These Deceptive Sales Pitches Must Be STOPPED

This video is emotionally charged because I cannot stand this sales practice. It is one of the most fatal flaws that I see widespread in the roofing industry. The fatal flaw of white lies and over embellishing things for the sole purpose of telling customers what you think they want to hear to make it easier for you to sign deals. Now, this over embellishment white lie tactic comes across in a variety of ways which I'm going to be spelling out in today's video. And so many people who otherwise you'd think were good folks are using these deceptive practices that I find truly immoral, unethical and poisoning the reputation of our entire industry. When you search on Google the words roofer news, you're going to see articles of deaths, scams, contractors running off with checks, contractors getting arrested. Nothing positive in there. Beware of roofers. That's the mass media messaging saying that all of us are in the same camp of scumbag con artists. And to add insult to injury, homeowners are wising up to this. You see this on comments on some of my videos, specifically one video called Rejection at the Door, and I'll put a link to that one. But if you it's up here in the corner. When you look through the comments section, you'll see a lot of angry homeowners making comments in that video about some of these tactics like misrepresenting people over embellishing, making up fake names, all of that stuff. So in this video I want to identify what this fatal flaw is of over embellishment and innocent white lie and why no one should do it. And if you see anyone on your team doing it, we got to squash it right away. If you keep doing these things, they will come back to bite you, I promise you. Now if they do come back to bite you, here's what's going to happen. One, you're going to get a canceled contract. Two, you're going to have an angry homeowner who's going to blast negativity about you everywhere they possibly can on the Internet, including reviews you cannot delete. Three, they're going to post in the local Facebook community groups warning other people about you. And number four, if it comes up when you're in the middle of a process, it will lose you deals. But those are all consequences that in my opinion shouldn't even be factored in because at the end of the day, the reason you should not be doing this is, is because it is immoral and unethical. Fair enough. Now let's get to it before we do a quick welcome or welcome back. My name is Adam Densman, the Roof Strategist and this video is a little different than the ones I normally do because I feel called to call out what I view as toxic behavior that's poisoning our industry. So if you're someone who prides yourself on delivering a five star customer experience, serving with honor and integrity, providing an education based experience for homeowners and helping guide them to choose you, then I hope you really like what's available here on my channel and in our podcast and most importantly inside our training center. And if you want to get a taste of that, you can get in the free training center and get access to my pitch like a pro Roofing Sales Training Video Library Roof clamps crash course 10 closing techniques for Every Situation, my recommended reading list and even a wait list to get a free copy of my brand new book that'll be coming out very soon called the Roofing Sales Survival Guide. There's a link in the description or you can text the word free to 303-222-7133. That's the word free 303-222-7133. Alright by the way, if you have any program questions, you can text that number as well. Now let's get to it. This fatal flaw of intentional misdirection of information for the purpose of this white lie to make customers feel good. Now all these stories I'm going to be sharing with you are people that I have talked to personally. These are stories that have come through email, phone calls or conversations after events. And what blows my mind is how people fess up to doing this almost with some sense of pride behind them. So let's rip the band aid off, get to it, identify these fatal flaws so you can sniff them out and squash all of this stuff. Fatal flaw number one Making up neighbors names. I see this happening at a wide spread level. I've even seen people teaching to do this. This one gentleman I interacted with and it made my skin crawl and my blood boil. He was telling me how he was hopping fences to get into gated communities, breaking and entering into private no trespassing areas. And he would show up at the house, knock on that door and say hey, the reason I'm stopping by. And he'd make up this fictitious name the so and so sent me over and he proudfully boasted it works. No one's ever caught it and it's allowed me to get in. And I know when he reached out he later said he he was wising up to this, and I realized there's probably a better way. I'm like, yeah, there is not lying. How's that being honest and truthful? How's that going up at a neighbor's house and implying that someone sent you when they don't exist? Imagine that happening to you. Imagine that you signed a contract for $25,000 roof with someone that you really liked, and then right after signing it, you find out that this neighbor that sent them over doesn't even exist. Can you imagine the feeling of being conned? Immediate distrust of that person. And again, it's just not right. So how do we go about doing this the right way? All you need to do is use real names of customers that you serve. And if you're brand new in a neighborhood and you haven't served anybody yet, you just knock on that door and say, hey, the reason I'm stopping by, I'm talking to folks on and you name their street that is truthful. You are there talking to folks on Lexington Lane on their street. Once you start having those conversations, use the real names of real people who you're actually helping. Skip