When roof damage occur, building owners are often in rush to fix the damage quickly and some not trustworthy contractors might take advantage of it by making false promises they may not be able to keep. In order for you to win prospective customers and protect their roof investment, it helps to steer the conversation from “get it done now,” to “get it done right.” Check out these 7 topics that may help differentiate you from other competitors.
Local referrals mean local commitment. It may help to remind your customer that you have an investment in the community, are familiar with local rules and codes, and have a relationship with area crews and suppliers.
Explain your manufacturer designations. It’s very possible that your building owner has no idea that contractors need to achieve certain requirements to be factory certified.
Offer exclusive warranties. Not all contractors can offer manufacturer warranties that include coverage of the contractor’s workmanship.
Proper licensing and insurance. Being willing and able to provide a copy of your province and city licensing (where required) — as well as your insurance certificate to establish that you have coverage for all employees and subcontractors — can go a long way toward establishing confidence and trust.
Understanding deductibles. Some contractors will claim they can handle the repair without having the homeowner pay their insurance deductible. That, of course, constitutes insurance fraud. You may want to spend a few minutes explaining how the homeowner can protect their own interests by strictly adhering to insurance regulations.
No pressure. Give the insurance company time to estimate the damage before asking the homeowner to sign a contract.
Offer material choices. If the insurance company is paying for a new roof, present the opportunity to upgrade to a style that better suits your customer’s taste.
You can’t control who is going to talk to your prospects, but you can ensure that the building owners you talk to see you as professional, knowledgeable and trustworthy.