Roofing Sales Objection - "Just leave your business card" - Turned Into a Sale? [LockDown LIVE]

Hey, welcome back. Adam here, the Rooster Addist. We are back with another lockdown live. Just leave your business card and I'll call you if I'm interested. Today's video is about overcoming this objection because it happens all the time. And as things begin to return back to some semblance of normalcy, we might either be knocking doors or at least talking to people in a more personal setting. Excuse me. Even if it's from a distance at the door. And we will hear this. The now this video is inspired by a fan of the channel. Gentleman emailed me and he says, hey Adam, I have two issues. One is how to deal with people that answer the door saying what? And the other one was what do you do when they ask you to leave a business card? Now before we get into this, I want to just express a little gratitude, say thank you to all of you who've been a part of this channel. Today's milestone, we just hit 3500 or I just hit 3500 subscribers on the channel, all thanks to you. So if you're not already subscribed to the channel and you like the content, click subscribe. You'll get notifications when I go live. And second thing is thank you to Karen. Another fan of the channel who emailed me kind of teased something at the end. She asked a question at the end of yesterday's lockdown live when I said this things might be coming to an end in the lockdown lives as the stay at home orders left in the next coming weeks. I don't have an exact date yet. I'm not doing it like per state. I'm just going to kind of see and see when everything's open up. And she asked about a way to keep this going and and I said I've been thinking about potentially putting together a tight knit community to keep this stuff going. So if you are interested I can share details, just email me adamroofstrategist.com nothing is set in stone yet. Engaging interest and sharing some details. We'll take it from there. So thank you all again for being part of this and creating this magical community that is supporting everybody in the roofing sales industry, owners, salespeople alike. So let's jump right into today's video. Now what I'm gonna teach you. If you've watched my channel, you'll know I'm a big fan of keeping the pen here in your shirt. The reason for that is it's quick, you have it and I have a horrible memory with things so I Always jot things down like customers names or an address, phone number, any little snippet of information I need to remember on my little notepad. And I have used this when I've been in the field training canvassing teams. First, a quick story. I remember when I first started selling and people would say, you know what, just leave your business card, we'll call you if I'm interested. So I was an eager little boy and I would, sorry, I'm joking, I was not a boy. Grab my business cards, be like, oh, here you go. And I try to get my little pitch in and I go back to the office. Or like, man, I handed out like 50 business cards today. Or however many it was, someone's going to call me. Well, guess what, the phone never rings. It doesn't? Not when you do it like this. And most people don't realize, well, what do you, you know, what do you do? And they say, oh well, I just get my business card. Well guess what? This is actually an opportunity. What I'm going to teach you is a script and a step by step process. You can modify it on your own to use to turn this opportun opportunity of clear rejection. What I call this is kind rejection. These are the nice people that won't say get off my porch or I'm not interested. They want to let you down nicely because they're good people. So they're going to give you this one. Just leave your business card. I'll call you if I'm interested. So here's what you can do. First, always have your pen handy. Okay? Now I'm going to grab my little notepad as a makeshift one today because I've been using this digital thing instead of paper. So I'd have my notepad or use clipboard and when they say, hey, just leave your business card. I'll call you if I'm interested. There are a couple things I want you to start looking at as we overcome this objection. One is that I always have my clipboard handy. I don't care this or something to write with. If you're like the new age person and you use your phone and you take notes on your phone, have this handy, but you need to have something to quickly document the information you will likely get. And you need to use your body language. The other piece which you've seen me do videos on body language is you need to use this saying, do you have any objection you've heard me use before? It's one of my favorite one liners. I did a video Which I'll link to over here at the end or someplace. I don't know how this thing works. Somewhere on this thing you'll see a link to watch that video. Once this is live. Excuse me, once this is on the channel, I can edit it. I'll put a link to that video. But that one liner is a great tool to help you get invited on the roof for your inspection. And the reason it's so powerful is it breaks down barriers. You go from saying, can I jump on your roof? Right? What's the immediate response? It's going to say no. But what you need to do is guide them into giving you a no. That actually means a yes. We call it a negative agreement. Do you have any objection if I hop up on your roof for a quick inspection? It'll take me 15 minutes and I'll show you pictures and I'm done. Oh no, no. Oh no. Great. They just agreed they do not have an objection. So it's a really powerful way to get the invitation. And it's not aggressive. And you'll notice on this channel, yes, there