How do you get more leads from home shows?
Well, if you're like most roofing contractors home shows are they're okay.
They usually don't produce great results.
And sometimes, unfortunately they're a total flop.
You invest all of this time, all of this energy, all of the money to get the
booth, to get the, the design and all your swag and your stuff you're bringing.
And they.
Pretty dismal results.
And I see a lot of salespeople who really don't wanna work home shows,
but they're required to, and they just don't feel like a great use of time.
Well, let me let you in on a little secret.
Home shows when done right, become wildly profitable lead sources
to get hot leads, that book appointments, and turn into real sales.
And the way to do that is to blend these five elements.
That'll be teaching you today.
These five tips to get more leads from home shows.
So the very next home show you have, you can start doing this stuff.
It is all cheap.
It is all fast.
It is all easy and it will help you.
More leads.
Hey, thanks for joining me on today's video.
My name is Adam Zeman, the roof strategist, and everything that I do here
on my channel is designed to help you and your team smash your income goal and give
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All right, let's get to it.
The five different ways for you to get more leads from home shows.
By the way, I learned all these in the trenches.
I have attended home shows as a guest.
I have hosted home shows.
I have hosted booths at conferences, and I have worked with companies to maximize
sales at their home shows by simply understanding how the customers, potential
customers that are roaming the homes.
How they think what they're looking for, what's gonna capture their
attention and what's gonna draw them in.
So let's get started.
Tip number one, no table.
Now you might be thinking, whoa, Adam, you just said no table, but
what are we gonna put our big, fancy banner on, on the front?
What are we gonna put our business cards and our candy
and the things people are gonna.
You're not gonna put it between you and the customer because
that's wildly impersonal.
It's not how people do business.
Come stop by my booth, by the way.
And I'll be at roof kind of roofing process.
And you'll see that unless they force me, there will never be a table.
Why because I want to invite you in.
I want to have a human to human interaction.
I want to connect on a personal level, not some business transaction level between
you and this customer, and essentially, literally keeping them in the walkway.
So they keep walking.
Instead.
You want no table?
None whatsoever.
Okay.
Now let me take a step back.
I was a little dramatic when I said none whatsoever, cuz I do
like a table, but what I do is I push my table off in the corner.
Yeah.
I know.
Fun Shu.
It ain't perfect.
But what it does do is it gives you a place to retrieve all of the, the swag,
the items, the offers, anything that might be on the table, the business cards,
the literature samples, demo products, all that stuff, but it provides a more
engaging atmosphere to invite people in.
So there you have it first tip.
No table create an inviting space.
Tip number two, you need to start the conversation.
Okay.
What do I mean by start the combo?
I mean that you need to be out in that walkway, initiating the conversation
and guess what works wildly.
Well, Just like it does at the door.
Yeah.
You guessed it.
The slap formula, say, hi, break the ice.
Let 'em know why you're there.
Ask an open ended question, wait for their answer.
And then present that slap formula that works at the door will
work wildly well to simply start that conversation at home show.
So if you're one of those people and you've seen it.
You've walked around the home shells, haven't you?
And you've seen those people behind the table doing all the wrong things, right.
They got the table here, they're in their chair, they're rocking back and
forth and they're looking at their phone and they're scrolling because no, one's
there and they're killing time and no one it's broadcast the wrong message
and you're never gonna make sales.
So.
You're there to sell no table inviting space.
Start the conversation, which brings me to number three.
I recommend having a giveaway.
Now, what kind of stuff can you give away?
I've given away TVs.
You can put a big, big TV up there.
Say free giveaway.
You can give out concert tickets or tickets to a sports game.
You can give out, uh, restaurant gift certificates, Amazon gift certificates.
I iPad iPod.
Uh, excuse me, not iPod.
I don't know why I said iPod.
Is that a thing?
I don't even know if they make an iPod anyway, an iPad, a computer, uh,
something, some cool new gadget, you know, maybe wireless headphones that
are sound soundproof, um, or the, uh, audio reduction, whatever those
things are called anyway, anything that could be fun and exciting for people.
And the main reason is when you, when you have the inviting
space, you're out starting the conversation, you gotta giveaway.
The giveaway is the attention grabber.
It's.
A little bonus, a carrot dangling some bait just to say, Hey, come on in.
We got some fun stuff for you, whether you buy from us or not, you can be entered to
win this great TV and you bring it there.
All right.
So having a giveaway is just a really strong lure for folks and
it brings some joy and excitement.
