I'm gonna teach you the two ways for you to double your sales.
That's a pretty big promise.
Isn't it?
How can I make a promise?
I can help you double your sales.
Well, here's how I helped a company.
Very recently go from 1.2 million per month to 2.5
million per month and growing.
In just 90 days by following the principles that I'll be
teaching you here in this video.
So whether you're an owner or manager running your team needing to dial in
your strategy and get your team focused.
So you can hit that goal of doubling, or maybe you're an individual sales
rep and you're selling on your own and you're calling all the shots.
I promise you will leave this video with a tactical plan to think clearly
about how to double your sales.
Because at the end of the day, when you double your sales, there's no doubt that
you will smash your income goal and give every customer an amazing experience.
And after all, that's what this entire channel.
Is all about, so welcome or welcome back.
My name is Adam Benson, the roof strategist, and I'm really
excited to have you here today, right before we get into it.
Uh, I do have a freebie for you.
If you haven't done it.
I want you to go to the roof, strategist.com right now.
And if you want the easy way, just click the description.
And there's a link right there at the top and get a copy of my pitch.
Like a pro roofing sales training video library sent write to your inbox.
If you like these videos, you're gonna love having access to all of them,
organized by category for easy binging.
All right, again, available right now@theroofstrategist.com or
click in the link in description.
two ways now to double your sales and truly only two ways.
That's the funny part of the video.
It's like, here's the two ways, but it's the only two ways to double sales.
So let's get to it.
What is the first way that we can double sales by the way, we're gonna start easy,
cuz uh, I might frustrate some people, but we gotta lay out the groundwork.
So it's laid out.
Number one is too sell more.
Roofs in other words, get more customers.
Don't worry.
Number two is gonna be the more exciting one.
But when we think about doubling our business, there's only
two ways in the first one, get more customers sell more roofs.
This can be done in the easiest ways with a referral program, by the way, there's
gentleman in the pitch bar movement.
Name of the Dean, shout out ADE.
And his goal is to get one referral a day.
He ended up, uh, closing.
Um, a month earlier this year with 23 referrals, not bad, he fell a little
short of his goal, 23 referrals.
And I think over $300,000 in residential sales for himself as a sales rep, he's
also the sales manager, but at any rate referrals, so building in a sound referral
system and making sure everybody is asked all the time, I do have to do one
shameless plug for my program, the roofing sales success formula, because I will get
you and your team asking for referrals.
A ton.
I'm talking when you assign the new customer baked into every single email
on the actually when the job is scheduled on the day of install, when it's done
building in the right referral program, building in the right incentive structure.
And if you want more on this, I have an entire playlist called referral madness,
teaching my incentive structure, cuz a lot of folks do the referral thing in a
kind of a backwards way psychologically.
So using the right incentive and just getting comfortable asking when
it's all lined up the right way.
It becomes really easy and really natural.
And just like with anything new, we have to develop a sales habit
or guys like Mitch, uh, Mitch.
Desus who I interviewed in the channel.
If you click on the playlist and look, look at the interview with
other sales reps, most all the top earners are integrating referrals
and get a majority of their business.
I think.
Mitch got almost 50% of his business.
Then I'm, I'm doing the math mentally.
You know how I do with math, from referrals.
And he earned about 300,000.
If I remember right, or just shy, uh, shy of 300,000 of personal
income as a roofing salesperson.
So referrals are an absolute, no brainer.
Right.
Then we have our referral relationships.
So that's another way we can do it.
Right.
We can definitely get out and go knock more doors.
We can definitely pour money into more leads.
But again, these.
The bottom ones are cold.
Those are, those are warm, right?
So we can sell more roofs.
All right.
Now you're probably wondering Adam, hurry it along.
Let's go.
So I'm gonna answer option.
Number two, is this earn more?
Per customer.
This really is the, the magic bullet in my opinion.
And I'm gonna tell you why if we go and we sell more roofs, which is very smart
to do, but it means more work, right?
We have to manage more projects, manage more customers, increase
our liability, and it's, it's not the easiest way to grow.
So what I would recommend that you do is to turn inward and focus on number.
Which is earning more per customer, and I'm gonna break down very tactical
plans for you to do that right now.
And then I'm gonna share with you what I help do for this company, cuz it
might trigger some thoughts for you.
So earning more per customer, we can target.
Better neighborhoods.
Okay.
So what do I mean by better neighborhoods?
I want you to think if you're in one neighborhood and let's say the
average roof size is 30 square, but the next neighborhood with the same
sales opportunity is 35 square roofs.
On average, that's just five square, but five square.
If you're pulling all your.
Outta one neighborhood like guys like William and Marshall, who I've interviewed
on the channel, who have camped out in the neighborhood and dominator bill SSON,
who was using this system and sold 2.2 million in one neighborhood that was 63
out of 73 homes in a single subdivision.
So if we used Bill's example 63 at a 73 homes in a subdivision, if he had ended
up in an area in a, in a neighborhood that had just five more square.
Per roof on average.
So five additional squares per roof on average times 63 roofs.
Now I can't do math that well, but that tells me that's over
300 square difference, same exact amount of work, marginal difference.
It's working smarter so we can target bigger or better neighborhoods.
Now.
