WEBVTT NOTE This file was generated by Descript 00:00:00.450 --> 00:00:02.700 How do you get more leads from home shows? 00:00:02.970 --> 00:00:06.570 Well, if you're like most roofing contractors home shows are they're okay. 00:00:06.600 --> 00:00:08.310 They usually don't produce great results. 00:00:08.315 --> 00:00:11.520 And sometimes, unfortunately they're a total flop. 00:00:11.700 --> 00:00:16.140 You invest all of this time, all of this energy, all of the money to get the 00:00:16.145 --> 00:00:19.500 booth, to get the, the design and all your swag and your stuff you're bringing. 00:00:19.800 --> 00:00:20.190 And they. 00:00:20.880 --> 00:00:22.200 Pretty dismal results. 00:00:22.230 --> 00:00:26.009 And I see a lot of salespeople who really don't wanna work home shows, 00:00:26.009 --> 00:00:29.100 but they're required to, and they just don't feel like a great use of time. 00:00:29.400 --> 00:00:30.930 Well, let me let you in on a little secret. 00:00:31.259 --> 00:00:36.570 Home shows when done right, become wildly profitable lead sources 00:00:36.780 --> 00:00:40.530 to get hot leads, that book appointments, and turn into real sales. 00:00:40.590 --> 00:00:43.680 And the way to do that is to blend these five elements. 00:00:43.680 --> 00:00:44.460 That'll be teaching you today. 00:00:44.460 --> 00:00:47.610 These five tips to get more leads from home shows. 00:00:47.760 --> 00:00:50.820 So the very next home show you have, you can start doing this stuff. 00:00:50.850 --> 00:00:51.870 It is all cheap. 00:00:51.989 --> 00:00:52.920 It is all fast. 00:00:52.920 --> 00:00:55.200 It is all easy and it will help you. 00:00:55.545 --> 00:00:56.475 More leads. 00:00:56.655 --> 00:00:58.425 Hey, thanks for joining me on today's video. 00:00:58.455 --> 00:01:01.875 My name is Adam Zeman, the roof strategist, and everything that I do here 00:01:01.875 --> 00:01:05.835 on my channel is designed to help you and your team smash your income goal and give 00:01:05.835 --> 00:01:07.785 every customer an amazing experience. 00:01:07.965 --> 00:01:10.665 And I have a freebie for you to help jumpstart that journey. 00:01:10.695 --> 00:01:13.995 If you haven't already done it, I want you to go to the roof, strategist.com right 00:01:14.000 --> 00:01:16.665 now, or click the link in the description. 00:01:16.875 --> 00:01:17.865 It'll bring into this page. 00:01:17.985 --> 00:01:21.435 And this is my freebie, my pitch, like a pro roofing sales training video 00:01:21.435 --> 00:01:24.315 library over 300 videos organized by. 00:01:25.140 --> 00:01:27.210 For easy binging and you can get instant access right 00:01:27.210 --> 00:01:32.820 now@theruthstrategist.com or by using the link in the video or podcast Des. 00:01:33.720 --> 00:01:34.530 All right, let's get to it. 00:01:34.710 --> 00:01:37.979 The five different ways for you to get more leads from home shows. 00:01:38.250 --> 00:01:40.590 By the way, I learned all these in the trenches. 00:01:40.590 --> 00:01:43.110 I have attended home shows as a guest. 00:01:43.289 --> 00:01:44.820 I have hosted home shows. 00:01:44.940 --> 00:01:49.320 I have hosted booths at conferences, and I have worked with companies to maximize 00:01:49.320 --> 00:01:54.690 sales at their home shows by simply understanding how the customers, potential 00:01:54.690 --> 00:01:56.460 customers that are roaming the homes. 00:01:57.164 --> 00:01:59.714 How they think what they're looking for, what's gonna capture their 00:01:59.714 --> 00:02:01.725 attention and what's gonna draw them in. 00:02:01.905 --> 00:02:03.015 So let's get started. 00:02:03.255 --> 00:02:06.765 Tip number one, no table. 