STOP Homeowners From Robbing You! Make More Money From These

If you want to make even more money in roofing sales, you need to get crystal clear about the exact type of customer that you should be serving. Because many roofing salespeople will ask me this, especially at live events. Adam, question. What would your response be so frequently? My response is get the heck out of that house and don't deal with that kind of customer. Why? Because time is the most valuable resource that you have and there's a limited number of time in each and every day is the ultimate equalizer among all salespeople. And smart salespeople know how to leverage their time to generate the most sales, stay focused on income producing activities, and know that their customers are the ones who are either fueling their energy and their time or stealing it. So in this video, I want to share with you the four different categories of customers, two of which are the ones that you totally need to avoid so you can confidently walk away from those deals if you're ever on the fence or you get a bad feeling about some of the folks you're working with. Now, when I did this exercise and mapped out who's a good fit, I figured out who is the ideal customer for me to serve. And it allowed me to stay in the right neighborhoods with wildly profitable jobs, doing my job in a way where I loved it and my customers loved it. And I want the same for you. Because there is nothing worse than having your phone ring, checking the caller id, having your heart sink and be like, oh, freaking customer again. Because they rob your time, they rob your energy, your enthusiasm, and even your income. So now let's break down the four categories of customers so you, my friend, can land the right ones that make you a lot of money. Hey, welcome. Or welcome back. Adam Bensman here, the roof strategist. And everything that I do here is designed to help you and your team smash your income goal and give every customer an amazing experience. In order to give customers an amazing experience, we need to find the right customers, which is what we are about to do. But before we get started, if you have not done done it yet, then you need to join my free training center and get yourself inside right now. There's no catch. There's a link in the description and if you like these videos, you're going to love what's inside. Let's get started. Now what I'm going to be sharing with you today is a culmination of learnings that I've gathered from studying lots of different people. And I've learned this in books. I've heard this on podcasts, and I'm going to digest this in a way that made sense to me in the world of roofing sales, and I hope it makes sense to you. So we have four categories of of customers. Okay, let's start right here. Category number one, we're going to rank based on how much money they make us. Three is the most. So we've got our highly profitable customers. There's different kinds of highly profitable customers. These highly profitable customers are the ones where you make a whole bunch of money and you love working with them. These are the folks that at the end of the project, they invite you over for dinner, they send you home with gifts. These are the people that send you referrals. And the people that they refer are just like them. And you love working with them. And what more could you ask for than making a bunch of money from a highly profitable customer with a lot of commission that you love to work with? Next category. We've got those customers who, let's say, aren't great to work with. We've had those, but they also pay you a lot of money. You earn a lot of commission. These are big houses, maybe complex jobs, folks that upgraded maybe your roof with solar combo deals that you've been selling. And by the way, if you want to learn how to sell those, click the link in the description to learn more about my roof with sale system. So you can take that $20,000 average roof and flip it into a $60,000 roof with solar combo link in the description. So again, these are profitable customers, but they're not fun to deal with. So even though you make money, they still drain you. They suck the life out of you. These are the folks that like the phone rings, it's a problem. They're babysitting every step of the install. They're withholding money at the end because this and this isn't right, even though you know it is. These are the pain in the butt people. At the end of the day, at least you made good money. Was it worth it? Do you want to find more of these people? Probably not. Now we have our customers that are the lowest profit, the absolute lowest profit, but they are a total joy to work with. I'll give you an example. I had a customer, he lived in a mobile home and there was a tree that fell on the house. And it was a complex project. It was far away from a business standpoint. Probably shouldn't have taken it because it was a long drive and it was outside of our sweet spot. I didn't Make a lot of money from this customer? Not at all. But this customer was so grateful that I helped him because no one else would return his calls. You know, they looked up the house and they're like, it's a mobile home. This doesn't have a lot of money. And the roof size isn't that big. That project's not worth our time. That's really what it boils down to for many people. But I enjoyed working with this guy and no, I did not make a lot of money. But on the flip side, there are the worst customers that we can imagine. The ones that are not profitable and they are a total nightmare to work with. Have you had this? These customers where you go through everything you can to deliver