Subtle Body Language "Tricks" for Door to Door Roofing Sales

Hey guys, Adam here, the roof strategist. Today we are talking about body language tricks for door to door roofing sales. Now, before we jump in, I want you to know exactly what's coming. You're going to walk away with this video with a couple of different techniques that are incredibly subtle on how to use your eyes and your body to drive more conversations. Get homeowners to come out of the door to talk with you and to make the entire conversation easier when you start asking for things like referrals or things like that. Alright, let's begin. Let's start with a story. You've been driving down the highway, middle of the day, there shouldn't be any traffic. All of a sudden it is dead stop. Why? Because there's an accident on the other side of the highway. But this side is clear. They call it rubbernecking, right? Someone looks over there and what do you do? You look also, even off camera, you're looking at me. You're like, what the hell is that guy looking at? We get curious on where eyes go. It is a natural process for humans and animals to observe each other and respond because it's a matter of our safety and it is a peak of curiosity. If I go like that or damn, you know, like that. You're like, oh snap, I missed that one. Everybody does it. And these little tricks you can use, not manipulatively, by the way, nothing else. This is about using them in a way to start authentic conversations. Guys, you don't want to be using this stuff for evil. So please, just so that's out of the way. Now I want to get into how I use these little tricks. One is to get homeowners to come out of the house. We've all had it. You knock on the door and then all of a sudden they're like, hello, we're not interested, right? And they close the door. We don't want that. We want to be able to have an easy conversation with someone. I don't bite, right? So here's a couple of tricks that you can use. One is using your eyes to look up at the roof with a body language and a step back. Let's say you're stopping by because you noticed something, right? We've all done it. Makes door knocking so much easier. Like, hey, I see a shingles been blown off. So many people in sales, door to door, they'll be like, oh, hey, Mr. Homeowner, I stopped by because I saw a shingle was blown off on your roof. They're like, I don't know about it, but if it changed to, hey, Mr. Homeowner, whatever it is, you know, I was just in the neighborhood, just finished roofing Peggy's house, and I noticed something. I was looking up at your roof right here on the slope, and it looks like there's a shingle blown off. Have you seen this? So all of a sudden, what do you think they're going to do? You think they're going to stand there and be like, what are you talking about? And they're going to walk out of the house or at least be curious to further the discussion. If nothing else, it's going to buy you more time for a couple of reasons. One, the homeowner is going to be curious, right? They're going to say, what is he looking at? Or he paid close attention or I want to see it. So the body language cues, there's three of them. Okay. First of all was I stepped back, I was creating space, I was inviting, and I was keeping the conversation going because you know how sometimes the porch overhangs there, you can't even see the roof. So I'm stepping back. So that's one. Number two is looking right, and number three is pointing. So, hey, I noticed that you're whatever it is. So again, it might be noticing that there was damage that you saw. You saw that it was clear on the roof. Vents were, you know, totally hammered. But either way, there's a reason to point. It can be pointing out damage, pointing out a missing shingle, pointing out, hey, I noticed he had some older shingles up there. Looks like a three tab roofing that I don't know. I guess, what, 15, 20 years old. So again, you're using that body language to break some barriers. It doesn't feel as confrontational like you're sitting here talking to the homeowner in their face when you're at the door. It creates space and invites people out. So these tricks not play. They work with the human mind. Makes someone curious. It makes them want to learn more. And what I found, I sucked at sales when I got into this, guys, and I did well because I connected with people on a personal level. And I'll never forget one of my favorite customers. I literally on their front stoop, I took a seat and she sat down right next to me. And we were beautiful. Summer day. We're looking out at the neighborhood and we just had a conversation shoulder to shoulder. And she ended up giving me a ton of referrals. I did her neighbors on both sides. The one in the backyard, the One in the side, another block down the way. It was so comfortable. Plus I enjoyed it more. So I want to leave you with this idea that when you go up to the door, have a reason to draw someone out. Try it. Try using your eyes, your body and pointing even down to breaking the ice. You know, I used to live in an area that was right near a lake and people had boats. When I knock on the door, I'd see a boat. There were four lakes. I'd ask which one they were going out on. Just start conversation. Oh, that's a sweet. I don't remember boat names anymore. You know, Four Winds, whatever it is, right? Sweet Four Winds. Hey, are you fisher? Sportboarder. I was just out on Lake Minota yesterday. There's the lake in Madison where I used to live. Anyway, so that tactic really helps a lot because now all of a sudden they don't feel like they're being sold. It's just starting a conversation. So that's first body language trick that I want to leave you with to help you have easier conversation at the door. By the way, I go over this in my three Tricks to Get to the Kitchen Table ebook. Download the e book for free. There's a link in the description. You're going to get 11 follow up email with little micro tactics to teach you some of these little body language tricks and other little hacks I've learned that make a really really big difference. Sometimes that small little change can help take your sales to the next level. Close more deals, get happier customers, get more referrals, make door knocking easier, whatever it is. So anyway, you can download that ebook down there if you'd like and it's free. So the other one is a body language trick when it comes to asking for information, asking for referrals. I did an entire video on this that you're welcome to watch. But I always keep a pen here and and there's a few different ways I'd like to use. One of my favorite sayings. Do you have any objection if I and then the question now the reason I phrase do you have any objection? Is think about this. I show up at your door and say hey, do you