are, there are sales tactics, there's tools, there's body language tricks, there's subtle language that you can use. But all it is is education and actual connection with people. Making people feel comfortable as opposed to forced. Okay? That's the big difference. So here's what you do when someone says this, which by the way, true story, I only gave business cards to clients, period. Excuse me, Customers only gave business cards to customers, never anyone else. Now why is that? Because the chance of them calling me is slim to none. I want to be in control of the process to call them. So I touched on this a little bit in an older video which you're welcome to watch called how to Stay Control, how to think in control of the sale. So here's what you do. They say, hey, just leave your business card and I'll call you. And I even pat say, you know what, I actually just ran out of business cards. Do you have any objection if I take your name and number for a friendly follow up call in a few days and then I sit here silently so you'll notice a few elements. Let's break this down word for word, body language piece and then the silence piece. Okay. All right, so I've got my pen. You can, however is natural, you could say I don't have a business card on me. Whatever it is, that's the truth. I don't have business card on me. Do you have any objection if I take your Name and number for a friendly follow up call in a few days. Now write that down. Do you have any objection if I take your name and number for a friendly follow up call in a few days? Okay, let's break the script down first. First is do you have any objection? That's putting their guard down. You're waiting. Naturally you know they're gon say no. So again in this, in this negative agreement, by using do you have any objection? And they say no, they're actually agreeing to it. So that's the first element. Second part, if I take your name and number, you're asking specifically for what you need, which is, okay, keywords, Here is objection. Do you have any objection? So by using it in this way we know that a no actually means a yes. Okay. Then we ask for their name and number. We are clear about exactly what we want from them, which is their name and number. Then we set the crystal clear expectations. So for a friendly, oops, friendly follow up call. Okay, which is the next piece? So do you have any objections? So they get to, from, from a guarded no to actually green by saying no means yes. To get your name and number, you tell them exactly what you want for a friendly follow up call. This is going to come in in a second that you're not pestering them. And, and then here's the other piece in a few days. So there's no mystery of what's going to happen. You're going to get their name and number, you're going to call when in a few days, period. Here's how it all works. So that's first element. Okay, get my pen back in here. So again, do you have any objection if I take your name and number for friendly follow up call in a few days? That's the exact script. You see why each element is there very simple, two subtle pieces. One, you have your pen handy. Two, you. Instead of this confrontational stance, I did a whole video on body language before. If you didn't watch it, I recommend you do it really powerful because right now this is a boxing stance we're fighting here. This is a fighting stance. When I blade my stance, this is how we'd walk down the, down the sidewalk, down the beach, walking out to dinner or something, grabbing a beer with a friend. It's casual conversation, it's non confrontational. So by going from a conversation like this at the door to blading your stance, it softens the body language. The third element is making sure they see your piece of paper. And you sit here and you look down, you do not make eye contact. This is what we call an assumptive body language position. Okay? And what I mean by assumptive is we're making the assumption that they will give you that information, their name and number, okay? And we sit there and wait. And by the way, if at any point you already had it, you just can write their name down and ask for their number. But again, the idea, you want them to see it, just like you can see this right now. And I look down and he who speaks versus Lou speaks first loses. Right. In sales. So by letting that awkward silence loom, do not flip and budge, because chances are they will give you the name and number. Now, quick disclaimer this. There's no golden ticket or magic bullet or silver bullet or whatever you want to want to call it to having this work 100% of the time. It's an unrealistic expectation. Anyone in sales that says this is the thing that will do this all the time is lying. It's people. Nothing is ever 100% consistent. Will you get rejected doing this? Yeah, it'll happen. Will you get numbers that you would otherwise never have gotten? Yes, that I guarantee. Because if you do this a hundred times, you get three numbers and one turns into a sale. Well, guess what? Even in those crappy numbers, which I think are really crappy personally, you would then go from literally handing someone a card and sulking and walking off and getting no business and time 100% wasted versus getting that number in the appointment. Make sense? All right, so again, use this every time. If nothing else, this will train you to overcome the awkwardness at the door. I personally use this for one reason only. And I developed this process to help train myself to get comfortable at the door in awkward positions. Because I knew the longer I kept them at the door, the higher the likelihood was of starting a conversation and getting to a sale. Okay, so