the nonsense of making up garbage. All right, so that's fatal flaw number one is making up names to give you an in in the neighborhood. All right, Number two, over embellishment about company details. Guy comes up to me once. This was after a speaking event. Newer company, by the way, been in business for two years. I asked how things were going, and part of the conversation that came up in our training was obstacles that new companies face. There's a lot of distrust from homeowners when you don't have that longevity as a new company. It's one of the reasons that I did a video on overcoming the objection of you're too new, by the way, that's available in the objections playlist, and I have that inside our free training center as well. So hop on and take a look. Now, in that video, I talk about how to overcome those concerns. But at the end of the day, we just need to be truthful. Like, I can't even believe that I have to do a video talking about, you have to be honest. It blows my mind. But here's what happens. This guy says, I've been in business for two years. And then instantly he says with a smirk on his face. But I tell customers six because it makes him feel better. And I had to hold my tongue. And I was like, but you've only been in business for two years. Well, customers don't want to trust me and do business with me because they think it's too young. So I tell them, six, I know I'm going to do a good job. Again, this is the embellishment of what feels like an innocent white lie. Well, I know I'm a good company. They don't know that. So if I just tell them that I'm in business for six years, then they don't think that I'm going to disappear in a couple years because I know I won't. And I just wanted to feel comfortable. No, you're lying. Don't bring it up. And if you do need help, go watch the video on how to overcome that obstacle. Listen, this embellishment white lie stuff is just a band aid for people that don't know how, how to sell and have a sole purpose of manipulating other people to work with them by trying to say, well, what would they want to hear? And how do I give them that? So that was embellishment number two. Now, the third embellishment, the third white lie that I see happening is over embellishment on any other company details. We've done so many so and so many houses, we've been in business this long, these over embellishments. The Internet is a powerful place. It's not difficult to find information. And again, the fact that I even have to spell out the consequences of doing it and how you could get caught is ridiculous. What I wish I could have done, I just put up a video saying, hey, friends, just be honest and real. And that would make it really simple. So what I challenge you to do, if you've done any of this stuff, and I know that there are people out there that had poor guidance, poor instruction, were even trained to do this, started doing it out of desperation, which is one of the most common reasons that people use sleazy tactics is desperation and in needing the business. So instead of doing that, I encourage you to spend some time here on this channel. Go through the playlist inside the free training center where you can learn how to ace your pitch at the door. When you can learn how to overcome objections, when you can learn how to make yourself come across as familiar to the neighborhood because you genuinely are, and to learn ways to present and interact with customers on a true human level, to be of service. Because at the end of the day, the reason that I added that tagline and give every customer an amazing experience instead of smash your income goal is because in the very beginning I had that, that was my mission statement to help you and your team smash your income goal. But then I realized that people are willing to do about just about anything to win the business. Like coming across as sleazy and scammy and an innocent white lie. And what ends up happening is the homeowner is the victim there. So you smashed your income goal, but it was at the homeowner's expense. And that's why I've added and give every customer an amazing experience. Because those two need to work hand in hand for you to win the business, for you to feel good about yourself, for you to truly be of service, and for you to serve from a place of honor and true integrity. So agree or disagree? Drop a comment in the comment section below and share with me the worst stuff you've seen happening out there when it comes to over embellishment. Because I know homeowners talk to you about competitors and oftentimes it's the competitor who's in the house after your little BS spiel that are going to blow the whistle on you. So I want to hear from you. Drop a comment, let me know the nastiest stuff you've seen on the over embellishment innocent white lie tactics being used and hopefully this helps you and the team sell with even more honor and integrity and truthfulness and not trying to rely on manipulative lies to coerce people to work with you. Pretty simple concept. Remember, a rising tide lifts all boats together. We truly can unite to bring a sound reputation to the roofing industry and serve people in a way that they go through that experience. And this is how we do it, my friends. We do it one customer at a time. You win that customer, you serve them the best you possibly can, you educate them on their options, you earn their business and you do an amazing job. And that's how we rebuild this reputation. It's not from one little thing or one person. It's all of us doing right. And it should be quite simple. That's all I have for this video. Thanks for joining me and if you have any comments or questions, drop them in the comment section below. We do keep an eye on all of that and if you want to continue your journey with me, hop inside our free training center right here or jump right into this video and we'll see you on the next one.