Sales Question----roofing/window

davinci

had an estimate for a roof the other day. customer was very nice,like me and actually told me i was more informative than "the other guy". anyway, they said they want to do the roof in March,not next week and they will call me the end of February. should i have said,
1)"great,could i have a small deposit?
2) can i ask why you are waiting til March?
3)ok,i will call you the end of february.
opinions,thanks...

genecarp

You should tell them and note in your estimate that your estimate is only good for 30 days, if they want to wait you will have to requote, GMOD

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eXpatRioteX

I would guess they may be waiting for other estimates or a tax return.

HomeSealed

Genecarp has a good suggestion, basically I would mention all of the advantages of signing now in terms of pricing, scheduling (explain that right now you are already booking jobs for March), etc, and try to close the deal. Personally, if they are resistant then I back off and say "okay, we will follow up with you in a few weeks". I know there are a lot of guys who would really put the pressure on at that point, its just not my style.

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KevinD

Well said there's a time for urgency and there's a time to back off. Allot of young inexperienced salesman lose allot of jobs because your trained to 1 time close. Just follow-up is the best

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fakie99

kevin's got it. i can always tell an inexperienced salesperson by how old school their pressuring techniques are....

that said, there's nothing wrong with saying "sounds great, looking forward to working with you. we can secure a spot in the schedule now with a deposit or i can follow up with again at the end of feb and we can see what's available.

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JMeloche
Treasured Earth Landscaping
www.treasured-earth.com

Framer53

The main question is if they are really going to wait until March, why did they have tyou out for an estimate now??

I believe you have just met an objection and need to explore and find out the real reason why you can't do business today. This my friend is a putoff, most likely and you really need to reexplain you product and company. In other words, go back over what you covered and ask questions when doing this.

I have never had a putoff sign with me. If that is truly the objection, which I can almost 100% guarentee is not, you may or may not get a call.

Good luck, Dave

BamBamm5144

I agree with Framer. Why did the want the estimate now if they arent able to afford the work until March? Doesn't make sense and usually means they are going to go with someone else. Our proposals clearly state that due to price changes, the estimate is only valid for 30 days.

If it were me, I would have told them I have no use in giving you this estimate today due to that reason and please contact me in March.

That simple.

red_cedar

Chances are they will go with you. Just follow up like someone else mentioned.

Couldnt have hurt to mention about your scheduling and may not be able to accomdate them immeditly, later on. Or it generaly works best when we 'formalize things'
Maybe its the non salesmanship in me but I dont like potential customers to feel pressured by me.

davinci

i should have mentioned that i got the lead through canvassing; we basically contacted them.

Framer53

Makes no difference where the lead comes from. The "objection" is one you haven't overcome. They may of may not wait until March. Chances are, the next person will sell them if their price is close to yours.

You need a better selling system.

Roofman20033

I would have asked for a deposit. Told them that by putting down a deposit i can lock in their pricing and eliminating any price increases the shingle companies may add.
The worst thing they can say is no!
You look like they good guy because you are trying to save them money!
You can't get what you don't ask for!

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Whitmore Lake roofers,Ann Arbor roofers,Michigan roofers www.callroofpros.com

Magic Hammer

I think I would have said great sign right here, I'll work you in the schedule for March and I'll get a deposit from you one week before we start.
If they didn't sign, try to find out why not, it's either you, the company, the product or the money.
If you find out how much they have already decided to spend ( may not be realistic) before you give your proposal, then maybe you can justify the difference.

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Skye Builders, inc.
Decks,Sunrooms,Windows and Siding
www.skyebuilders.com

Bill Z

It's not what you should have said after they gave you the stall, it's what you should have said before you even gave them the price.

Magic Hammer

Good answer Bill Z!
Who's got the best presentation?
Power point or pages in book or whatever.

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Decks,Sunrooms,Windows and Siding
www.skyebuilders.com

buddy110

Yep

Yep Yep

Nope


I would have chosen option one and started writing uop the paperwork. If they were sincere they would've signed. If not they would have hit the brakes and stopped you from writing it up. At that point you have to ferret out the objection and close again

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Vinyl replacement windows New York, Fiberglass replacement windows New York, Fiberglass siding New York, Residential roofing New York

Roofman20033

I personally use a pitch book, plus the Roofers Briefcase and Chimney demo.
I call it my "Shock and Awe Presentation!"
No one around here is doing such a thorough, informative presentation!
Must be why i sell so many lifetime roofs!

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Whitmore Lake roofers,Ann Arbor roofers,Michigan roofers www.callroofpros.com

red_cedar

Keep us posted on how it turns out. Often times there is "no kissing on the first date" so to speak.

Many times have had put offs call. Happens all the time.

On the other hand though, meeting objections, increases the likely hood of a result one way or the other. They will either get turned off or sign.

welterweight

"let me ask you a question. you said you recieved another estimate and our pricing was basically the same but I was more informative? most reputable contractors cluster around the same price points,some a bit higher than others due to overhead but contractors that do QUALITY WORK are usually in the same ball park. that being said,you seem to feel comfortable with me/company and i am giving you references,give me a good faith deposit ($250 ),i'll put you in the books for March and hold the pricing I just gave you. I think thats fair to both of us."
you can then add; " my job is to do high quality roofing jobs that are done correctly and I'm confident you'll be happy with our work".
even if they liked you,liked the company,and actually believe they will call in a few weeks,they usually don't and go with the next guy. close the first time or at least try to.

welterweight

i forgot to give you my "grand slam close". at least it works for me,i am going to give you the close i just gave but add my "grand slam". you guys can laugh but it works. play close attention to the last sentence.
"let me ask you a question. you said you recieved another estimate and our pricing was basically the same but I was more informative? most reputable contractors cluster around the same price points,some a bit higher than others due to overhead but contractors that do QUALITY WORK are usually in the same ball park. that being said,you seem to feel comfortable with me/company and i am giving you references,give me a good faith deposit ($250 ),i'll put you in the books for March and hold the pricing I just gave you. I think thats fair to both of us" then stick out your hand for a hand shake,when he shakes your hand look at him straight in the eye and say,"we have a deal".