, how do you follow up without coming across as pushy, sleazy, aggressive, or
totally being repulsive to homeowners?
Because I know when you follow up with folks, there's these questions
that go inside our own mind.
Like, am I coming across as being pushy?
Am I following up too much?
And sometimes we overcompensate and then we end up not following
up or not following up enough, both of which are detrimental.
But when we look at the reality of the situ, Our follow up will either
move people closer towards Yes.
Or shove people in the back towards a hard and definitive no.
So what we need to do is strike that balance of good.
Pause, not good.
Great customer service that allows you to get permission to
follow up as often as you need.
Now I'm gonna make a really big claim.
I'm gonna make this claim right now, and I wanna know in the
comment section if you agree or not.
There's one simple rule when it comes to the follow up, that if you do this
on the very first follow up that you make, it lays the groundwork for you
to follow up virtually as much as you.
Of course within reason.
I'll put the parameters on that at the end of this video.
And if you do this, this should in theory solve all of your concerns about
not following up enough, following up too much or coming across as pushy.
And yes, it is as simple as changing what you say on the very first follow up.
So watch this video all the way to the end and then drop a comment and let me
know if this makes sense or if you think it's total garbage, cuz I'd love to hear.
All right, let's get to it.
First quick, welcome or welcome back, Adam Zeman here, the roof strategist and
everything that I do here on my channel and my podcast and in our programs.
It's designed to help you and your team smash your income goal and give
every customer an amazing experience.
And part of your customer's experience is how they experience
you when you're not in the house.
And when we look at the follow up as encouraging to yes, or
pushing them to know we gotta nail it or we're gonna lose deals.
So we don't wanna have that happen.
Now, do we?
No, we don't.
All right.
If you like this video and you want more and you're not yet in my free training
center, I invite you to join me in there.
There's no catch.
You're gonna love what's inside.
In fact, one of the things I think you're gonna really like if you're watching
this video on the follow up, is my entire playlist on the follow up, and that can
be found inside the pitch, like a pro video training library, which is in the
free training center waiting for you.
You can text the word free to three Oh.
2 2 2 71 33.
That's 3 0 3 2 2 2 71 33 or click the link in the description below.
All right, let's get to it.
I've made this video cause I had a, a bad experience myself just this last
weekend from a salesperson coming out to my house on a Saturday at 11:00 AM He
called me at 2 45 that same day and he left me a voicemail and I didn't answer.
He called me at 3:00 PM and he left me another voicemail, both of which basically
said, are you ready to move forward?
Yep.
I didn't call him back cause I was getting a little frustrated.
He called me at 4:00 PM he called me at 4:30 PM and then
he called me on Sunday twice.
That is six follow up.
All with the same purpose.
Have you made a decision?
And you can imagine now that, uh, we're not moving forward with him.
Why?
Because when he left the house, I was pretty darn sure we were
gonna choose this company.
But after I experienced this follow up, it was inconsistent.
He didn't listen.
He made it all about him, and he was nagging me.
We've decided to go a different direction, and I wanted to share this from the new
perspective to share with you how that follow up comes across as a homeowner.
But if he did what I'm about to teach you instead, I likely would've chosen him.
And I'm not kidding by changing just this one thing of what he said.
And now with all the buildup you're probably want, well
Adams, lay it out there.
What is it that we say?
All right, we're, we're almost there, but I have a little more groundwork to lay
and, and here's why this will make sense.
Number one, I do this on the very, very first.
Okay.
Why?
Because I can too set the expectations of what they will experience from me
and make it all about the customer.
I repeat, I'm making it all about the customer, not me.
They don't care about me.
I need to make it about them.
And then ground rule number three is I give them an easy path to say no.
I know it sounds crazy, but the reason I wanna give 'em an easy
path to say no is I'm investing my valuable time on the follow up.
And I know how homeowners are sometimes they've made a decision and
homeowners don't want to encounter conflict, so they just ghost you.
And when they ghost you, you're now, they're just thinking, well,
I don't wanna have conflict.
We made a decision for all you know, the roof's already put on
and you're continually following up and they just ignore or swipe and
send your call to voicemail, and you never get a definitive answer.
So wouldn't you agree?
Getting a no is is valuable.
Now of course, it's not as valuable as getting a yes cuz commission
doesn't come with a no, but at least it means that you can move on.
All right, so again, we do this in the beginning.
We make it all about the customer and set those expectations and we
give them a clear path to say no.
Now I'm gonna shift into a super quick role play on how I would do
this on the very first appointment.
So you can see how these three elements come into place and I want you to
judge for yourself and drop a comment below if you would receive this as
a homeowner and feel comfortable receiving inbound calls, texts, and.
From the company that you had out to your house and it would go something like this.
Hey Peggy, Adam here.
Just wanted to say thank you for spending your time with me last
night with you and your husband talking about your roof project.
Now.
I hope you guys have a great trip this weekend up to the
Hamptons to visit the in-laws.
And when it comes to your roof, I know that you and your husband are both
incredibly busy people and my guess is you probably have a lot more that
you'd like to give your attention to than this here roof project.
So part of my commitment of.
Outstanding service is to help you guys make a decision on the best contractor
for you, even if it's not with me.
So for that reason, I'm going to continually follow up and
make myself available for you.
Now, for any reason you guys have made a decision in another direction, please let
me know and I understand that you're busy.
You can even text or email me the word no and I'll catch a hint, but until.
I want you to know that I will continually follow up and please do not hesitate
to reach out with any questions.
Now, the last thing I'm gonna do, that's the intro right there.
I just nailed it.
The one thing I'm gonna add, Is telling them what happens next.
Now, the reason that I'm gonna tell them what happens next is because
homeowners need to be told what to do.
I don't wanna leave it Lucy Goose in the air.
So I'm gonna just give them direction and let them know what happens next.
I'll be drop dropping the sample board off at this time.
You'll be calling me once you get the adjuster's information.
Our scheduling department will be calling you soon to schedule or
if they didn't make a decision.
I'll be following up with you next Tuesday by 3:00 PM I look forward to our
follow-up appointment in your house next.
For you.
See what I did.
All I did was just add.
I'm telling them what to do.
Now, put yourself in the shoes of the customer.
If you heard what I just shared, I made it all about them delivering
service, acknowledging that they're busy and giving them in an out.
, would you be far more receptive to my follow up calls?
I'd love to hear from you in the comment section below.
I know that if that gentleman that was at my house did this, I
would've been more polite, texted him back, said, Hey, I appreciate it.
Leave it in my court, and it would've opened up a discussion.
And quite frankly, we probably would've chosen that gentleman.
And in fact, we went another direction.
So there you have it.
The one simple thing that you can do on the very first follow up, make it about
the customer, set clear expectations and give them an easy out to say no.
And when you do this, as you follow up, you are there to serve, not
to help them write you a check in reek of commission, breath.
Now the next step is not theory, right?
You, you're here listening or watching.
The next step is to apply this and prove it right or wrong for.
So pick up the phone and the next follow up that you need to make,
maybe it's in your pipeline right now.
Try that script and then drop a comment.
Let me know how it goes.
Now, that's all for this video and just cuz our time here is about to end,
doesn't mean your and my time has to.
So click right here and hop into our free training center if you're not in
there yet, or if you want to hang with me here on YouTube, YouTube thinks
you're really gonna love this one and I'll see ya on the next video.