And by the way, look at it like a marketing expense.
Now doing that giveaway, you can either just do a drawing.
So people are come in or they're entered into the give.
Which is the way I did it.
If they, and I'll tell you what number five is, cuz that'll kind
of link in, but let me link back to the giveaway here in just a minute.
It is important to get people coming at you.
All right.
Number four, you need a wildly powerful offer.
What I'm gonna call.
This show deal.
You need a reason for people to take action today.
Cuz how often do you do this?
Hey, you know, leave your info.
We'll give you a buzz.
We'll follow up, we'll get an appointment set.
And then you got the info and they ghost you up.
They don't answer the phone or they say they come up and
they say, oh, grab your car.
We'll call you if we're interested.
But you don't lock deals down.
Right.
You get a lot of like Luke warm traffic.
But what we need is that reason for someone to.
I want this and I want it right now.
So on the show deal, you can do things like book an appointment today, and we'll
bring $50 gift card to local restaurant, local, whatever, uh, Amazon, Walmart, gas
franchise, um, you name it, some sort of gift if $50 gift or gift card, if they
book the appointment and you bring it with you to the appointment, the other
thing can be some sort of show discount.
Hey, if you book your appointment today, if you decide to move forward,
we're not getting a thousand dollars off our install, whatever the number.
Okay.
The other thing can be some sort of upgrade.
Hey, book your appointment today.
And if you decide to move forward with us, we are gonna upgrade you from this shingle
to this shingle at absolutely no charge.
But what we do on this show deal is we introduce urgency and scarcity
urgency, meaning a compelling reason to take action right now in scarcity.
Meaning if they don't take advantage of this offer.
It goes away because you're not offering this anywhere else.
So having that show deal gets them to, excuse me, gets them to take action right
now, which leads me to point number five.
And what do you think that one is?
It is this book, the appointment on the spot.
Okay.
Now so many people don't do this.
They take the card, they blah, blah, they they're gonna play
phone tag or shoot a text.
You need to convert that lead into the appointment, right then for the show deal
to locked in and to enter the giveaway.
So here's how this all ties up.
Hey, if you book your appointment for a free estimate, whether you
choose to work with us or not, there's two things I'm gonna do.
I'm gonna lock in the show deal.
Which means I'll be bringing a $50 gift card with me to our appointment, just
for the opportunity to sit down and chat.
Absolutely no obligation.
And you will be entered to win this TV.
All right.
By the.
Pro tip.
We always let the person win, who we felt was the war, the, the hottest
lead to close on the nicest project.
That was our winner for the TV.
So we'd show up with that TV, uh, and, and, and the gift card or whatever it is.
And that homeowner is ecstatic.
And again, reciprocity is one of the most powerful centers of influence.
Meaning if you do something nice for someone, they do something nice for you.
So blending this all together, let's do a really quick summary on the five things
to help you get more leads at home.
Number one, create an inviting space with no table, no barrier between you.
You don't wanna keep folks in the walkway.
You want to invite them in number.
you are going to start the conversation.
You are gonna be energetic.
You're gonna be smiling, happy, enthusiastic.
You're gonna be using the slap formula to initiate conversations.
As people walk around, then you're gonna have a giveaway on display in your booth.
That's going to lure people in out of excitement of an opportunity to
win some cool gadget that they wish that they could use or have, or.
Then you're gonna introduce a show deal, a really compelling, powerful offer that
will get people to say, you know what?
I do want an estimate.
I do want an assessment.
I do want an inspection and I want it right now.
And then when you have that show deal, you are going to use this clincher to book
the appointment on the spot while you're at the home show to lock in the show.
And get them to enter in to the giveaway.
And there you have it, the five very simple steps that are cheap,
easy, and wildly lucrative to help you generate more deals at the very
next home show that you run, which I know we're coming into the season.
Hey, thanks for joining me on today's video.
If you like this video in the format, give it a thumbs up that
tells me to do more of them.
And one note, which I just remembered, I completely spaced
mentioning in the beginning.
Is a thank you to you for suggesting this video.
It came in on a YouTube comment saying, Adam, can you do a video on
how to get more leads from home shows?
And the answer is, yeah.
And I listen.
So please remember this community is here.
Not only to support each other, but I read all the comments I catch
up on as many as I possibly can.
And I listen and you, my friend are the one that inspires these videos.
So thank you again for the inspiration and for allowing me to support you now,
that's all I have for today's video.
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