00:02:07.005 --> 00:02:10.695 Now you might be thinking, whoa, Adam, you just said no table, but 00:02:10.699 --> 00:02:13.185 what are we gonna put our big, fancy banner on, on the front? 00:02:13.335 --> 00:02:15.975 What are we gonna put our business cards and our candy 00:02:15.975 --> 00:02:17.144 and the things people are gonna. 00:02:17.954 --> 00:02:21.435 You're not gonna put it between you and the customer because 00:02:21.435 --> 00:02:23.445 that's wildly impersonal. 00:02:23.445 --> 00:02:24.975 It's not how people do business. 00:02:25.005 --> 00:02:26.954 Come stop by my booth, by the way. 00:02:27.105 --> 00:02:29.055 And I'll be at roof kind of roofing process. 00:02:29.055 --> 00:02:32.745 And you'll see that unless they force me, there will never be a table. 00:02:32.785 --> 00:02:35.095 Why because I want to invite you in. 00:02:35.335 --> 00:02:37.435 I want to have a human to human interaction. 00:02:37.435 --> 00:02:42.115 I want to connect on a personal level, not some business transaction level between 00:02:42.115 --> 00:02:46.704 you and this customer, and essentially, literally keeping them in the walkway. 00:02:46.704 --> 00:02:47.815 So they keep walking. 00:02:47.845 --> 00:02:48.505 Instead. 00:02:48.565 --> 00:02:50.305 You want no table? 00:02:50.425 --> 00:02:51.505 None whatsoever. 00:02:51.695 --> 00:02:52.185 Okay. 00:02:52.615 --> 00:02:54.025 Now let me take a step back. 00:02:54.055 --> 00:02:56.245 I was a little dramatic when I said none whatsoever, cuz I do 00:02:56.245 --> 00:02:59.275 like a table, but what I do is I push my table off in the corner. 00:02:59.305 --> 00:02:59.515 Yeah. 00:02:59.515 --> 00:02:59.995 I know. 00:03:00.120 --> 00:03:00.920 Fun Shu. 00:03:00.930 --> 00:03:01.680 It ain't perfect. 00:03:01.680 --> 00:03:06.150 But what it does do is it gives you a place to retrieve all of the, the swag, 00:03:06.150 --> 00:03:08.580 the items, the offers, anything that might be on the table, the business cards, 00:03:08.610 --> 00:03:13.230 the literature samples, demo products, all that stuff, but it provides a more 00:03:13.230 --> 00:03:15.390 engaging atmosphere to invite people in. 00:03:15.420 --> 00:03:16.470 So there you have it first tip. 00:03:16.650 --> 00:03:19.680 No table create an inviting space. 00:03:20.190 --> 00:03:23.670 Tip number two, you need to start the conversation. 00:03:23.940 --> 00:03:24.240 Okay. 00:03:24.240 --> 00:03:25.740 What do I mean by start the combo? 00:03:25.950 --> 00:03:30.540 I mean that you need to be out in that walkway, initiating the conversation 00:03:30.545 --> 00:03:31.830 and guess what works wildly. 00:03:31.850 --> 00:03:33.989 Well, Just like it does at the door. 00:03:34.230 --> 00:03:34.410 Yeah. 00:03:34.410 --> 00:03:35.100 You guessed it. 00:03:35.250 --> 00:03:38.519 The slap formula, say, hi, break the ice. 00:03:38.579 --> 00:03:39.989 Let 'em know why you're there. 00:03:40.109 --> 00:03:42.660 Ask an open ended question, wait for their answer. 00:03:42.665 --> 00:03:45.390 And then present that slap formula that works at the door will 00:03:45.390 --> 00:03:48.930 work wildly well to simply start that conversation at home show. 00:03:48.930 --> 00:03:50.820 So if you're one of those people and you've seen it. 00:03:51.360 --> 00:03:53.040 You've walked around the home shells, haven't you? 00:03:53.040 --> 00:03:56.610 And you've seen those people behind the table doing all the wrong things, right. 00:03:56.700 --> 00:03:59.100 They got the table here, they're in their chair, they're rocking back and 00:03:59.100 --> 00:04:01.710 forth and they're looking at their phone and they're scrolling because no, one's 00:04:01.710 --> 00:04:05.190 there and they're killing time and no one it's broadcast the wrong message 00:04:05.190 --> 00:04:06.090 and you're never gonna make sales. 