What’s Your Selling Niche?

J-Peffer

What works to sell your customers?
I’m young, 27 so some times I think that works against me. I do happen to have a nice smile, and am friendly so that works for me.
I key in a lot on quality materials, explain how ventilation works and why we use ridge vent with external baffles. I’m not specific, but I explain why a contractor might not run ridge vent “end to end”. I also promote that I’m on the job doing the work too, I’m not just paying someone else $9 an hour to do the work I sell.
What are your key sales points that tend to close the deals?

2ndGen

All great points. I started at 19 myself.

I would stress that they will always be dealing with the owner (you). They don't have to go through a secretary, salesman, foreman, etc...this will be your particular strength. Nothing wrong with those positions or companies that have that type of staffing, but the customers that will give you a shot instead of them will be those that want to have a personal relationship with you. Plus, it could be a justification for a lower price where they won't see quality being sacrificed.

Pictures and references. Walk with them. Keep them ready to show.

Don't ever sell on price. Don't ever compete on price. Just name your price and let them react to it. Gauge their reactions. Act on what you seem to draw out fo the reactions (example: smile...your price seems reasonable or unexpectedly lower because you beat them over the head with how great your quality is/smirk: they may not like the price...a little more selling is needed, begin to re-affirm the quality of your work to them/indifference: they haven't made up their mind to exclude you yet, work with that, that's an open door to ask them if they have any questions).

Don't compete with the competition if you do good work. Compete with yourself. Use them as a reference. Some of the lousiest roofers have the greatest "fronts" (fancy painted trucks, big shop, many employees) and some of the greatest are independants who work job to job.

Use those guys (whether big or small) that do good work as a positive reference, as a target to surpass. Don't see yourself as competitors, but as fellow tradesmen. Respect your competition.

I hope this helps.

My final word, stress your quality standards and make it easy for them to understand. If you explain it to them in a way that you can understand, this lends itself to them seeing themselves as being able to work with you.

Good luck.

__________________
"I've been up on the roof. I know what those guys go through.
My whole life has been about making that profession respectable."
Ken Hendricks
www.SolutionsRoofing.com

WarnerConstInc.

I have been selling my self to people latley on my ability to produce quality work in a finished house with no mess (thank you FESTOOL) That is something that everyone appreciates. Once you do enough things for a well established and trusted buisness or company in your area the phone wont quit rigning. I do a lot of work for a real estate company in my small town. They have 115 rental properties they manage, so imagine the work that comes from those. Not to mention last minute things a home inspector finds before the deal is sealed. I dont start those things untill I know the money is in escrow. Just do it right and do it well and sooner or later everyone will know who you are. I am only 28 and have been at this on my own since 21.
The sky is the limit if you are capable of it.

dougger222

I'm 28 as well and started roofing at 14, self employed at 19. Third generation owner operator sells the home owner on most jobs.

johnk

Like 2nd gen said pictures,references and a copy of your insurance and compo #.you should prepare little handouts with all of these included.

MJW

Owner/operator like dougger said 'should' sell anyone, but sometimes it's a white shirt and a laptop that some of the paper contractors have.

I was lucky because in our area my Father was the only roofer around. We have very good references and get most of our jobs that way. In the long run, more personal attention rather than plugging as many jobs as possible works better. Also, be willing to "throw in" a few extras for some that seem to have a big mouth. That gets around quick too, but don't do too much or you'll be doing it on every job.

People like honesty, that is the best thing to remember.

AtlanticWBConst

"All our trucks are equiped with their own toilet paper and plungers...

We promise never to leave, the most memorable evidence, of our visit."

__________________
- Build Well -

roofwiz74

I sell them on exp.I try to have a answer for every question.Plenty of references.I get most my jobs because I try to stay in my market.Higher end homes,repair and new construction.So when I do go on a repair call most folks have already seen me working in their neighborhood or have heard of me.

__________________
You have ONE advantage over me.....you can kiss my butt and I can't!!

losthenfound

Well, first you could bang your brains out and then go and work for a dozen sales operations to find out the different ways to sell. It really starts with marketing and the leads generated by it. Therefore, your marketing must engage those predisposed to your style or purpose. If you want to make money, a multi-ptonged approach is necessary, but marketing is the key, as long as you have the stuff to sell. It takes experience, a few gray hairs, and tennacity.

Ed the Roofer

I have answers available for most every situation, but rather than let them hear me give them a lecture about roofing 101 through advance building envelope theory, I prefer to interject a few "Qualifying Questions" in response to their initial question.

Their answer may provide you the clue as to what their sweet spot is. What is it, that is of most utmost importance to them?


I try to sell by being pre-sold before I deliver the written proposal.

I do things differently than most roofing contractors who claim to be competitors......I do things the Right Way the first time.

I will allow everyone else to strive for meeting "Minimum Code Standards".

That would be akin to saying, congratulations Mr. and Mrs. Home Owner.....On a grading scale, we will strive to barely be a D Minus.

Would they rather have the contractor that strives to just minimally pass grade, or would they prefer a stack of testimonials and nearby references that they can check out, to see that our performance is in the A Plus category?

Which criteria are you more comfortable in making a selection which is protecting your home and family and your biggest investment?

Wouldn't you actually be saving substantial money by doing it the Right Way now, instead of having to do it over again in half of its projected life?

Ed

roofwiz74

Ed,thanks again I see a few things I didn't before.

__________________
You have ONE advantage over me.....you can kiss my butt and I can't!!