Sales Pitch – version 1 – a good pitch will address multiples problems and all the most common objections in a short amount of time. You also have to convince people that there is an extremely high likelihood that they have a problem but at the same time you are the person that can fix it You have about 30 seconds to engage someone, so you have to get their attention and tell them what you can do for them from the get go, you have to address objections before they arise. and lay out a strategy that makes sense to people. This pitch in the recording builds trust and credibility, addresses the “no money” issue, and lays out a strategy which proves you are not their to waste the clients time, and it also keeps things unobtrusive and convenient. Remember the 3 main objections are “No Money, No Time, No Trust”. If you can convince someone they have a problem and you are the guy that can fix it and address the 3 main objections before that arise you will find success. If you have an ineffective pitch you will get a lot of responses that sound like “Not Interested” or “We’re okay” Another big piece of advice- stand very far back from the door, this will draw people outside, and talk slow, DO NOT TALK TOO FAST! – slow down, control your heart rate, breathe, even pause if you need toThe pre -close: This is done after your pitch once the homeowner agrees to let you inspect, but prior to the inspection. This step is key to a close on the spot and getting a claim filed that day rather than having to follow up. You need to ask them 3 key questions and then get to work on laying out your strategy and “getting them ready for the next step” The first three questions are 1) What is your name? 2) How long have you lived in the home? 3) What insurance company are you with?. The main idea here is you start to do a lot of this stuff before you even get on the roof, the reason is it allows the client 20 minutes to digest everything and get comfortable with the process, you outline the next steps before you go on the roof that way once you come down you just talk about the damage you found, and take down their info and call the insurance company. The third question is what really kicks off your short spiel, once they tell you their insurance company you can say okay great here is how their process works…. you talk about the adjustment process, how much damage is needed with that insurance company (5-7 hits per test square), and how you will proceed after you find damage on the roof. This is all to show the homeowner that you have a gameplan, you know what you are talking about, make them feel comfortable with you, and most importantly get them ready for the next step (filing the claim) when you get back down off the roof. If this is not done with the client prior to the inspection it will feel to them like are trying to squeeze too much process into a small amount of time and like you are going too far to quick and the client will feel like things are moving too fast and they will put on the brakes telling you “they want to think about it” or “leave your info, I’ll get back in touch” Imagine you give a pitch and then they allow you to inspect, next thing you know you go up on the roof, and once you come down you have to get their name, find out their insurance, tell the about the claims process, show them the damage and then answer any objections and then get them to file a claim… its too much. Which is why you break it up and do a lot of that stuff before you even get on the roof. Doing so will also allow you to gauge how hard the person will be to close. The Close – (File claim with client) This is post inspection, you come down off the roof, show talk to the client about what you’ve found, tell them you advise getting the insurance company out and all you need to do is take down their information and call the claims line, takes about 5-10 minutes and you’ll have this thing rolling! At this point if they have any objections address their objections and then just circle back into the close, DO NOT ASK! take the assumptive close but make it smooth.
