STOP Asking For a Follow Up | Do This Instead

Is your follow up game week? Do you not know what to say in the house to get a follow up appointment set? Are you too afraid or nervous to get the follow up set? Or maybe you're someone that hears the objection. Hey, thanks. We'll call you in a few days if we're interested. And then you shift into nice guy mode. Nice guy mode activated. Business card comes out. Hey, you know what? No problem. Listen, here's my card. This is my cell phone. Call me anytime, day or night. I am here to help. And then he prance back to the office waiting for that phone to ring. Because the wife loved you. The appointment felt great, but then you get ghosted and you never get the deal. Or are you someone that doesn't even know what to say on the phone when you're following up because you feel pushy and like you're nagging or you're confused on text? So what you end up doing is just not following up with anyone at all. Well, if that's you, then I've got good news because I'm going to teach you a really quick fix and a very simple strategy to start using in your follow up inside the house that can significantly lift your clothes. Right? Because I want you to imagine all the deals that you're not closing in the house, which, which is for most folks, the majority of opportunities, all of these opportunities right here are waiting for you to harvest them. But for most people, they script the follow up, they have a week game, they don't know what to say or they don't follow up and then all that gets flushed down the tubes. But if you can scrape up even a small amount of those deals, that's virtually free money that's waiting for you to harvest that you're just overlooking. It's like having an apple tree and only harvesting the fruit where you can reach and seeing that the top of the tree has all of this additional fruit and, and that fruit is what I'm going to help you harvest in this video. So let's get to it first. Quick welcome or welcome back. Adam Bensman here, the roof strategist. And everything that I do is designed to help you and your team smash your income goal and give every customer an amazing experience. So if you like this video and you want more training videos on the follow up process for you or your team, I invite you to join me inside my free training center. There's a link in the description that you can click right now and there's absolutely no catch. You'll see for yourself. Why? Many, many, many, many thousands of people have free training center for all the resources there to help them train up on sales strategy, sales tactics, sales techniques and even conversations about mindset of what it's like in the world of a salesperson. And there's content for owners, managers and rookies alike. Alright, that's all for now. Let's rock and roll. Click the link, get in the free training center and we'll see you inside. Alright, follow up. Most people are screwing this up in the house and they're hearing that what I'll call an end all objection. That's when the homeowner trying to get you out of the house and they'll say, hey, thanks for coming out, we'll call you if we're interested. What I don't have time to cover in this video because I've covered it before is how to lean into that objection. Because what I'm going to teach you, you need to first try to overcome that objection before we use this technique. And the best advice I have is to jump into the free training center and go through a playlist on objections. And I have a playlist on follow up in there that's really going to help you understand how to handle that process before we go straight to the follow up. Because what you don't want to do is hear that objection and then go straight to the follow up because there's a chance you can close the sale. So I need to get that out of the way that once we've tried everything, once we've overcome those objections, if the deal goes nowhere, now is when we use this follow up process. Now one of the mistakes that people make is they ask, hey, can we visit, can we chat again? And what we want to do is not ask but instead we need to tell. Stop asking, start telling. You, my friend are the one in control. You're the one running the conversation. And our objective is to advance the sale and move it along. Okay? Not just sit there and then hope that they're going to say yes. So we need to take an advisory level role and explain to the customer, hey, the obvious next step would be for us to visit again and go through everything. Obviously when your husband's here, when your wife is here, review the other estimates that you've received side by side after the insurance company comes out. So again you can see how many different angles I can spin this. Whether it's storm, whether it's retail, where they're at in the process. The logical next step is the best next step is and Then I'm going to tell them what needs to happen in order to serve them is for me to come back and review all of this information with you. That is telling them, not asking. Only after we tell them what needs to happen will I shift to asking for the time. So would you prefer a Wednesday or a Friday? And again I'll narrow it down to two days, they can pick one and then I'll repeat with two times you want 9am or 3pm and if they can't do those days or time, we just ask when works for you and if it works in your schedule, get it done. So again, the easiest shift that you can make when you're in the house is to not ask, do not ask, tell people what happens next with the mindset of I need to advance the sale and move it forward. Now what does that mean to you, advancing the sale? It means that you need to understand what needs to happen next in the process in order for you to help coach your customer, educate your customer, advise your customer to make the best decision for them, them, which likely will be you, assuming you have a great company who's going to do great work and you're serving people with heart and integrity and honesty. And in that case, again, the next steps can be anything from meeting again to review estimates side by side. If it's retail, meeting again once the significant other is at home, meeting again once the insurance carrier finally gets them the paperwork. If you just so happen to get involved with the project. And after they had the adjuster out and they're waiting on the paperwork in the mail. So whatever those next steps are to continue the process, we just need to think of it like laying a breadcrumb. If the next step is reviewing the paperwork from the insurance company, I'm going to say the logical next step is for you to give me a call as soon as you get that paperwork. We're going to meet. You said that you had the paperwork, that the adjuster said it would be here Thursday. So how about we meet on Friday? Okay, how about we meet Saturday? And then again that laying that breadcrumb for the next step. And what happens is we shift from. From a salesperson. That sounds desperate. We shift from a salesperson that sounds insecure to one of authority, an advisor, a consultative sales pro. So your biggest takeaway, my friend, is to not ask for the follow up, but to tell people what will happen next in order to serve them. Only after you tell will you ask for the appointment. And I know what some folks might be thinking and this might be you, you might be thinking, adam, that's really like forceful. What if they don't want me back in the house to go through this stuff? Well, guess what, we live in a world of virtual sales. Perfect. Why don't we shift to a virtual appointment or why don't we shift to a phone call? I by the way, prefer a virtual appointment because people's team to take those a little bit more seriously than a phone call. And that gives me an opportunity to have both parties on camera. I can share my screen, show pictures, showcase a presentation, show, show our website, show testimonials. All of that is much easier over video conference. So again, tell, don't ask, set the next steps, lay the breadcrumbs and then ask what day is best for your in person appointment. And if they don't want an in person appointment, you have a backup plan which is to offer a virtual or in person appointment. And if you begin doing this at the end of every appointment that you don't sell, and I mean every single day, single one, I promise you, you will see a significant lift in your close rate which will earn you more commission, owners, more profit, and you get to serve more people and give everyone an amazing experience. Now, one little addition to this, if you like this philosophy, this is actually built into one tiny component of my sales system where I teach the car park closing formula in depth, which is what sales reps are going to do the minute that that door opens in the prospect's house. What do they say? What do they do every single step of the way to leaving the house with a deal, including what happens if they don't sign it. So if you like this and you want the entire system for yourself or your team, click the link in the description and contact us for a demo. We'll tour you through our program and you can see for yourself why many thousands of people are using this. Again, being used in every single state in the us, Canada, Australia, even Sweden. From companies just getting started, sales reps just getting started to quite a few of some of the largest residential roofing companies in America and backed by the sales industry so far as I know, the only money back guarantee, which means you get to experience it for 30 days. If you're not satisfied for any reason, you just email me, we buy it back from you. You can click the link in the description right now to get a demo or text the word demo D M O to this number, 303-222-7133. That's 303-222-7133 now, just because you're in my time is about to wrap up doesn't mean it, it has to. So maybe if you're on the fence, you want to learn more, you want to get more of a taste of my style, jump into my free training center right here and binge away at all the goodies. Or hang with me here on YouTube and let's continue helping you on that follow up process and you can jump into these videos and I'll see you on the next one.