Adam Bensman (the 'roof strategist') presents a YouTube session in a 30-day sales challenge about converting doorstep rejections into roofing sales leads. He emphasizes taking control of the sale by capturing contact information even after an initial refusal, using a specific phrasing ("Do you have any objection if I take your name and number for a friendly follow up?"), pairing language with body language (folio, pen, step in), qualifying a best call-back time, and following up via phone, text, or email. The video covers top-of-funnel capture tactics, middle-of-funnel scripted friendly follow-ups that reference previous objections and notes, and promises future content on bottom-of-funnel referrals.
Chapters
Adam here, the roof strategist. We are continuing the 30 day sales challenge with acing your follow up. Now, I'm going to give you a handful of strategies right now because here's what's happening as you've made your commitment on the 30 day sales challenge. And if you're joining in late, start on video one and join the 30 day sales challenge. Here's what's going on for you. I guarantee it. You're out there, you're knocking doors, you're following the system, and you're filling the top of your pipeline. In sales, we call it the top of the funnel, right? So that's everybody you're making contact with. Every door you knock, every letter you hang, every you mail, everyone you call and talk to. This is the top of the funnel. This is like, boom, I'm out there, I'm at him. I'm the rooster. I'm helping these people out. Then we have the middle of the funnel people. These are the folks that you've already engaged with somehow. Now, they haven't turned into an appointment. They're a pitch at a door that didn't turn into anything yet. And then you have the bottom of the funnel. These are your customers. These are people that have become customers that will lead to referrals. I want to give you tactics on how to maximize this because this is what goes wrong. Sales guys reach out to me all the time and say, adam, I was out doing your thing, talked to that person, I hung the door hanger, I'm doing the script. I've touched all these people, but the leads aren't coming in. So you need an opportunity on the top of the funnel. These people you're talking with on how to grab their information and take control of the sale. Let me ask you this, and I want you to comment yes or no in the box. Do you ever get this? Objection. You know, why don't you just leave your information and we'll call you if we're interested. Have you heard that one? It is the most common rejection. Now, newsflash. When you're a new salesperson, I have the same thing. Be like, yeah, I got a lead. So I give my card and I leave. And I'm like, I'm gonna make a sale, right? And I get super excited about it, but no one ever calls. I'm like, sitting at home like, I left like 10 business cards out. Guess what? Your business card is useless. Sorry to tell you that, but it is okay. So what you need to do is say, you know what I'm so sorry, I just ran out of business cards. Do you have any objection if I take your name and number for a friendly follow up? Because if they just said they'll call you if they're interested. Remember I said that before. Do you have any object? They're wired to say a no. When you hear that no, it's a yes. You'll also notice I keep my folio and my pen handy. I step towards them so you're my viewing angle, right? Do you have any objection if I take your name and number for a friendly follow up? I get ready. I don't look at them, I look at my paper. I let that silence. By the way, guys, this can get awkward. Get comfortable. Settle into the silence. The longer you're quiet, the more they're going to feel obligated to talk. Then what happens is they say, you know, that's fine. So I say, okay, I've got your address here and your name. And you get their name and what's the best phone number to reach you at? Peggy. Okay, Peggy. And Peggy, just so I don't bother you during dinner, putting the kids down, when's a good time for me to give you a buzz? And they say, okay, two or three o' clock say great. So I write it down. Now guess what? Instead of that BS objection, here's my business card. Or give me your business card. We'll call you if we're interested. Blade your stance. Do you have any objection if I take your name and number for a friendly follow up? Okay, I've got your address as. Cause you've already written it down on the way up. And your name again. I'm sorry, I didn't catch it. Peggy. And your phone number. Great. When's a good time for me to call you? By the way, Always qualify as a friendly follow up. When is a good time for me to give you a friendly follow up? Now the reason I say friendly follow up is when I call. Which by the way, this entire follow up sequence, the call scripts, the text scripts, the email scripts, it's all inside my roofing sales accelerator marketing pack. They're turnkey. Literally copy paste. Use them verbatim. But that way when you call, you say, hey Peggy, it's Mike here with Rufpro's whatever the name is. And this is just a friendly follow up from when I was at your door last Tuesday. Wanted to see if he had an opportunity to chat with your husband, get the insurance out, whatever the objection was that they had on the process. Then you can close with. When would be a good time