00:04:06.090 --> 00:04:06.150 So. 00:04:06.825 --> 00:04:09.435 You're there to sell no table inviting space. 00:04:09.495 --> 00:04:13.395 Start the conversation, which brings me to number three. 00:04:13.755 --> 00:04:15.825 I recommend having a giveaway. 00:04:16.305 --> 00:04:17.805 Now, what kind of stuff can you give away? 00:04:17.805 --> 00:04:19.005 I've given away TVs. 00:04:19.035 --> 00:04:20.745 You can put a big, big TV up there. 00:04:20.745 --> 00:04:21.465 Say free giveaway. 00:04:21.644 --> 00:04:24.315 You can give out concert tickets or tickets to a sports game. 00:04:24.465 --> 00:04:27.795 You can give out, uh, restaurant gift certificates, Amazon gift certificates. 00:04:27.800 --> 00:04:28.905 I iPad iPod. 00:04:29.205 --> 00:04:30.465 Uh, excuse me, not iPod. 00:04:30.465 --> 00:04:31.515 I don't know why I said iPod. 00:04:31.515 --> 00:04:32.185 Is that a thing? 00:04:32.525 --> 00:04:36.755 I don't even know if they make an iPod anyway, an iPad, a computer, uh, 00:04:36.784 --> 00:04:40.385 something, some cool new gadget, you know, maybe wireless headphones that 00:04:40.385 --> 00:04:44.614 are sound soundproof, um, or the, uh, audio reduction, whatever those 00:04:44.614 --> 00:04:47.974 things are called anyway, anything that could be fun and exciting for people. 00:04:48.094 --> 00:04:50.375 And the main reason is when you, when you have the inviting 00:04:50.375 --> 00:04:52.955 space, you're out starting the conversation, you gotta giveaway. 00:04:53.044 --> 00:04:55.025 The giveaway is the attention grabber. 00:04:55.025 --> 00:04:55.234 It's. 00:04:55.700 --> 00:04:59.630 A little bonus, a carrot dangling some bait just to say, Hey, come on in. 00:04:59.780 --> 00:05:02.840 We got some fun stuff for you, whether you buy from us or not, you can be entered to 00:05:02.840 --> 00:05:05.780 win this great TV and you bring it there. 00:05:05.810 --> 00:05:06.080 All right. 00:05:06.080 --> 00:05:10.070 So having a giveaway is just a really strong lure for folks and 00:05:10.070 --> 00:05:11.540 it brings some joy and excitement. 00:05:11.540 --> 00:05:13.430 And by the way, look at it like a marketing expense. 00:05:13.700 --> 00:05:16.310 Now doing that giveaway, you can either just do a drawing. 00:05:16.315 --> 00:05:19.280 So people are come in or they're entered into the give. 00:05:19.875 --> 00:05:20.985 Which is the way I did it. 00:05:21.045 --> 00:05:23.985 If they, and I'll tell you what number five is, cuz that'll kind 00:05:23.985 --> 00:05:26.805 of link in, but let me link back to the giveaway here in just a minute. 00:05:26.955 --> 00:05:28.995 It is important to get people coming at you. 00:05:29.295 --> 00:05:29.775 All right. 00:05:29.835 --> 00:05:35.415 Number four, you need a wildly powerful offer. 00:05:35.565 --> 00:05:36.225 What I'm gonna call. 00:05:36.730 --> 00:05:37.750 This show deal. 00:05:37.930 --> 00:05:41.680 You need a reason for people to take action today. 00:05:41.890 --> 00:05:43.000 Cuz how often do you do this? 00:05:43.000 --> 00:05:44.230 Hey, you know, leave your info. 00:05:44.230 --> 00:05:45.010 We'll give you a buzz. 00:05:45.010 --> 00:05:46.900 We'll follow up, we'll get an appointment set. 00:05:46.930 --> 00:05:48.730 And then you got the info and they ghost you up. 00:05:48.760 --> 00:05:51.310 They don't answer the phone or they say they come up and 00:05:51.315 --> 00:05:52.690 they say, oh, grab your car. 00:05:52.690 --> 00:05:53.770 We'll call you if we're interested. 00:05:54.010 --> 00:05:55.660 But you don't lock deals down. 00:05:55.690 --> 00:05:55.930 Right. 00:05:55.930 --> 00:05:58.540 You get a lot of like Luke warm traffic. 