How you manage a roofing lead is a crucial part of every contractor's business. Everyone is busy and sometimes great leads can slip through the cracks. We've compiled 10 tips to help you optimize your sales process and efficiently capture and work a lead from lead through closing the deal to ensure that no roofing lead is left behind.
- Manage your leads from start to finish all within the same platform. Tired of digging through papers to try and find a prospect's phone number you scribbled down between appointments? Consider using a platform like GAF Project that not only puts leads directly into the platform, but also stores all customer information electronically so you can access it anywhere, anytime.
- Don't let leads sit idle. Homeowners want to feel you value their time and the importance of their project. Timing is key when it comes to making a great first impression. Reach out as quickly as possible and document all communication. Then make notes within their customer file so that you can track your communication process from start to finish.
- Texting wins. We all know how much we rely on texting for communicating with loved ones, colleagues, or really any situation. Homeowners are no different. With busy schedules, it's much easier to read and respond to a text than answer an unknown caller or get back to a contractor's voicemail. PLUS, it takes less time out of your day and away from your current job! Sending a quick text also lets the prospect know you are responsive and respectful, which will go a long way.
- Answer the phone EVERY time it rings. The easiest way to win jobs and set the appointment is to pick up the phone every time it rings. If you can't always answer the phone, hire someone to help. Why? Many homeowners will not leave voicemails and will simply move onto the next contractor on their list which is a missed opportunity for you to book and close a job.
- Meet your customer where they are. Some homeowners still don't feel comfortable with a contractor in their home and following a traditional in-home sales process. Start offering virtual sales appointments too. In fact, 96% prefer a virtual sales process. It's important that you have a sales platform that can help you run appointments, in-person, virtually or hybrid.
Pro Tip: Advertise that you offer both in-home and virtual sales appointments. By doing so, you put yourself ahead of a lot of your competitors before you even begin the sales process.
- Technology saves time. By utilizing technology, you may be able to decrease the amount of time spent on building estimates, which could allow you to bid more jobs and might also increase overall close rate. Digital measurement, inspection, presentation and estimation tools like GAF Project can get you from start to finish in a fraction of the time.
- Impactful presentations are key. A good presentation can make or break your sale to a homeowner. Preloaded content & templates, two-way screen share and eSignature capabilities make presenting virtually or in-person easier than ever.
- Don't leave the appointment without next steps. Don't be afraid to ask for the sale. If you aren't sure where the homeowner's head is at, provide them with a timeline in which you will follow up and potentially even offer an incentive to try and close them right then and there. Ask for the sale and be confident!
- Rehash is the name of the game. If you don't get the yes right away, that's okay. The important part is making sure you have a rehash program in place to recapture them at a later time. Developing a comprehensive rehash program including text, email and phone call follow up can increase your close rate.
- Referrals are HUGE. A lot of homeowners will start their contractor search process by looking at reviews or asking in their community (like Facebook) so making sure you have happy customers leaving positive feedback is vital to your business. When wrapping up a job, ask your customer to kindly leave a review on your site of choice or keep your info handy if a neighbor or friend is looking for someone to help them with their next home improvement project!
By instilling these 10 tips into your day-to-day business process, you can help your sales process run more efficiently and make sure to not let leads slip through the cracks. Make the most of every roofing lead you get - you never know when it could be your next big project.
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