How SumoQuote Doubles Roof Sales with Pro Hero & Comparison Pages

Sumoquote is a tool that allows you to have what we call the introduction to the owner page, the compare contractor page, hero pages, price descriptions and color swatches. Now, when it comes to Sumoquote, we have sold a lot of them. I think we're probably getting close to 300 sumo quotes at this point. We've built a ton of these things for people. I don't know how many people you need to hear from to trust that using a sales presentation is going to help your business if it's three people or ten or a hundred. Point is, is that we used to sell a version of our sumoqo build where we guaranteed that you would double your close rate, double your sales. Sneaky trick. The one of the things that qualified you for that guarantee was also that you annotated 70% of your photos. Like to qualify for that guarantee. When I tell you that annotating 70% of your photos matters, it matters. But there's certain milestones that you're taking your customer through in your presentation. So in roofing, what that looks like is the introduction from the owner page. With the introduction from the owner page, you're telling getting people to fall in love with you, the company story, the company, the mission, the vision. It's the one thing that is absolutely unique about your roofing company is the introduction from the owner page the story of the roofing company. Everything else is gradually more capable for another roofer to do. And if you just blast over this page, everything else is going to sound like this. And the customers, when you try and just tell them you're the best, they're going to go great. So what? How can you prove it? Last sales guy said he was the best too. I'm pretty sure the guy I got coming here after you is going to say he's the best as well. So we have this page which is compare contractor page. And there's tactical and subliminal reasons this works. Tactically we do a process called value extraction where we understand what your roofing company does that is somewhat unique. The things that might not be done by every roofing company out there, we list those. And so these are some ways for you to attach to the hot buttons or concerns of a customer. The subliminal is that it's a headline, a list of things, colored check boxes. So it says this is what you have. And then some kind of more dulled down version of what other companies do. And then some trust badges along the bottom. Like we have directory in the Houston area roofing contractors and Texas Contractor, user, social, prayer. We list those. And so these are some ways for you to attach to the hot buttons or concerns of a customer. The subliminal is that it's a headline, a list of things, colored check boxes. So it says this is what you're taking your customer through in your presentation. So on roofing, what that looks like is the introduction from the owner page. With the introduction from the owner page, you're telling getting people to fall in love with you, the company story, the mission, the vision. It's the one thing that is absolutely unique about your roofing company is the introduction from the owner page, the story of the roofing company. Everything else is gradually more capable for another roofer to do. And if you just blast over this page, everything else is going to sound like this. And the customers, when you try to tell them you're the best, they're going to go great. So what, how can you prove it? Last sales guy said he was the best too. I'm pretty sure the guy got coming here after you is going to say he's the best as well. So we have this page which is the compare contractor page. And there's tactical and subliminal reasons this works. Tactically. We do a process called value extraction where we understand what your roofing company does that is somewhat unique. The things that might not be done by every roofing company out there, we list those. And so these are some ways for you to attach to the hot buttons or concerns of a customer. The subliminal is that it's a headline, a list of things, colored check boxes. So it says this is what you have and then some kind of more dulled down version of what other companies do. And then some trust badges along the bottom. Like we have directory in the Houston area roofing contractors and Texas contractor. These are social proof badges. This is very similar to a landing page on a website. If you go to companycam they're gonna have something like this. You can buy the basic package, you can have the professional package, and you can have the enterprise package and there'll be like three packages with more stuff. And you want customers to say, oh, look at all this stuff we get for our money. And this is how we build value in excessive price. Nobody's charging their customers to use CompanyCam yet. CompanyCam has hundreds of thousands of users. Almost everybody is using some kind of photo documentation tool which like company GAM, has 80% market share in the job site construction photo business and yet nobody's talking about it in their sales process. You're Doing it for free. Yes, just like that. Free pictures sent to you. So when you're using CompanyCam, this becomes like your visual work order. Right. When you're documenting the site conditions, you're giving a customer visual work order that you're going to be giving to your crews. You're documenting the situation, you're taking photos of the job site that the customer gets gets pictures of you. Using companycam is value in excessive price. You have to have hero pages to talk about it. So you're going to get hero pages in your sumo quote to talk about value in excess of the price that you're paying in your proposals. You can create value in excessive price. Again, when sumoquote came out back then, I don't know how long everybody here has been in the roofing industry, but a roof quote used to just be a templated Google Doc or Microsoft Word document. And it said, remove asphalt shingles to deck. Inspect deck plywood, $4 a square foot, cover roof in underlayment, install new asphalt shing to manufacturer specifications, replace all vents and penetrations, remove all debris and dispose. $17,000. And everybody's quote literally had the exact same words on it. That's how we used to quote roofs back in the day, to be like an old man. And so when Sumoqua came out, that was a lot of the power, was that you could first of all show the components that the customer was getting and you could demonstrate the value of each component, the importance of each component. Now, you don't have to show the quantity and the prices. You can. It doesn't hurt you as much as you think, especially in a retail environment, but you can this. If you've ever had that objection from a customer where you're like, oh, it's 17,000. They're like, oh, another guy's doing the same thing for 15. Because I implemented this process in my business and then I just basically got paid to fly around and implement it in other roofing company businesses. That was essentially how this company, rvp was born. The reason we do it this way was because you could go to a customer and say, oh, well, I don't need to see their quote. I understand why you might want to hold your cards close to your chest, but I just want to help you.