00:05:58.750 --> 00:06:00.970 But what we need is that reason for someone to. 00:06:01.695 --> 00:06:03.435 I want this and I want it right now. 00:06:03.645 --> 00:06:08.205 So on the show deal, you can do things like book an appointment today, and we'll 00:06:08.205 --> 00:06:14.445 bring $50 gift card to local restaurant, local, whatever, uh, Amazon, Walmart, gas 00:06:14.445 --> 00:06:18.975 franchise, um, you name it, some sort of gift if $50 gift or gift card, if they 00:06:18.980 --> 00:06:21.975 book the appointment and you bring it with you to the appointment, the other 00:06:21.975 --> 00:06:24.375 thing can be some sort of show discount. 00:06:24.525 --> 00:06:27.165 Hey, if you book your appointment today, if you decide to move forward, 00:06:27.255 --> 00:06:30.245 we're not getting a thousand dollars off our install, whatever the number. 00:06:30.409 --> 00:06:30.710 Okay. 00:06:30.920 --> 00:06:32.750 The other thing can be some sort of upgrade. 00:06:32.750 --> 00:06:34.520 Hey, book your appointment today. 00:06:34.610 --> 00:06:37.460 And if you decide to move forward with us, we are gonna upgrade you from this shingle 00:06:37.460 --> 00:06:39.590 to this shingle at absolutely no charge. 00:06:39.830 --> 00:06:44.360 But what we do on this show deal is we introduce urgency and scarcity 00:06:44.630 --> 00:06:48.800 urgency, meaning a compelling reason to take action right now in scarcity. 00:06:48.800 --> 00:06:51.469 Meaning if they don't take advantage of this offer. 00:06:51.590 --> 00:06:55.039 It goes away because you're not offering this anywhere else. 00:06:55.190 --> 00:07:00.080 So having that show deal gets them to, excuse me, gets them to take action right 00:07:00.080 --> 00:07:02.780 now, which leads me to point number five. 00:07:02.989 --> 00:07:04.280 And what do you think that one is? 00:07:04.640 --> 00:07:09.679 It is this book, the appointment on the spot. 00:07:09.684 --> 00:07:10.109 Okay. 00:07:10.860 --> 00:07:15.300 Now so many people don't do this. 00:07:15.510 --> 00:07:18.000 They take the card, they blah, blah, they they're gonna play 00:07:18.000 --> 00:07:19.290 phone tag or shoot a text. 00:07:19.440 --> 00:07:23.610 You need to convert that lead into the appointment, right then for the show deal 00:07:23.610 --> 00:07:25.260 to locked in and to enter the giveaway. 00:07:25.265 --> 00:07:26.610 So here's how this all ties up. 00:07:26.820 --> 00:07:29.820 Hey, if you book your appointment for a free estimate, whether you 00:07:29.820 --> 00:07:32.490 choose to work with us or not, there's two things I'm gonna do. 00:07:32.490 --> 00:07:33.660 I'm gonna lock in the show deal. 00:07:33.915 --> 00:07:38.055 Which means I'll be bringing a $50 gift card with me to our appointment, just 00:07:38.055 --> 00:07:39.705 for the opportunity to sit down and chat. 00:07:39.735 --> 00:07:41.235 Absolutely no obligation. 00:07:41.505 --> 00:07:43.935 And you will be entered to win this TV. 00:07:44.145 --> 00:07:44.445 All right. 00:07:44.445 --> 00:07:44.715 By the. 00:07:45.270 --> 00:07:45.900 Pro tip. 00:07:46.080 --> 00:07:50.490 We always let the person win, who we felt was the war, the, the hottest 00:07:50.490 --> 00:07:52.350 lead to close on the nicest project. 00:07:52.530 --> 00:07:53.880 That was our winner for the TV. 00:07:53.880 --> 00:07:58.170 So we'd show up with that TV, uh, and, and, and the gift card or whatever it is. 00:07:58.200 --> 00:08:00.300 And that homeowner is ecstatic. 00:08:00.305 --> 00:08:04.260 And again, reciprocity is one of the most powerful centers of influence. 