In this conversation, Tanner Mullen and Richmond discuss the challenges faced by Richmond in his slate repair business, particularly focusing on marketing and sales strategies. Richmond shares his struggles with increasing his closing ratio and the impact of raising prices on his business. Tanner emphasizes the importance of building trust with customers through education and visualization, suggesting ways to enhance the sales process and improve customer engagement. They also explore potential avenues for business expansion and the need for effective communication of value to clients.

Takeaways

Richmond's primary challenge is increasing his closing ratio.

Raising prices has led to a decrease in job inquiries.

Building trust with customers is essential in the sales process.

Educating customers about the quality of work can justify higher prices.

Visualization of the repair process can enhance customer understanding.

In-person estimates can lead to better sales outcomes.

Richmond needs to master his sales process and schedule.

Expanding into commercial work could provide new opportunities.

Effective communication of value is crucial for success.

Richmond should consider marketing strategies to reach more clients.

Titles

Mastering Slate Repair Sales Strategies

Building Trust in the Roofing Industry

Sound bites

"You need to be the salesperson now."

"You need to master this."

"I need to increase this close ratio."

Chapters

00:00 Navigating the Challenges of Slate Repair Business

02:46 Understanding Pricing and Value in Sales

05:24 Building Trust Through Education and Transparency

08:13 The Importance of Visual Aids in Sales

10:48 Leveraging Marketing for Increased Sales

13:40 Mastering In-Person Sales Techniques

16:12 Exploring Business Expansion Opportunities