first element, script right here. Okay. Second element, body language. Third element, silence. Wait. Okay, once you get it now, you know what did I say? This will come back into play friendly follow up call in a few days. So now we already know that there's a follow up call. So my next question, once I get the name and number is say Peggy. Great. So I've got 713-462-8742. I just made that number up. Don't call it, please. And after I get that name and number down, I say, and Peggy, when's a good time for a friendly follow up call in a few days? So I'm not catching you in the middle of supper or putting the kids down or anything. And she says Wednesday. Great. Wednesday. And what time specifically would be best for you? Three o'. Clock. Great. Peggy, I'm going to give you a friendly follow up call in a few days just to. Excuse me. Friendly follow up on a few days on Wednesday? Sorry guys, this is what happens when you do things live. Sometimes you mess up. So what I say is I'm going to give you a friendly follow up call. Not in a few days because you just wrote it down on Wednesday at whatever time I just said because I already forgot it. So again you state, you restate that it's a friendly follow up call at a certain date and time that you wrote down. Now the final element is when you call Peggy on Wednesday at 4pm or whatever it is, you use this exact line. Hey Peggy, it's Adam here, the roof strategist. Just giving you a follow. A friendly follow up call from when I was at your door the other Monday, Tuesday, Wednesday and wanted to check in and, and then the. And leads into whatever it is that we talked about. So maybe it was, you know, just leave your info or we don't know where we're at or I want to talk with my husband. There's usually another objection. So we stated on the opening call, this is a friendly follow up call from when I was at your door on Tuesday and then we talked about what comes next. Right? What is, you know, you want to talk to your husband, you want to wait for the insurance, whatever it was. I have used this when I caught someone at home and let's say it's a in this scenario, the first story that comes to mind. So it was in a neighborhood I opened up. It was a wife, husband wasn't home. She says leave a business card, I'm not interested and I want to talk to my husband. We'll call you. We don't really know what we're going to do yet. So total rejection. She was being really kind, you know, one of those like behind the door kind of talking things. And I got through and the beautiful thing is when I called her and said, hey, there's a friendly follow up call. I was invited back to the house when the husband and wife were there, signed it, got that job, got the neighbors beautiful. So it works. So it turns this rejection into a sale. All this is super simple to use. Okay. If you need help, there are follow up scripts to the marketing battle pack. There's links in the description below. I'm going to walk through this one quick time. And then I want to turn this, turn my attention to a couple of things that are flying through here. I can't catch up on reading, but it looks like cool stuff, so I'm excited to get there. So a quick recap when you hear this. When someone wants you to leave a business card so they can call you if they're interested, remember they're just kindly rejecting you. Secondly, do not ever hand a business card out unless someone pays you. I'm going to get flamed for this. Salespeople, you don't leave your contact info. No, I want to be in control of their information. You can even use simple things like you know what, don't have a business card. What's an email? What's the best way for me to get it to you? Because you are now in control of following up. Okay. Other than sitting there twiddling your thumbs praying that someone's going to call you because they don't. So you say, do you have any objection if I take your name and number for a friendly follow up call in a few days? Blade your stance, let them see the paper, be silent, wait for it, get the time and date sent, say it'll be friendly follow up call. And then when you call, hey Adam here with a friendly follow up call from when I was at your door on Tuesday and just want to check in, see how things went after you talk with your husband. Cool. Got it. Put it to use is a step by step strategy. You don't even owe me a dime. All kidding aside, this will work. The common mistakes are being too forceful, not bleeding the stance and not using the script as it is. All right, get it, get to it. If you liked the video, give it a thumbs up. I'm going to turn my attention here to the comments that are coming in and subscribe to the channel if you haven't already. Notifications, we go live Again. Thank you all for helping get to 3,500 subscribers. This is awesome. Big day. And the last thing. What was I going to say? Insiders. If you're not on the insiders email list, pop into it. It's free. You'll get a free copy of my ebook, a bunch of cool information and if you're interested in the potential tight knit community that I'm assembling to kind of keep this field as lockdown lives going, but in a private setting with me and a group setting and a really strong community to support it. I'll share details with you. You can email me. Adamroofstrategist.com it is in its infancy and we're feeling out some interest to see if this would be a good thing for everybo. All right, you guys are. I love it. So much stuff happening today. So Mike, Adam, your gift. Working at 300,000 Commercial Plaza claim two tenants of a plaza are my good friends and joined this business in March before the lockdown. Mike, a $300,000 project in year