00:08:04.260 --> 00:08:07.110 Meaning if you do something nice for someone, they do something nice for you. 00:08:07.230 --> 00:08:11.490 So blending this all together, let's do a really quick summary on the five things 00:08:11.490 --> 00:08:13.530 to help you get more leads at home. 00:08:14.125 --> 00:08:17.604 Number one, create an inviting space with no table, no barrier between you. 00:08:17.755 --> 00:08:19.195 You don't wanna keep folks in the walkway. 00:08:19.195 --> 00:08:20.815 You want to invite them in number. 00:08:21.660 --> 00:08:24.120 you are going to start the conversation. 00:08:24.270 --> 00:08:25.440 You are gonna be energetic. 00:08:25.440 --> 00:08:28.470 You're gonna be smiling, happy, enthusiastic. 00:08:28.500 --> 00:08:31.320 You're gonna be using the slap formula to initiate conversations. 00:08:31.590 --> 00:08:35.880 As people walk around, then you're gonna have a giveaway on display in your booth. 00:08:36.060 --> 00:08:39.750 That's going to lure people in out of excitement of an opportunity to 00:08:39.750 --> 00:08:43.049 win some cool gadget that they wish that they could use or have, or. 00:08:43.720 --> 00:08:48.850 Then you're gonna introduce a show deal, a really compelling, powerful offer that 00:08:48.850 --> 00:08:50.290 will get people to say, you know what? 00:08:50.290 --> 00:08:51.490 I do want an estimate. 00:08:51.490 --> 00:08:52.540 I do want an assessment. 00:08:52.545 --> 00:08:54.730 I do want an inspection and I want it right now. 00:08:54.820 --> 00:08:59.110 And then when you have that show deal, you are going to use this clincher to book 00:08:59.140 --> 00:09:04.780 the appointment on the spot while you're at the home show to lock in the show. 00:09:05.410 --> 00:09:07.600 And get them to enter in to the giveaway. 00:09:07.660 --> 00:09:11.170 And there you have it, the five very simple steps that are cheap, 00:09:11.200 --> 00:09:16.000 easy, and wildly lucrative to help you generate more deals at the very 00:09:16.000 --> 00:09:19.240 next home show that you run, which I know we're coming into the season. 00:09:19.420 --> 00:09:21.460 Hey, thanks for joining me on today's video. 00:09:21.610 --> 00:09:23.920 If you like this video in the format, give it a thumbs up that 00:09:23.920 --> 00:09:24.910 tells me to do more of them. 00:09:25.000 --> 00:09:27.790 And one note, which I just remembered, I completely spaced 00:09:27.790 --> 00:09:28.600 mentioning in the beginning. 00:09:29.005 --> 00:09:31.165 Is a thank you to you for suggesting this video. 00:09:31.344 --> 00:09:34.704 It came in on a YouTube comment saying, Adam, can you do a video on 00:09:34.704 --> 00:09:36.354 how to get more leads from home shows? 00:09:36.564 --> 00:09:37.854 And the answer is, yeah. 00:09:37.915 --> 00:09:38.665 And I listen. 00:09:38.905 --> 00:09:41.305 So please remember this community is here. 00:09:41.334 --> 00:09:44.574 Not only to support each other, but I read all the comments I catch 00:09:44.574 --> 00:09:46.285 up on as many as I possibly can. 00:09:46.344 --> 00:09:49.344 And I listen and you, my friend are the one that inspires these videos. 00:09:49.344 --> 00:09:53.574 So thank you again for the inspiration and for allowing me to support you now, 00:09:53.574 --> 00:09:55.224 that's all I have for today's video. 00:09:55.435 --> 00:09:57.474 And if you want to continue with me, YouTube thinks you're 00:09:57.479 --> 00:09:58.405 gonna really like this one. 00:09:58.635 --> 00:10:00.975 And you can get a free copy if you haven't yet, by the way, 00:10:00.975 --> 00:10:02.955 which, uh, right here, here we go. 00:10:03.465 --> 00:10:05.805 Get a copy of my pitch, like a pro roofing sales training, video library. 00:10:05.955 --> 00:10:07.694 I'll pop it right over to your inbox. 00:10:07.725 --> 00:10:10.125 And I do hope to see you on the next one. 00:10:10.245 --> 00:10:10.795 We'll see you soon.