Selling With Your Eyes

Show them the sale you want them to see.

You may have heard the saying, “The more you tell, the more you sell.”

Well, that’s not entirely true. Let me explain what I mean.

Your eyes are your dominant source for processing new information…NOT your ears. What you see is actually 10X more effective than what you hear. I’ll remind you of another saying, “A picture is worth a thousand words.” So, if you’re counting pictures, you’re telling more…and selling more.

Words Aren’t Enough

It’s for this reason alone, you have to involve and engage your roofing leads by using their eyesight to sell them effectively. Words are good, but they’re not enough. You have to give them a visual picture of what you want them to buy.

Get into the habit of showing pictures, pulling out roofing shingle samples, and sharing colorful brochures.

It’s simple to take pictures with your phone, tablet, or digital camera. Sure, you should talk to your prospect about the damage, but it’s better to show them, too.

You have a sample board, don’t you? Even if you don’t have a full-size sample board, you probably have a few loose shingles in the back of your truck, or maybe one of those small folder-sized sample boards. Pull them out and show them to you prospect. Sell their eyes, not just their ears.

If you’re bringing prospects to your office, use an overhead projector with a nice white screen. Show them what you’re going to sell them.

You may need some good roofing sales training to learn how to use these techniques, but let me ask you, does your roofing company have a colorful brochure or can you pull up your website on your tablet? Show it to your prospect. Let them see your brand and experience your company with their eyes.

The eyes sell more than the ears.

The Little Guy

Building a business where you can fly over your problems.

We’re not talking about little people here…

We’re talking about folks who come up short in character, but long on holding grudges.

You may have noticed “the little guy” often gravitates to those powerful positions in the workplace–the kind of jobs with a lot of responsibility, but without the matching salary. Unfortunately, their scrawny, stable paychecks aren’t nearly enough to compensate for their overwhelming frustration in life.

So, they learn to take their frustrations out on anybody who annoys them…and it doesn’t take much…especially in the roofing business.

All you have to do is anything they don’t like and you’ll catch their wrath. Make them mad, angry, feel insulted, put down, ignored, or misunderstood, and they’ll gladly use their big, powerful position to make your life hard because that’s what “the little guy” does.

Having Fun

What they lack in pay, they make up for in having fun on the job…and their idea of fun is torturing you.

This is especially true when “the little guy” thinks you’re doing better than you should be doing in life. You’re especially annoying to them.

They can’t stand you!

How dare you live your dreams, make some money, and be happy, too? That isn’t fair!

You should be strapped down to a job you think you can’t leave making less than you need while living under the heavy weight of continual regret and resentment.

Successful roofing salespeople and roofers can easily annoy “the little guy” because big sales, and big money from building roofs, gets a lot of attention, right?

He might be the guy down at the permit office or the code inspector. He might be the forklift operator, the head warehouse dude, or the credit clerk. Heck, he could even be your sales manager, investor, or boss. You’re doing well, they aren’t.

Be Considerate

When we’re rolling, making good money, it’s far too easy to unintentionally dismiss the people around us. We don’t mean anything by our lack of attention and manners. We’re excited about making money in roofing.

The people you blow off today might not impact your next paycheck, but there’s always somebody watching, waiting for their chance to even things out. That secretary at your roofing company, who cuts your commission check every week, may not make 1/10th of what you make, but she can make you pay in ways you never dreamed possible.

In the long run, it pays to slow down, pay attention, and honor “the little guy” who helps make your life possible.

One Thing – The Most Important Thing

The One Most Important Thing You Can Do To Build Your Business

There’s a million things to do, but only one thing you should get done.

Mowing the yard is important, but is it your one thing?

Running to the store can be important, but is it your one thing?

Catching up on your Facebook news feed might be important, but is it your one thing?

There’s only one thing you can do right now that will do the most to get you where you want to go. Everything else pales in comparison to you doing your one thing.

Yes, you can keep yourself busy doing all kinds of different things in your business throughout the day, but there’s only one thing that can get you where you want to go faster than anything else you could have been doing.

If you want to discover more about taking advantage of your one thing, I want to suggest you go to Amazon and pick up your own copy of “The ONE Thing: The Surprisingly Simple Truth Behind Extraordinary Results” by Gary Keller.