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When someone asks, "What do you do?" You respond with your "elevator pitch." This is how you turn casual conversations into new customers. Learn my 3-step formula for the perfect pitch, every time.
“Because your company is only as STRONG as you are.”
Forward-thinking roofers tune in to get help building STRONG companies, sales teams, leaders, systems, marketing, relationships, culture, and financials.
Whether you own a own a roofing company, manage one, or sell roofs - subscribe to the channel for content that will help you:
1) Close even more roofing sales.
2) Adapt to new roofing industry trends and changes.
3) Take control of your roofing marketing and lead generation.
4) Improve D2D roofing sales.
5) Build the roofing company of tomorrow.
Hosted by Adam Bensman
- Started in D2D roofing sales in 2011
- Former Roofing Company COO (multi-state)
- Creator of the Roof Strategist Sales System (used nationwide for retail + storm)
- Founder of The Roofing STRONG Alliance by TAMKO™ (formerly known as the Roofing & Solar Reform Alliance)
- Author of the #1 Best-Selling Book: The Roofing Sales Survival Guide: Beat the Odds, Overcome Yourself, and Win Big
Content produced on or before 5/13/26 was previously produced by The Roof Strategist, TAMKO makes no representations or warranties regarding the content.
You just left a customer that
you just signed up and you
decide to stop for lunch.
And while you're in the restaurant,
you make small talk with someone
while you're waiting for a table
and he turns to you and he says,
so what do you do for a living?
Do you freeze?
Do you know what to say?
Or do you just chuckle and then figure out
what to say by the way I've done that one.
Now, if you didn't know
the exact response to.
That means you didn't have
the perfect elevator pitch.
And when you miss that opportunity,
literally sitting next to a job that
you have in a neighborhood where it's
familiar to people, these everyday
interactions can very easily become.
Sales, they can become customers.
The funniest thing is door to door
or in sales, we're in direct sales.
We're going out to people's homes.
They don't know us.
We show up we're the one initiating.
So these opportunities in the real
world, these mundane conversations
where people started conversation with
us, that whole trust dynamic changes.
We engage in a delightful way.
They like us, and we end up getting the.
And this video is inspired by you
because of the comments I've seen
on YouTube videos, some comments
on Instagram posts, by the way, can
follow me there at roof strategist.
And, uh, even emails people have
emailed me and, and said, Hey, I really
need help with my elevator pitch.
People ask me what I do for a living.
And I just don't know.
How to respond.
So my mission in this video is
to break down a really simple
three part formula for you, so you
can perfect the elevator pitch.
So the next time that someone asks you
this out in the real world, you can
convert this mundane opportunity into
a really awesome sales opportunity.
So thanks for joining me in today's
video and welcome or welcome back.
My name is Adam.
Besman the roof strategist, and
everything that I do here is
designed to help you and your.
Smash your income goal and give
every customer an amazing experience.
So if you haven't already
done it, hit subscribe.
I release new material every single
week, and I don't want you to miss a.
So let's get to it.
Shall we?
Your elevator pitch and
the perfect framework.
Now, this formula is super, super simple.
The who, what and the why, and then
I'm gonna break down what this means,
and then show you some examples.
You can stitch the perfect elevator
pitch together to suit your market.
Who, what and why?
Another way to think of
the, who is your ideal.
Who's the perfect customer for you.
Now I know you might be thinking,
oh Adam, well, if they have a
house, they're the perfect customer.
But I mean, your ideal customer, you
could say property owners or homeowners
or residential homeowners, you could
say commercial building owners.
You could say people who own
apartments or multi-family properties.
All right.
So that, that ideal customer can be a
subset of different categories of people.
In another example, bill SSO, who
you may have seen, he's a sales
rep, uh, at age 61st year in the.
Using my sales system lands 63 out
of 73 homes in a single subdivision.
So for him, his ideal customer was a
property owner in that neighborhood
or around that neighborhood.
Cause he is already there
and everybody knows him.
So if you were to name drop, Hey,
help customers in the IOL subdivision.
They're like I live there or
around there, it's gonna speak
to them in a really deep way.
So we really want to call
out that ideal customer.
So when the customer hears it.
They feel like you just described them and
it's super personal, powerful stuff next.
This is what we do for them
or the problem we solve.
Okay.
Problem we solve.
So that's another way of thinking
of the, what example we help
multifamily properties replace
their roofs after a storm.
Do a customer multi-family properties
replace the roof after a storm,
or maybe it's, uh, you're working
right now in an area of homes
that were built in the nineties.
And the roofs are about that time.
And it's a bunch of retail projects
going on in the same neighborhood.
You can say, Hey, I help homeowners
who live in older homes, get their
roof replaced when it's time.
Again, the exact target market, older
homes, get their roof replaced when it's
time, meaning at the end of their life,
cuz that's what's driving business your
way or maybe it's I help property owners.
fix their roof when it's
leaking really quickly.
Right?
So if you have a repair division,
my point, you can pick out little
details depending on if you're serving
customers in the IOL auto division.
If you happen to just work with
four churches in the same general
vicinity, if you're working in a
subdivision, whatever the case is, You
can custom tailor that ideal customer.
So it speaks to them and share the problem
you solve now, then there's the why?
Why do we do it in the sales world?
I like to think of this as,
without, okay, so for example,
I want to go buy a new car.
Without the hassle of dealing with a
used car salesperson going through the
negotiating process and then trying to get
upsold a million times when I'm sitting
with the F and I guy, okay, that'd be
the, without that's the pain people deal
with now, the pain people deal with in
our environment is usually, excuse me.
On the storm side, related to the
insurance process, the insurance
company, or dealing with shady
contractors on the retail side,
homeowners don't wanna deal with.
Hard sale.
In-home sales presentations, and pushy
tactics, and they don't want to deal
with the Chuck in a truck quote, unquote,
style of contractor who is unresponsive,
unreliable, and doesn't call people back.
So when we know the pains of our industry,
we can then say, I help people just like
you solve this exact problem that you
might be facing without the traditional
headaches that everybody complains.
Okay.
Do you see how nicely that flow flows?
So I'm gonna put a few
pieces together here.
Hey, I help property owners
in the IWA neighborhood.
Get their roof replaced after the big
storm, without dealing with the insurance
company, shady contractors, or having
to come out of pocket with extra money.
Ah, I live right near there.
I wanna help you.
Great.
Right.
So here's another one I help
private property owners get leaky
roofs fixed really fast without
having to wait for someone to call
you back or over overpriced bids.
So you can see how easy it is.
Who, what, why, who, what, why, when
you practice this just a few times,
you're gonna be an absolute pro.
You're gonna have that elevator pitch
nailed perfectly in, in a format
that you can adjust on the fly to
match the type of customers that
you're working with at that very.
So there you have it short, punchy video
to help you ACE your elevator pitch.
Thanks for being here now, if it's okay.
I'd love to ask you a question.
What would you like me to
cover in an upcoming video?
Drop a comment or a question
below, because that's exactly
what inspired this one.
And I'd love to hear from you.
Thanks again for joining me.
And if you haven't yet done it, click
right here to get a free copy of my pitch.
Like a pro roofing sales training,
video library, or hang with me
here on YouTube and they think
you're really gonna love this one.
We'll see you soon.