an amazing experience for them and at the end of the day, day you make almost no money. Sometimes it's one of those no good deed goes unpunished where you go above and beyond for them and then you still make no money. And they were a total drain. I'm going to use the color green here to indicate the customers that fuel you. And that is these customers. These are the customers that fuel our energy and our motivation and our enthusiasm and our excitement. And even if we're wildly profitable or somewhat profitable, they still invigorate us. These are the people that will say, hey, you know what, if you have a referral for me, I will take it because chances are are they're just like you. And as Jim Rohn has said, we are the sum or the average, about the five people we spend the most time with. If they're sending you referrals, they're just like them and you'll likely like working with them and you either make a lot of money or little money. On the flip side, we have the customers that we don't like working with. And I will tell you this, these folks, in my opinion are not worth taking no matter what. These ones every once in a while will slip through the cracks. These ones, little money and a pain in the butt that just deplete your enthusiasm and energy. You would not want to work with anyone that they know because they're probably, probably going to be just like them. These people right here don't work with them. If you have a customer that you look at and you're going to say you're going to be a low profit customer who's going to be a total pain in my butt. Yes, because I've done it. I have sacrificed my own happiness and joy of the good customer. Fit thinking, hey, I'll make some good money. And after bashing my head into wall repeatedly, I finally learned the lesson that these two are the customers, that walking away from them is the right decision. Now remember, it is up to us to provide the best service to our customers. And what that means is, you and I, we know what we need to do in order to serve our customers the best way. We've defined the box of how we do business, and our customers need to fit in that box. This right here is a box. If the customer fits the box of how we do business, and that means sitting down with them to go through an estimate or proposal, going through the insurance process the ideal way, supporting them through it, providing the supplementation that might be needed, guiding them through the insurance process to make sure that everything's compensated for as it ought to be. These are the customers that we say, hey, here's our box. If you fit in this box, I will work with you and we'll love it. But if you have a customer that does this and says, hey, you know what, can we save some money and can I do the tear off, does that fit in the box? No. These are the customers that are low profit and a pain in the butt out of the gate. You don't want to work with them. What about the customer that says, hey, I've got a big building or a big house and yada yada, and I'm too important and too busy to sit down with you, so I just need you to give me your estimate. And then now you're in this game of just forming estimates. And again, people say, Adam, when the homeowner has this big opportunity, and they say, we want to work with you, but just give us an estimate, we won't sit down, what would your response be? And my response is, I'm going to encounter that head on and explain why I don't do business that way. Because that's not the box that fits us. And even if it's a potentially high profit customer, they don't fit my box. And I'm not willing to shape my box around a customer. My customers fit in the box or they don't. Your mission now is to look between these two and come to the obvious conclusion of how do I find high profit customers that I love working with? And that, my friend, is your mission. Identify the right neighborhoods, the type of person, similarities between your customer base. So you now know the exact profile of your ideal customer. And it is not that hard. Look through the last 20 jobs that you've sold and if you're new, talk to the company, talk to other sales reps. Of the last 20 jobs, who are the best customers with the highest profit that you loved working with? And those are the people who are that you, my friend, need to find even more of. Hey, thanks for joining me in today's video and I hope this inspires you and empowers you to ditch these customers. And remember that your customers need to fit in your ideal box of how you do business. And if they are, it will help you smash your income goal and give every customer an amazing experience. Now, if you might be looking for a sales system to help you bring this all to life, then look no further. You're in the right place. If you like these videos, you're going to love my full sales system and you can see for yourself why thousands of people are using it both in store, in retail across the United States, in every state of the U.S. canada, Australia, even Sweden, by some of the largest roofing companies and even portfolios of roofing companies. And why Owens Corning has selected me as one of their sales training partners. Click the link in the description right now to get a demo so you can see and decide for yourself. Or you can text the word demo D e m o to 303-222-7133. If you, my friend, are looking for more brain candy and you say, hey, I want this and I want a little more and I want a little taste, jump in my free training center right now. There's no catch. You can click right here or hang with me here on YouTube. They think you're really going to love this video and I'll see you on the next one.