for me to swing by, do that inspection, take those pictures and show them to you. So when you do it this way, all of a sudden you're taking control of the sale. You're taking an opportunity where you got rejected and turned it into an opportunity. Now I remember a whole. I had like three sales in this one fringe area neighborhood. I was working it. It was all stay at home moms, okay? Now if you're a salesperson, you've heard, oh, it's a one legger bullshit, okay? If you hear sales guys say, oh, I had a one legger guys, I cannot tell you how many deals I closed on a one legger. All I had to do was earn the trust of the stay at home mom or the stay at home dad, educate them on the process, get them bought in and liking me. Then all they do is talk with their husband or their wife. I have the information to follow up. I get the appointment set. I sold countless deals on that way. I had a woman in Sun Prairie, Wisconsin who freaking loved me. We sat on her front deck, I'd stop by in the neighborhood, she sent me referrals left and right. I'd just acknowledge her if she was out. I ended up working with her. Her husband loved me. It was a slam dunk deal. I got like seven or eight jobs in a one block perimeter. And it's all about taking control. So if you're doing this fly by night thing, the one and done thing, you gotta challenge yourself. You gotta use these tricks to get their contact. If you have contact information, you can follow up. I sucked at sales at first. If you grab that information out of the gate, do you have any objection if I take your name and number? It is a combination of a kick ass proven formula. I've gone door to door, by the way, with canvassing teams and roof sales guys across the country teaching them this. And they'll say, adam, it didn't work. And I was there shadowing by the way. And I said, let's talk when we get back to the truck. So we get in the truck and I said, dude, what you did is you stepped towards them and you said, do you have any objection if I take your name and number? You're abrasive as hell, man. Tone it down a notch. So I walked them through what they needed to do and I said, okay, all right man, here's what we're going to do. We're going to take a breath, alright? We're going to have your folio Handy. We're going to say, no problem. We're going to just be calm. We're going to say, no problem. Here's my. You know, I'm sorry, I don't have any cards. Do you have any objection if I take your name and number for a friendly follow up? Now I have your addresses, blah, blah, blah. And you know, I apologize. What was your name? We didn't get it before. Okay, we wrote it down. So it is an art. It's not just, oh, I learned this formula and I'm going to do it like a robot. It just doesn't work that way. You got to be human. Okay? But it's a combination of the right language and the right body language. Words, body language. All right, you've got this. So that's how you capture the leads. You stay in control of the sale. Use a follow up text. By the way, homeowners that don't answer the phone, text them. Always try texting. I have closed deals on text. I've communicated with people on text and make it easy. You'll see in my own system, I. Guys, I share everything on this channel. There's a few little secrets that I keep for my roofing sales accelerator marketing pack. Okay, and inside that you're going to see a couple of tactics I use to get a quick yes or no to scrub people on whether or not I can follow up without taking the coward way out. So follow up by taking control of the sale on those loose deals and throw the notion, the idea out of these one leggers. It's B.S. okay, so that's how you get control of the sale. The information on the front end for your top of funnel. Now you've got your follow up in the middle of the funnel. These are the people you've spoken with already. Always say when you reach out, this is just a friendly follow up to see if. And then you plug in what the objection was. What did you talk with them about? That's why it's so important to take notes on your sales conversation. Maybe it was, we're going out of town. We'll be back next week. Hey, just a friendly follow up. Want to see if you had a chance to revisit this after your vacation. By the way, how did it go out at the Lake of the Ozarks, wherever they went, right? If you take notes, guys, all you're doing is just being a good person. You're having fun with people. You're making sales fun. Make it totally relevant to what you talked about last time they went on vacation. Did you talk with your husband? I know you wanted to wait till the adjuster was out. I believe that was last week. How'd it go? And again, friendly follow up. People don't want to be like hey it's Adam with the roof sales guy. I just want to see are we doing this roof thing or not. And that's what you'll hear from all these stupid sales training programs. I get so worked up about it because it's like so abrasive. Just be a human guys. Sales is about having a conversation. So that's your middle of the funnel. All right, bottom of funnels, referrals. We're going to get to that one in the next time. Any comments you have, drop them below. Join me on the lives. Grab the roofing sales accelerator marketing pack. Let's get that 30 day challenge into a reality. I want to see you rolling in that money. Thanks guys.
