Adam Bensman shows roofing salespeople how to re-engage leads who stop responding by switching to text and Facebook Messenger, which have 96% open rates versus 40-60% for email. Set expectations after meetings about when you'll follow up, then send short personalized messages with questions that reference your last conversation. One company booked 10 extra jobs from 40 leads using this approach.
Questions this video answers
December 24, 2019
About 96% open rate for text messages (vs. ~40–60% for email).
A company generated 40 leads on their first front-end push and, after a simple follow-up campaign, booked another ~10 leads.
Chapters
Hey guys, Adam here. The roof shredders. Welcome to my new office. Today we are going to talk about one of my favorite cutting edge sales tactics to help you when you get iced by a homeowner. You're following up via email and phone call and you're not getting any response. Today we are talking about using text messages and Facebook messenger to close those roofing sales. So I want you to think about something for a second. How many times do you get an email that you just see who it's from? You're like, you delete it or archive it or maybe you just open it up, just delete it or archive it happen to you, right? Chances are your homeowner is doing the same thing because they're maybe communicating with you and three other roofers and they're all icing them. They picked someone, they're sick of the chaos or maybe they just want to backburner the whole thing. Well, it's up to you to deliver quality service and make contacts. You can close those sales. Text message and Facebook messenger are the two hottest things right now in sales and marketing. Now when you send a text, it's going to pop up. That little notification right there on their home screen that is nagging them to answer will have a much higher open rate. Statistically about a 96% open rate of a text message versus 40 to 60% on an email. It is gold. So what about Facebook? When you're at your home office, pop onto Facebook and you can friend or send a friend request to the prospects that you have to connect with them personally. Now if you do this, make sure that your Facebook page isn't covered with pictures of you like hitting a beer bong off a three story house or at a strip club. Things that roofers may do in their free time that we may not want our customers to see. So make sure your page is set up appropriately. Now let's talk about Facebook Messenger. You want to be able to communicate with people in a way that's not nagging. So don't use these tools simply to say, ready to move forward? You ready to move forward? Now, I've had sales guys contact me on email. They're on the list. They're getting my emails. By the way, you can join my email list through the 30 day sales challenge. There's a link in the description for download my ebook or just shoot me an email. Adamstrategist.com I'll make sure you're added to there so I can answer your questions. You can send me video ideas and feedback and you'll see alerts and new videos and new products as they come out. So I had a couple guys respond saying, adam, I've been trying to follow up via text message and it didn't work. And they send me the text message screenshots. I'm like, man, you are being really pushy. And I did a video not long ago on how hard is too hard. Right. Hard sales versus conversational sales. So your job is to use text message and Facebook messenger to start a conversation. I'm going to give you those tips right now. So when you finish any sales conversation, it is your job to set the expectation of what's going to happen next. Let's say it's dropping off a sample board or following up after they talk with their spouse. Hey Sandy, thanks so much for meeting with me today. I'm really looking forward to taking the next steps with you. Here's what you can expect from me moving forward. I understand that you wanted to speak with your husband when he's home. You told me he'll be back this evening and we have an appointment tomorrow. So I'll call you at 2 o' clock tomorrow. Sound good? Great. So I'm going to call you at 2 o' clock tomorrow. That way we can answer any questions that come up after you speak with your husband. Does that sound fair? Yes. And then we get the agreement. So you notice I acknowledge what their objection or question was. I set the expectation of what was going to happen next and I had an appointment set, so to speak. Whether that appointment is a phone call or a follow up, I want them to know when they're going to hear from me next. So now we're stuck in the loop. We are in their voicemail, we're in their email. No one's responding. So we need to reach out with a relevant message first. Try texting. Everybody texts. How many of your friends you actually talk on the phone with? Chances are not a whole lot. Everybody does things via text these days. So pop that phone up and say, hey, it's Adam with the roof strategist and last time I was at your house you mentioned wanting to chat with your husband. On Thursday, it's just a friendly follow up. Did you have any questions after you chatted with him? Question mark. That way it's a question. We're starting a dialogue again. We're back to the conversational sales, not hard sales. So we're not just nagging. Did you make a decision yet? Did we make a decision yet? We're bringing up A specific topic that came up in our conversation, we're sending it a text message. It's gold. You're going to get replies. Plus there's read receipts, all that good stuff. Now Facebook messenger, when you use Facebook, you can send a message whether you connect with them or not. Do the same thing. Now Facebook messengers are gold because they ding really loud and that little bubble icon shows up on your home screen like and it stays right there with your picture. The number one for an unread message. And it's a great tool to get in touch with someone. Again, make sure it's conversational. You don't want to do these two pushies. Two pushies. Two pushies. Alright, so here's your takeaway. Next time you need to follow up with someone, you can use my scripts. By the way, I have follow up scripts, both email and SMS in my roofing sales accelerator marketing pack. The money is in the follow up guys. By the way, side note, speaking of the money in the follow up, I just worked with a company who generated 40 leads on their first front end push and they booked some appointments out of that. They did one very simple follow up campaign and books another 10 leads out of that. Okay, okay. So when we look at the follow up, you will take all the low hanging fruit up top on your first effort. But the real harvest is all that little stuff you pick up on the, on the, on the back end because you already did the work for the initial harvest, right? So it's like the stuff you might have missed or picked over, you're really going through to mine those golden nuggets. So don't forget to follow up. So inside my roofing sales accelerator pack, whether you use it or use your own, you will find follow up scripts. The scripts that are in there for text message, you can use those in Facebook messenger as well. So I want you to leave with two new tools. I want you to go into your book of business right now. Look through all those leads that are open that you haven't been able to connect with. Maybe they said they needed a few months or they iced you. Try reaching out via messenger and text message and bring up your last touch point. So say. Hey. Hey Sam. I know we haven't talked in a while. This is Adam. We talked three months ago. I was at your house. By the way, great boat. Hope you had fun out on Lake Mendota last weekend. Just wanted to follow up, see if you had a chance to get your roof taken care of yet or not. Question mark. So engage those leads I guarantee you you're going to mine new opportunities out of that existing book of business that you have using these two new tools. So here's what's next. Drop any comments or questions about using messenger or text message and your own success. Share those stories with me. Drop them in the comments below, click like and subscribe to the channel. I've got new videos coming out every Tuesday 7am Mountain time and some really great stuff in store. But here's the big ask I'm going to have for you and it's going to help you out. If you have any video suggestions on topics, objections, questions that you have, send them to me. You can either put them in the comments or email me@adamaroofstrategist.com so not the roofstragest adamfstrategist.com we'll see you on the next time on the next video. And in the meanwhile check out my Roofing Sales Accelerator Marketing pack. There's a link in the video description. Got my follow up templates inside. Waiting for you to use immediately. Thanks guys. We'll see you in the next one.
