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Objection, your company is just too new.

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I want to work with someone who's
been in business a bit longer.

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I hear this one a lot because I work
with anybody companies that are just

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starting to quite a few of the top
100 roofing companies in America.

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And I want to do a big shout
out because I just brought on

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a new company the other day.

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And they're dealing with
this two young guys greatly.

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And their biggest objection,
your company is too new.

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So how do we overcome this?

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Because if we don't, we start losing
business to the big boys or to our

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competitors, especially when we
know in our heart of hearts that we

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can, and we'll do the right thing.

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We'll serve homeowners the right way.

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And there's many advantages to working
with a younger or newer company.

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Well, it's all about how we
positioned and present it, but

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that's easier said than done.

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So I'm going to be explaining that
exactly in a story right after this first.

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I just want to say
welcome or welcome back.

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My name is Adam Benjamin,
the roof strategist, and I'm

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really glad to have you here.

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Everything that I do here on my
YouTube channel and on my podcast

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is designed to help you and your.

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Smash your income goal and give
every customer an amazing experience.

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And my hope is that every single
video that you watch of mine, you end

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up with at least one actual thing to
use in the field the very next day.

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So if you've ever faced this, your
company is too new, too young, whatever

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it is, this video is going to help.

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All right.

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Positioning is everything.

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So I want to tell you a story.

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I'm watching this cooking show
top chef the latest season, the

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top chef, if you've ever watched
it, she and I are watching it.

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And it's restaurant wars.

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This is like the crux of the show, the
toughest cooking challenge that they face.

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And at the end of the first.

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This one, chef makes a dessert and he
makes a cake, but there's a problem.

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The cake crust over cooked in it got so
stiff that it turned into like a cookie.

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So when the first dining guests cut
into it, they would saw edit and go pop.

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And then the part of the cookie
would shoot and slide off the plate.

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That's not a good thing for
anyone, but it was too late.

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How do you pivot you either are
going to lose the whole thing

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around this one, dessert, or
you got to figure out a better.

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To present this.

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So last minute the chef starts
to think, and he's really clever.

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And he says, Hey, since we can't
change the crust, it is what it is.

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All we need to do is change
how people experience it.

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So he runs over and he grabs all the
servers and he says, listen, as you serve

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our desserts, what I want you to do is
tell everybody this is a handheld into

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now eat it like a cookie, because people
are used to eating a cookie that has

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that sharper chew, as opposed to trying
to use a fork and knife and have it.

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The table.

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And then what happened next is every
dining guests was not served silverware.

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They simply ate it just like a cookie.

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It was the same flopped dessert, but
it was all about how it was presented.

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So when it comes to you dealing with
this objection, your company is.

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All you need to do is to learn
how to overcome it properly.

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But before we overcome it, I
have to cover some ground rules.

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Every objection.

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This is what I teach by the way,
in my all-in-one sales training

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and sales system, every objection
falls into one of three categories.

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They don't trust you yet.

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They don't think they need you
or a roof, or it's a money issue.

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So I'm going to ask you,
what does this mean?

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Your company is two new trust, neither.

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It's trust.

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It means I don't trust your
company because you're too new.

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You're not established.

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How can I count on you?

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How can I count on you to come
back if something's wrong?

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So what we need to do is use the AR
O formula that I teach acknowledge

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reissue, overcome to overcome this.

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I'm going to give.

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The main angle to present this in
a valuable way to your homeowners.

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First, we need to acknowledge, Hey, Mr.

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Homeowner, I understand that we
are in fact, a new company, you are

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dead right about that, by the way,
agree with people and repeat back

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what you've heard, reassure them.

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Listen, I've heard this quite a few times
with the folks we've served because after.

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Your concerns are that were new?

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Are we going to be around?

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Are we going to stand behind our work?

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What happens if something goes wrong?

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There's nothing wrong with telling
homeowners what they're thinking,

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because you know what they're
thinking, when you share that

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with them, it puts them at ease.

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All right.

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Then we overcome now the advantage Mr.

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Homeowner, we're working with a company
that is very new, is that you're not

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just a number to us, you know, back in
the, I believe it was in the eighties,

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Avis car rental, they had a whole new.

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Because Hertz took number one
position in the car rental game

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and their new tagline was Hertz.

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We're number two, we try harder and
we ended up happening as they gained a

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tremendous amount of market share because
of their commitment to their customers.

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And they cared and they
made that front and center.

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So working with our
company, although we are.

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You're not a number to us when you
call, you're going to get a real person.

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And because we're a smaller
company, you get that family feel.

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We stand behind our work and are
willing to go the extra mile to

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make sure you're happy because our
reputation and growth depends on it.

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And despite being new, it doesn't
mean that we're not experienced,

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which is their other concern.

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New equals experience.

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Now is your time to share your experience.

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Even though we are a newer
company, our combined.

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Experience as an organization,
the owners, the salespeople is X

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number of years combined, and we are
committed to showcasing our level of

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dedication and service to you through
the honor of earning your business.

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So there are many advantages to
working with us as a newer and young

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company from the small family, feel,
not being a number, getting a real

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person when you call in a dedication
to service and knowing that.

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Uh, our reputation rides on it.

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So you can be rest assured we're going
to be going the extra mile to make sure

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you are happy and what's important.

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So that's the end of the role-play
what's important is that if you share

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this, you actually stand behind it.

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I always got nervous and believe it or
not, I actually put off doing this video

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for a long time because I know the facts.

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I know that the facts are
most new roofing companies.

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Don't last.

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I know that factually, if you
don't last and you mess something

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up, that homeowner is out of luck.

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So it is up to you.

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To actually do the right thing.

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And when you find ways.

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To communicate clearly and
give people what they want.

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All you need to do is do it.

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It's quite simple, but it
does take serving with honor.

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It takes serving with integrity and
it takes serving with your heart of

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hearts, knowing that you are doing
the best thing and you have your

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homeowner's best interest at heart.

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So there you have it.

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The next time that you hear
your company is too new.

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All you need to do is.

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All I got to do is position it just
like that cake that they, that flopped

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in the cooking show, that they turned
into a cookie by understanding that

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what that customer means is I don't
trust you yet by acknowledging

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their main concerns of trust.

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That we're too young.

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We can't stand behind our work.

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We don't know what we're doing.

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We're not going to stick.

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And then repositioning your advantage as
a new young lean company to provide better

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service and a better experience for that
homeowner using all the same resources,

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crews, and material that the big boys use.

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So they get the equal experience.

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And by the way, if you are a larger.

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You can do the same thing
in the other direction.

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Hey, thanks for joining
me in today's video.

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If you liked this video and you want
more of them, uh, click right here

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and download a free copy of my pitch.

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Like a pro roofing sales training video
library, it's over 300 videos organized

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by category, or you can continue your
journey with me right here on YouTube.

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By clicking into this video, through
the thing you're really going

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to like thanks for joining me.

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And I will see you in the next one.