Adam Bensman shows roof salespeople how to build trust during home visits. Follow prospects to where they naturally lead you, stand casual, and accept water or snacks they offer. These small rituals create warmth and make you memorable.
My name is Adam Bensman, the roof strategist, and we're in the kitchen, but we're not at the kitchen table. We're at the island. Sometimes our best sales dialogues take place here. Standing up like family. It's a hot summer day out, talking over the counter, friendly conversation. This is where business gets done. Now, some guys get uncomfortable and they want to sit down so they can present all their stuff and lay out all their paperwork. Be casual, right? People buy from people they know like and trust. We want to develop a friendship and rapport so it feels like they're just having a conversation with a friend and doing a transaction with somebody. So next time you're walked into the house, listen to the cues of where that prospect brings you. If it's to the kitchen table, the dining room, the living room, the entryway, or sitting on the front stoop, it's going to give you an indication of their level of trust, how much they like you. Now, one thing I want to talk about is if they offer you something to drink or to eat. Many people say, hey, no, no, no, I'm okay, I'm okay. Because they think that's the polite thing to do. But believe it or not, when someone offers you a glass of water, I like to say, hey, you know what? I'd love that. Thank you. Not only does it help that homeowner feel warm and fuzzy about offering you a beverage and that you took them up on it. I offer every service person that comes into my house something to drink, especially if it's hot out, if nothing else, a glass of water. And I actually enjoy when they take me up on it because it makes me feel more friendly and like I did a good deed. The other thing it does is when they're sitting that glass of water down and I'm a sales guy in this person's kitchen, when you leave that glass, still sit there and they're going to think about you when they're doing the dishes. And again, I always ask, hey, where would you like me to put this? And nine times out of ten, oh, just leave it there. I'll take care of it or set it in the sink. But next time they're doing the dishes, it's another reminder of that camaraderie, that friendship, that dialogue that you share. So again, don't be afraid of the island, don't be afraid of the kitchen, of odd places in the house. Build that rapport and take people, offer food or drink. It makes them feel warm and fuzzy. Gotten gift baskets of canned goods galore from homema. And it's lovely. So next time you're out there, take homeowners up on the offer. It'll do wonders on your relationship and building rapport. That's all we got for today's video.
