Sales Tips to Keep your Business Moving
from SRS Distribution Inc.’s, John DeRosa
Director of Contractor Training and Customer Experience
As the coronavirus continues to impact our communities, SRS wants you to know that everyone’s safety is our top priority. SRS, the strongest national network of independent roofing distributors is a company devoted to our customers, vendors and employees. Now more than ever, this holds true in everything we do. This is an unprecedented time for everyone, and as our daily routines change, we trust you’ll be looking for new ways to stay productive, healthy, and profitable. No matter how we slice it, we work in a people industry – built on strong, personal relationships. You may be asking yourself, “How do we develop the level of trust we need from the prospect when we’re all being asked to maintain a safe distance?”
Here are a few suggestions for contractors:
1. Embrace Video Teleconference Technology: You must resist the urge to simply email a quote as this will give the prospect nothing but the price to base their decision on. Today’s prospect is using FaceTime and other services to communicate with their family and friends, and they will be more open than you might think to jump on teleconference to conduct a sales call. Services like Zoom gives you the ability to interact face-to-face with your prospect and show them a presentation on your screen – just like you would do if you met them in person. Conducting a virtual Zoom presentation takes nothing away from you telling your company story, providing references or testimonials, and sharing all of the things you do to provide a better remodeling experience.
We trust your prospect will appreciate you asking for a virtual Zoom meeting because it gives them the safe distance they want and also affords them the opportunity to develop the relationship they need to make you their contractor of choice. If you decide to join Zoom, enter the coupon code SRS-Zoom at check out to receive a 10% discount on your service.
2. Use Eagle View Reports: If you’re not an Eagle View user, there is no better time than now to take advantage of this powerful technology. Eagle View offers detailed, guaranteed-accurate roof measure reports that gives you the information you need to write your proposal – without you having to visit the jobsite. Eagle View also adds tremendous value to your virtual presentation – giving you the ability to impress your prospect with their 3D visualizations.
We believe so strongly in the value of Eagle View that we will pay for your reports. That’s right, now through the end of May, we will credit back the cost of all reports that result in a project you purchase from SRS.
3. Experience the Power of Roof Hub: As much as you might think Roof Hub only adds value to your relationship with us, it does also provide a few advantages when working with your customers.
Roof Hub can help you enhance your virtual presentation by showcasing the number of projects you’ve done in the local community. If you go to the weather section on RoofHub.PRO, and click on the Show Past Clients button, Roof Hub will auto populate the locations of all of the deliveries SRS has made for you over the past five years. When the prospect sees you’ve been the contractor of choice for so many of their neighbors, they are more likely to conform to those actions – assuming those actions convey the best decision.
Another added benefit speaks to the insurance-restoration side of the industry. The Show Past Clients feature also allows you to see which of your past clients are within the swath of the storm. With this information, you do not need to knock their door, you can simply call them to schedule an inspection – allowing you and the client to maintain a safe distance.
Also, we need to highlight the time savings associated with Roof Hub’s smart template technology and on-line ordering capabilities. Rather than asking you to comb through 60k SKU’s to build your SRS order, Roof Hub uses artificial intelligence – diving into your SRS order history to build smart templates based on the items you order most. Realizing that some of you may be slow to embrace this powerful new technology, SRS is now offering a 3% rebate on all orders placed using Roof Hub. Now through the end of May, if you order on-line using Roof Hub, we’ll rebate back 3% the cost of those purchases. To log in, go to roofhub.pro.
If you’re interested in learning more about how to conduct a virtual sales presentation, please contact John DeRosa at firstname.lastname@example.org.
These next several weeks will be marked with both great challenges and great opportunities, and we want you to know that we are committed to doing everything we can to help. Please stay healthy and don’t hesitate to call us if we can be of any assistance.
About SRS Distribution
Founded in 2008 and headquartered in McKinney, TX, SRS has grown to become one of the largest and fastest growing building products distributors in the United States. Since our inception, we have established a differentiated growth strategy and entrepreneurial culture that is focused on serving our customers, partnering with our suppliers, and attracting the industry’s best talent. We currently operate as a family of distinct local brands across the US. SRS Distribution is a portfolio company of Leonard Green & Partners, L.P. and Berkshire Partners LLC with over 1,000 employee investors.
SRS Distribution Inc. is a founding sponsor of NWIR and has remained a top contributor as a Diamond Sponsor.