one. Love it, man. Great work. And the fact that you're doing it during all this Covid stuff in the Chicagoland area in Illinois is on a lockdown order or stay at home order, which is great. Jeremy says he's in Florida. Can't wait for hurricane season to begin. Got four big ones coming. Awesome. It will happen. Well, I say that the season will happen. The hurricanes. Maybe, maybe not. Let's see. Adam is a savage. Helped me make crazy money. I love hearing that. Thanks, Jeremy. Mike. Severe hail smack my hometown in Skokie in Evanston on April 7th. I used to have family in Evanston and generating a lot of biz on the nextdoor app for free. So this is one reason. By the way, what Mike said, this is the power of community. I did another video I think it was on Friday that talked about trying new things and then maybe it was Monday. All these days blurs together was about the power of community using WhatsApp I've been thinking about or the nextdoor app. I'm sorry, WhatsApp's different one. The Nextdoor app and building that community, engaging in there is really powerful. And one of the great things that I love about this channel is that the people that are participating and that are joining in are not shy to share what's working. And you get to hear not only from me and the people I bring on or talk to or clients I serve, but I the collective whole. And I think that's what makes this community and my channel a little different is the bringing together and the less like boxing glove competing type and more of just supporting each other. So I love that. Thank you, Mike, for sharing that one. And Jeremy said, I use the private groups on Facebook. It's easy. And then I promote as well on Instagram using sponsored ads. Jeremy brings up a point that I've been getting a lot of requests on social media. The private and local community groups are really, really good places to engage in. And it's just important not to spam people, not to put up ads, not to like join the group and then be like, I'm a roofer And I can help you do this, like, but to start a conversation and respond to posts. So Jeremy, thank you. You'll probably see another video coming here coming up. Trifecta says, ooh, Oklahoma got hit by tennis ball to baseball size hail. That is awesome. In many deals using these videos and the Battle Pack. Yeah, Love it, man. I love hearing that stuff. And then Mike said, I'm interested in the community group thing. I'm an insider. Awesome. Mike, if you don't hear from me, shoot me an email adamaroofstrategist and I will send you a little short video with what's inside. And he says I'm assuming he makes well over 150k. I don't know who you're talking about, but potentially. All right. And then claim advisors generate some good leads for us too. 120 a lead. Close one, pay for 10. That's true. So that's another thing that I want to just quick chat about is paid. Paid advertising for leads can get expensive. And for owners out there, for any sales guys, both an owner and an individual sales rep can pay for leads. Right? You can pay canvassers, you can pay people you know to cold call. You can pay people to fill out your stuff, your direct mail using the Battle Pack or your own letters that you write. There's a lot of different. Then there's obviously digital advertising. You could pay someone to run your own Facebook ads. They can get expensive. So it's important that you close them. And you have a system to convert that inbound lead that you paid for into a set exact time and date appointment. You follow up, you make sure they're ready for you. You warm them up, send any information. By the way, a little tip and this is included in the Battle Pack. I'm going to tell you what's in what, what to do. No matter what, if you have the Battle Pack, use it. If you don't have the Battle Pack, you can get access to it. And if you're in a position where you can't afford it, I'm going to tell you what to do in that email. When you get that lead that comes in. I call it pre selling or warming up for the sale. You want to send an email out and this is in the email folder for production job updates. I'm going off the name of the folder in the Battle Pack, but it's the first email and it's to confirm the appointment. And this will really help you warm up that lead because most folks, they set the appointment, they never hear from anyone. Right. It's like, oh, we'll be there at 3 o' clock on Tuesday, and you might get a reminder call. But an email is an incredible opportunity to send something and say, here's what will happen. Here's my commitment to you, and here's a little bit about us. Keep it short, keep it sweet. But that way, they're like, wow, their service is great. And by the way, I experimented in the past. I had an old partner, we had a little program we put together that helped warm these leads up. We had a little video and it was really neat and it said, hey, I just want to include a picture so you know who's at the door. I'll be in, by the way, during the COVID 19 thing. Like, I'll be in a mask. We don't need to see each other, but set the expectations of what you know is it's a no contact inspection, which I assume so. But either way, when you warm that lead up, when they meet you, they're going to be one step further into knowing you, liking you and trusting you, and it's awesome. So I hear one. I'm going to get on his level. I got my notepad and pen. I love it. And let's see here. Raoul says, went to an inspection with two of the roofing companies there. Oh, I've been there, man. So three groups. I was polite and gave the homeowner a letter from your battle pack and got a call the next day. Boom. I love that. Before I move