Landing your next roofing contract doesn’t need to be a difficult process. As a contractor, there are barriers to closing the sale and getting your next roof repair job booked. If you prepare yourself ahead of time, then you shouldn’t run into any trouble the next time you’re in front of a potential new customer.
Let’s discuss the common objections you might need to overcome on your next sales call.
Customers Think They Can Do It Themselves
There will always be homeowners convinced that they are great at doing new roof repair work themselves. Be prepared to tell them that roof repair isn’t an area to try doing alone.
Most people try DIY projects to save money. Let your prospects know they are likely to spend more money when trying to do a roofing job without a contractor.
First, you have access to wholesale prices they don’t have. Second, the fact that you’ll get the repair job done right the first time is a big money saver. Ask them how much they know about spotting potential future problems relating to:
- Framing
- Windows
- Wood
- Chimney
- Flashing
Find out if they have any knowledge related to uncovering future problems as they try to install a new roof. Ask if they know how to use an aerial takeoff report for accuracy. If it’s obvious they don’t, refer to your expertise.
Other points to cover with a do-it-yourself prospect:
- They might void any roofing material warranties (only professional jobs qualify).
- An improperly installed roof will stand out in a negative way.
- You will save them time by completing the job promptly.
- You will keep them safe — mention real homeowner accident stories if you know them.
Lack of Education and Confusion
Even when a homeowner doesn’t want to do the job themselves, you need to overcome their feelings of being overwhelmed or experiencing confusion about the construction repair process.
Use professionalism and stay patient as you provide roofing estimates and educate your prospects about their options. You’ll win many clients over simply by answering all their questions.
Sometimes education itself creates confusion. For example, walking them through the various types of shingles:
- Wood shingles
- Architectural shingles
- Tile
- 3-Tab shingles
- Slate roof shingles
- Shake shingles
- Solar roof shingles
Explain materials like cedar, asphalt, concrete, clay, rubber, copper, or composite. Discuss how insurers may require inspections on older roofs and how coverage usually only applies to storm or nature-related damage.
Pay Attention to Their Budget
Budget is an area where you must listen carefully and show the homeowner that you’re attentive to their concerns. Transparency builds trust and helps you recommend the right materials.
Reference what they’ve told you about budget as you present options. Communicating that your solution meets both performance and budget builds credibility.
This is where using ProDocs is highly effective. ProDocs helps detail everything that affects the budget, such as labor and material costs. It allows transparency while letting you hide sensitive info in hidden mode.
With ProDocs you can:
- Create and save unlimited documents
- Pull real-time data from aerial or satellite roof measurement reports
- Create and customize templates like aerial takeoff reports
- Email, download, and print in one click
ProDocs makes your estimates more professional and accurate, while ensuring homeowners avoid billing surprises. Schedule a free demo today.
Be Professional
It should go without saying: professionalism builds trust. Start by dressing well, showing respect, and being knowledgeable.
- Commit to a professional mindset
- Be confident, not arrogant
- Treat homeowners and your team with respect
- Apologize when appropriate, even if you believe you’re right
- Use post-job surveys to measure customer satisfaction
Follow these tips and you’ll find winning trust, presenting professional work orders, and closing sales much easier.