This takes, just being really smart about where you're gonna put in your efforts.
And in fact, I was having dinner with a company I trained, gentleman's earning
about $550,000 a year in roofing sales.
Um, one of the sales reps, that's not the owner, that's one of the sales reps.
He literally refuses leads in the office.
He says, I don't want 'em because his plan.
Which I'm not gonna share here.
His plan is very strategic because the, the nuts and bolts of it is he's
targeting the right neighborhoods.
He's targeting the right homes and he doesn't wanna get distracted or
pulled out of that neighborhood.
He wants to stay put, okay, this can also be.
Done via upgrades or upsells, all right.
Upgrades or upsells, by the way, for some reason, upgrades and
upsells is really controversial.
And I have some people, we always include this and we give this away.
And by the way, I am all for delivering tons of value.
Believe me.
But what I also believe in is that it's okay for you to offer things
to people because you don't want to sell out of your own pocket.
In fact, we were talking about this in today's pitch pro movement session
on our sales support, Q and a.
So it was me on zoom joined by the pitch pro movement, asking questions and, and
a lot of questions got fired at me about.
Financing.
So we were talking financing today and some people say I don't do financing.
Cause that's not how I choose to, to buy you.
Can't sell outta your own pocket.
We have to provide to others options for them, whether or not we decide to take it.
So I want to ask you this.
How many times are you gonna get?
Yes.
If you don't ever ask someone to upgrade or for a premium shingle
or a class four shingle, or to add gutter guards or whatever other
products or services that you.
you're gonna get asked zero times.
I think it was Wayne gree, Wayne Gretsky that said you'll miss a hundred
percent of the shots you don't take.
So even just asking can go a really long way.
All right, then we've got premium products.
Now, what do I mean by premium products?
These are premium products or I'm gonna put add-ons.
So some of the companies I serve that are retail driven, they also
do siding or windows or gutters.
They do.
Variety of different services.
So if you can cross sell or upsell or package in siding
windows, a new entry door.
Insulation energy saving audits, any of these add-ons or premiums
like premium roof products.
When you can take your average earning, knowing you're sitting with a customer
and then drive the average cart value up.
So those are the main ways to do it in roofing.
But I told you I'd share with you what we did with the last company.
And that is solar.
This my friend is something you'll be seeing from me very soon.
Cause I've been behind the scenes.
Testing or excuse, first of all, developing and then testing and
rolling out a new solar sales system, specifically for roofing companies to
add solar to the roofs they sell, because oftentimes people approach solar by
trying to run a whole separate division of the company and there's confusion.
And again, we talked about it on today's pitch pro movement call.
There's less of a need there's no, the, the language used in
today's call was necessity.
I'm having a hard time, cause there's not necessity.
People are interested.
There's not as much of a need.
Separate solar division is usually a separate solar company, which
means separate company, separate marketing, separate leads, separate
training, separate sales, separate operations, confusion who sells what,
but when we just look at adding solar to the roofs that we sell for both
storm and retail, what we can do is.
double our business.
And that was one of the main vessels that I use to help roll out this new
solar plan with this company that went from 1.2 million to 2.5 million in
just 90 days by simply adding solar.
But instead of trying to do solar in its own, right, it was first, how do
we just do solar together with roofing?
Because if we just ask folks, and there's an art and science to the sale, which
is not something I have time for in this video, we'd be here for a while.
Um, what we would be seeing is.
Again, an average solar system, 20 to $40,000.
This can double or even triple.
your average, your sale, right?
Instead of 20,000, what is a $20,000 roof with a $40,000 system
where it's 60 grand instead of 20.
And we're providing a tremendous amount of value to that homeowner by
putting the two together, doing the roof solar combo at the same time,
which is the ideal way to do it.
But again, just by asking there at the kitchen table,
we're adding solar to the roof.
So we doubled sales without having to acquire more customers without having
to acquire a whole new lead channel.
So I want you to think, how can.
Apply this to your business, whether you're in solar now or not.
And if you're interested, you're gonna be seeing my new
solar program coming out soon.
So stay, stay tuned for that in those details.
But whether you decide to do solar or not, you now have two really simple ways.
And literally the only two ways to double your business.
If you find another.
By all means.
Please do drop a comment.
Cause I know some people are gonna say the word commercial,
but then what am I gonna say?
That's earning more per customer.
It's the same thing I'm getting into commercial.
You're earning more per customer cuz the size of your project is bigger.
So your choice is sell more roofs and figure out the fastest and easiest way
to do that by tapping into your network and getting warm leads or earning
more per customer by selling bigger roofs, selling upgrades and premium
products add-ons cross sells and upsells and adding solar to your business.
If I miss anything, drop a comment.
Now I hope that you can take this and run with it.
And if you want more stay tuned for the solar sales training that I will
be releasing, including the sales presentation for roofing teams to
add solar to every roof, at least to offer it so long as they qualify.
Of course.
So that's all for this video.
If you like to give it a thumbs up, if you have any comments or
questions, drop them below and just cuz our time here's about to wrap up
doesn't mean your and my time has to.
So if you haven't done it pop into right here and get a free copy of my pitch.
Like a pro roofing sales training, video library.
Or click here and continue your journey with me on YouTube.
I will see you on the next one.