into the next comment, what that means, by the way, when you are there competing with other people. Ralph, thank you for leading with integrity. I have seen roofers just get, like, battling each other. And guys, the homeowner is going to choose who they like, who they trust. It's your opportunity to rise up and connect on a real level and educate them. You did it with integrity, man, and I love it. And again, this is the power of a letter and why I truly believe plain white paper works because it stands out from the marketing stuff. I bet you, Raoul, that all the other roofers handed them, like, overly produced marketing material, which just screams my marketing material buy from me. When you do a letter, it's like I've taken the time to craft a personal message to you. And that's why all the letters in the battle pack and the ones that are working, by the way, that guys are writing, they're all personal, they're all written. I, not we. Right? It's you, it's Michael, it's Raoul. Right? It's It's. It's Adam. Whoever it is is sending you the letter. Not like we here at so and so Doing so Company are doing this for our. It's very personal. Like you'd write an email to your mom, to your best friend, whatever. I love it. Ralph says I expanded on your letter concerning my compliance with COVID 19. And I was professional. Awesome. There's no harm in making some edits. And again, I did a video the five elements of Successful Direct Mail to get roofing leads. It was maybe last week. This whole Lockdown Live series just feels like one long video in my head. I don't remember what day was what. But yes, you can edit them. I encourage you to modify carefully. Just. Just remember to make those. Keep those elements the way they are. Because I have that letter structured to follow a very proven psychological process that I have both tested for myself and have studied many copywriter greats and marketing greats of our time to put those together. So love it. So again, thank you all again for being here. I am celebrating today with the 3,500 mark because of you guys and gals who are here. And Mike asked Adam, what's your Instagram? You're gonna laugh at me. I'm not on there. I have been a bit of a doofus where I've kind of avoided these things. Like, if you shoot me a message on Facebook. I don't monitor Facebook messages. They say, shoot me an email. Everyone that emails me, I channel my attention to provide the highest impact I possibly can to my community. And Mike says, no way. So the reason I don't monitor that is then I gotta be scattered and going everywhere. But people who email me, I have it set up. I can do video replies. So many of you who've emailed me, who I've seen in the chat, I reply using a response or I'll type up a response for you, depending on time or if I'm on the fly. But I take care of people and people that reach out with a question. I take the time to respond. I'll either point in the direction of a video, I'll give you a personal response, or it'll influence Alive. So I really like to keep things in one place. And one. One thing that I. That I may be doing is moving into that, into Instagram and stuff. Maybe one of these days simply to make it easier for people to find the videos and come find the channel. So we'll see. But as you can tell with how I do things, I'm not much for the way everybody does things. I give away all my training for free, and I'm not doing all the things that most people do. But hey, it's been fun because great people are joining this community because of that approach, and it's been a ton of fun. And seeing the chat fly up and even seeing you guys banter with each other in the chat just is a testament to the community that is. That is growing in this channel, which is more fulfilling to me than anything. So thank you. Let's see if we. If we got this. So I'm using Adobe Acrobat, Jeremy says to get electronic signatures. It's so much easier than driving to different cities for a signature. It's worth it. Yes. So Jeremy, using Adobe Acrobat is powerful. There's tons. If you just look like electronic signature or contract company, there are a ton of platforms that will allow you to do electronic signatures. Use what works for you. And whatever it is, I'm not biased. Use what's easy. Use what's easy for your customers and just be mindful. I know that I have some companies I've worked with that the mobile signature stuff is hard on their phone. So just make sure it's easy and they can sign things on their phone if they need to. All right. And doing a 500,000 insurance claim on a nightclub downtown. Jeremy, don't spend all your money at that nightclub after you win the deal. That's awesome. And my favorite place. So clearly they each know each other. All right, guys, thanks for being here. I'm glad to see you guys are all connecting and maybe you'll see me on Instagram one day. If not Facebook, I'll post here and there. It's the root strategist, obviously. And the best place honestly to engage in this is here on the YouTube channel subscribe and then join the insiders. Right now, I'm really active there and I plan to continue doing to be active there. So pop into the insiders here. There's a link just beneath the little description in the video. And again, you'll get a free copy of my ebook and some other goodies and a little surprise gift. Little surprise. Surprise after you opt in. So again, thank you everybody. I will see you tomorrow on another lockdown live. And as we get closer to these coming to an end, I'll give you a notice, let you know what's going on, and then we'll return back to some semblance of normalcy with more good stuff. So thank you all. I will see you tomorrow.