mind if I hop up on your roof? No. Right? Your knee jerk is no. But if I say do you have any objection if I grab my ladder, hop up on your roof, take a few pictures and show you what I find and I'll leave it at that. I'll show you what I find and we can talk next steps from there, you. You'll either know that you have no damage or your roof's in good shape or what your options are moving forward. Sound fair? Cool. So you'll notice even when talking to the camera, I am not sitting here bladed, straight up against you. Okay. I am blading my stance. This here is a boxing stance. Right. We're going to fight now. Very confrontational. But if I blade my stance a bit. Now, you don't want to blade and make it look like you're about to walk away, but it softens the conversation. Do you mind if I want to? Do you have any objection if I grab my ladder, hop up on your roof? So again, body language. Now back to the word objection. When you say the word, do you have any objection for them to agree? They say no. Right. So no actually means yes. They call it negative agreement. So I'll give you an example. Hi, Mr. Homeowner. I was just coming down from Michelle's house. Yep, down there again. See that? I'm looking, pointing at Michelle's house, if they know Michelle or not. You know, in this day and age, unless you're in more rural communities, most people don't know their neighbors anyway. So I was just down at Michelle's house a few doors down. We just finished up on our roof and I took some photos for her, showed her she was pretty surprised at what we found and educated her on the next steps. And we're waiting to see what happens with the insurance. So do you have any objection if I grab my ladder, hop up, give me a, I don't know, five, ten minutes, I'm going to take some photos and come down and show you. So do you have any objection? Oh, no, I have no objection. Hop on up. Right. So we're kind of playing into that natural tendency for someone to say no, but it actually means yes in this circumstance. So when you use this little trick, it. Again, when I say trick, I don't want any of these to be used in a manipulative way. This is just understanding the human connection and empowering yourself to connect with people. That brings down barriers and makes sales more conversational, more fun, and easier. Again, pointing. Cue up your body, create space, use your eyes, look different ways and don't get competitive. Remember, this is a boxing stance. We're going to fight. I'm on site one day out in the. Where was it? I think Virginia with a client training a team out there, flew out there, trained this team. We're going door knocking. I haven't gone door knocking personally in a long time. I was Doing a lot of teaching. So I'm like, oh shit, I got this team right breathing down my neck, I better perform. So luckily, first three doors, three inspections, it was great, like opening out of the gate. So then it was, they shadowed me. Now it was time for me to shadow the sales team and the canvassing team. So he goes out there and he goes, I'm going to try that trick, Adam told me. And he grabs his pen and he goes, by the way, he got rejected. So he goes, do you have any objection if I take your name and number for a friendly follow up? And she's like, yeah, I do. No. And then we're walking back the truck and his name was Cody. Different Cody than another Cody I mentioned. And he goes, adam, that doesn't work. I don't believe it. And I'm like, Cody, you basically had boxing gloves on. You got to blade your stance, soften your language, turn right. So all of these things go hand in hand. And then the next door, he got rejected. She says, hey, leave a business card, I'll call you if I'm interested. And he says, tell you what, do you have any objection if I just take your name and number for a friendly follow up in a few days? So again, he had his pen here. I always teach having your pen in there. It's just handy, I always have it. You got your clipboard or whatever it is, here's one, here's my. I do a lot of handwritten notes still. So I got my little clipboard and I say, hey, do you have any objection if I take your name and number for a friendly follow up in a few days? I just look down again, looking down at the paper and I'm waiting and all I'm doing is waiting. First to speak loses, right? The rule in sales and you'll more often than not get a yes. You can turn a no into an easy yes. By the way, I've closed deals that way people with the classic, oh, just give me your business card, I'll call you if I'm interested. That's just an easy way to say no. So take control, you know. You know what, I actually don't have business card. Do you have any objection if I take your name and number for filling follow up? Natural answer is no. And then they start giving it to you. So when they say no, you just wait. I've turned those nos into deals because of body language and that little trick of do you have any objection? Alright, any questions? Drop those questions in the comments below if you like. This video, please click thumbs up that tells me that you like it and I can make more videos just like this that are going to help you. You can also put video suggestions down in the comments. Now if you want to take a look at how I get to the kitchen table, you can download my free ebook and email course called 3 Tricks to get to the Kitchen Table. There's a link in the description below. There's also a link to my Marketing Battle Pack. It's a plug and play series of marketing material that you download, you plug in your information, you click print, you can start using the stuff immediately and all the information is on the next page. What's included, including a whole wall of testimonials so you can see what kind of results guys are having using this stuff. So that's all for now. Thanks for joining me. And hey sales teams, sales owners or excuse me, owners and salespeople share these videos. Pass it along with a colleague. I've gotten a few comments back that now these videos are streaming inside sales meetings and teams are jumping into the 30 day sales challenge. There's a link, it's free to join by the way in the description below. So thanks for joining me. And remember, use those body language tricks your eyes to look so their curiosity looks up your body language to create space and soften the sail. Remember to not keep your shoulders bladed up because this is a fighting stance. So just open up, be warm like you're walking down the street having a conversation with an old friend and again pointing because it piques people's curiosity to draw them out. Have fun with those sales, connect with authenticity, serve your clients and customers with heart care and you will win more business. Thanks for joining me guys. We'll see in the next one.