Small Things can Lead To Big Sales
I hope this finds you well. In this issue of the Residential Metal Roofing Executive Report, I want to share a few small things that you can do during the in-home sales process to help you win more work for your company. First, though, I want to share two upcoming educational opportunities:
- On Thursday, May 16 at 11:00 am Eastern, we will hold another “Let’s Be Frank” conference call with Frank Farmer, president of American Metal Roofs and Metal Roofing Consultants. These calls are invaluable in terms of wisdom, insight, and ideas from a proven industry leader. In this week’s call, Frank will discuss how to ask questions and listen to your prospect so that they tell you how to sell them! Selling is about meeting needs and serving your customer, not forcing something onto them. Frank will share specific strategies for doing that. This call, too, we will try something new with an optional online component. To participate in the call, please join us online at the following link:Join Zoom Meeting: https://zoom.us/j/443499953You may also dial in by phone at 1-720-707 2699 and use the Meeting ID # 443 499 953
- Next, we will hold our Mid-Year Training in Ohio June 17-18, with optional installation training overview on June 19. This event covers residential metal roofing product knowledge as well as the in-home sales process. It also provides many ideas on lead generation and marketing as well as other areas of a successful business. Learn more and register for this FREE event at Mid-Year Training. If you’d like a refresher on in-home selling, as well as to learn some new ideas, or if you’re trying to figure out whether residential metal roofing is something you want to add to your business, this event is a “must-attend” for you!
So, let’s look at a few small things you can do in your in-home sales presentations to garner more deals!
I know it sounds silly to have to say this, but I see so many salespeople talking over their prospect. You can still guide the conversation while being polite and listening! Professional sales is about serving needs. You can’t meet your prospect’s needs if you do not know them!
Keep a notepad with you to write down what they tell you. It shows that you’re paying attention to specific needs rather than offering them a “one size fits all” solution.
I have had many salespeople over the years tell me that things really changed in their career when they began to sell for the benefit of their customer, not for their own paycheck. This involves caring about your customer and delivering value.
At their core, people want to help people they like. And they’re more likely to like you if you smile at them and get them to smile. So, SMILE AWAY! Get them to like you, and they will want to help you by buying from you.
Nodding affirmatively as you look at your company’s product offering will help the customer feel good about it. Statements like “Isn’t that beautiful?” and “This will look great on your home” as you provide a genuine smile and give a nod of affirmation will stir your prospect’s emotions.
MAKE A COMMITMENT
Providing your customer with a nicely printed Commitment Letter stating precisely what they can expect from you if you have earned their business, is something that will set you apart from all other salespeople. Sign the pre-printed letter in front of them with a nice company logo pen that you then give to them as a gift. This simple step will immediately increase your closing percentage.
Get your prospect to make min-commitments that they want the various benefits offered by your product and service. Get them in the habit of saying “yes”. This practice not only sets the stage for a sale, but it also gives you several things to re-visit later to affirm the value offered by your company.
I hope these simple tips help you out – be sure to try a couple of them today! Thanks so much for being a faithful reader. Please contact me at 1-800-543-8938 ext. 201 whenever I can be of help.
Todd Miller has spent his entire career in the metal building products manufacturing industry. He is president of Isaiah Industries, an organization recognized as one of the world’s leading metal roofing manufacturers. Todd is currently Vice President of the MRA (Metal Roofing Association) and a Past Chair of MCA (Metal Construction Association). Through his website, he strives to raise the bar on standards and practices to provide property owners with the best possible products for successful roofing projects.
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