exactly what I bleed with. Beautiful vegetable garden. Wow, that's something. Flower, garden, whatever it is. Okay, so say hi. Break the ice. Compliments are great. Let them know why you're there. Hey, the reason I'm stopping by, I've been helping homeowners on Lexington here get their roof looked at after that big storm that came through last week. So again, see how I noticed? I dropped the name of the street and then people say Adam. Well, I haven't signed anyone up yet. It doesn't matter. You just say, I'm serving people in this neighborhood. I'm in the, you know, I'm in the Aurora. The more so think of it like this, right? I'm here in Colorado. Like, that's not that local. Then I could say, hey, I'm in this. I'm in this city. I'm in Aurora. Well, Aurora is not really that close. What if I just said, like, I'm in the Elcaho subdivision. Ooh, now we're getting better. Or I'm on Lexington, I'm on the street. Or. Or what if I take it one layer even deeper and I just say, hey, I just hopped off Darcy's house across the street. Okay, you're making it familiar. There's your L. Let them know why you're there and make it familiar. A Ask that open ended question. Where are you in the insurance process? How has the insurance process been for you? Those are great. Two very simple open ended questions to ask. Then let them talk and P present their answer. So. So what you're doing is inviting them to tell you the problem in a very conversational way and then P presenting their answer. And I want to just show you how this formula works. S, L A P in terms of just on the fly, put it together, say hi, break the ice. My name's Adam, and I wouldn't say I'm the roof Strategist at the door, you use your company name, let them know why you're there. Hey, I just am installing Jill's house next week. Just wanted to stop by, leave my information and in case any debris comes in your yard. So they're working an install or. I just helped her get her roof approved. I just met with the adjuster. We're going to be getting her work done here in the next couple weeks. Or better yet, you know, I just hopped up on Jill's roof. She had no idea that she had storm damage. She couldn't believe the pictures I showed her. And I'd love to be able to take some for you. So again, making it familiar. All right, you see how this all comes together? No matter what scenario, you just plug and play and you can do it on the fly. So print out that cheat sheet that's in the battle pack along with access to all, all the direct mail letters, the letter leave behinds, the call scripts, the samples, the referral program, the insurance agent thing, all that jazz is in there. But I'm talking the slap formula right now because you should print that out and keep it in your vehicle. It is a gold mine to help you out. Hopefully this video helps you ace that pitch at the door. Now there are a ton of videos in a playlist that I'm going to link right here at the end of this video on canvassing to help you more with pitching, staying confident at the door when you deal with rejection. But the key takeaway is this. You need to ask open ended questions. Because when you start doing those closed ended questions, you're literally kicking yourself in the teeth. You're giving the homeowner, you're basically that sheepish guy that's like, here's the easy way to reject me. Just do it now. Don't make it harder for yourself. Make it easy. Go against the grain. Do what's different. Because every other roofer is doing the same garbage. Most of the training in this industry is like, hey, I'm here to do a free inspection. Well, guess what? If I have a check in hand, do I need an inspection? No. If my insurance company told me that I had partial coverage, do you think I need an inspection right away? No. What I need you to do is tell me that I can get to where I need to be, which is getting the whole thing done, then do the inspection. But not everyone thinks they need the inspection. The inspection isn't the immediate solution to the problem. So put this slap formula to use and you will start getting past more doors than you can imagine. Check out this playlist to learn more and I will see you on a future video.