On this edition of “Let’s be Frank” we discuss the in-home sales process - winging it vs. working a plan, getting more money from each sale and ultimately building a platform that will give you the opportunity to grow your metal roofing business.

On this edition of “Let’s be Frank” we discuss the differences between traditional in-home selling and the consultative approach - the power of listening rather than selling - and understanding logic vs. emotion when presenting to customers and setting appointments.

In this session of Let’s Be Frank, Frank Farmer, President of American Metal Roofs and Metal Roofing Consultants, and 35 year industry veteran, will address the COVID-19 pandemic, its growing impact on the economy, and how home improvement companies can survive the disruption. It is never easy to survive a crisis, but is possible with proven tactics including:

– Separate fact from fiction and become a better leader for your company and community.

–Take appropriate measures to protect your team members and customers.

– Proactively address the new objections created by this crisisin your marketing and communication. Frank will offer hisown scripting for calls, texts, and email, and review legal consent requirements.

– Powerful closing tools that give homeowners the confidence and comfort to make a buying decision in the midst of uncertainty.

You know your products features and benefits, and you are still missing sales. It’s not your fault! You have been trained to talk features and benefits with a focus on closing, closing, and more
closing. You bought into “close early, close often” and you are finding out the trial closes you learned are not working very well. What if you knew this way of selling was a turn off for mature consumers?

In this session of Let’s be Frank you will learn the top 10 fears of our aging customer. They may not talk openly about these things, but you can be assured that they think about them—a lot.

When you understand the things that worry them and what your customer fears, you will understand their motivations. Their motivating decisions are based on emotion and rarely saving money.

Have you ever thought that if you could just find that right sales person to hire, you could spend more time growing our business? Have you hired a handful of people and no one works out?

Today, we will be discussing the skills you need to attract, hire,
and retain top sales people in your organization:

•A proven hiring system
•How to make your company look attractive
•Where to find high quality sales people
•What a top sales person is looking for in a company
•How to write a quality employment ad
•Which candidates you should avoid and which are best
•What screening should be done
•How should they be onboarded once hired
•The role of each of your employees
•How to train them

Why are you using the same sales methodology today that was taught 30 years ago? Your customer receives information differently, thinks differently, and responds differently but you are regurgitating the same old stuff. What if you presented to customers in a fashion they appreciate and that creates the emotion to do business today?

Do you find that customers are demanding more while insisting you do business their way and on their terms? This is disrupting the way that in-home sales is being done. These changes have created two big threats to in-home sales:

1)High cost of leads
2)Lower closing rates

As fewer and fewer people respond to your marketing, and fewer people want to sit for presentations, you will either adapt or be forced to go out of business.

All salespeople have gained a bad rap from the liars in the industry. They will say anything to get a paycheck. Your customers are more guarded than ever. Everywhere they look they find shady marketers waiting to “juke” them and take their hard-earned money. You can be the beneficiary of their lies if you know how to position yourself. While everybody else is weaving a web of deceit, imagine how refreshing it is for your customers to meet someone they trust and relate to. You will be able to step in and close the sale with 100% truth!

Do you want to know how you can show your customers that the price of a metal roof is significantly less than that of an asphalt roof? Frank Farmer and Jim Anderson of American Metal Roofs share a step by step process on how you can sell more metal roofs by helping your customers discover the true cost compared to asphalt.

Let’s Be Frank is sponsored by Isaiah Industries, a leading manufacturer of specialty residential metal roofing. We sell our various aluminum, steel, and copper shingle, shake, tile, and slate profiles through leading home improvement contractors throughout North America and beyond. You can learn more about our various brands and products at IsaiahIndustries.com.

American Metal Roofs is a leading specialty metal roofing contractor in Flint, Michigan. With over 20 years of experience, Frank Farmer, President of American Metal Roofs, has continued to lead the industry with his valuable insights on how to run a successful metal roofing business. Frank, along with Jim Anderson, Marketing Director of American Metal Roofs, graciously share their systems and processes for success knowing that a rising tide raises all ships. Visit AmericanMetalRoofs.com to learn more about Frank and his team or check out MetalRoofingConsultants.com if you’re interested in additional training that Frank offers.

Looking to join a group of likeminded individuals trying to grow their business? We have two Facebook Groups, Metal Roof Marketing & Sales and Metal Roof Installers, both full of productive information and conversations that you can learn from.

Why is emotion so important in the sales process? Things like the quality of the product you sell, the history and size of your company, your reputation, and all the facts and figures are worthless if you can't get the buyer emotionally excited about the product you sell. So, how do we create emotion so your customer will pull the trigger right away? Frank Farmer shares some excellent tips and examples on how you can help homeowners realize the value of the products and services you offer with emotion.

Let’s Be Frank is sponsored by Isaiah Industries, a leading manufacturer of specialty residential metal roofing. We sell our various aluminum, steel, and copper shingle, shake, tile, and slate profiles through leading home improvement contractors throughout North America and beyond. You can learn more about our various brands and products at isaiahindustries.com.

American Metal Roofs is a leading specialty metal roofing contractor in Flint, Michigan. With over 20 years of experience, Frank Farmer, President of American Metal Roofs, has continued to lead the industry with his valuable insights on how to run a successful metal roofing business. Frank, along with Jim Anderson, Marketing Director of American Metal Roofs, graciously share their systems and processes for success knowing that a rising tide raises all ships. Visit AmericanMetalRoofs.com to learn more about Frank and his team or check out Metal Roofing Consults if you’re interested in additional training that Frank offers.

Looking to join a group of likeminded individuals trying to grow their business? We have two Facebook Groups, Metal Roof Marketing & Sales and Metal Roof Installers, both full of productive information and conversations that you can learn from.

If you knew what your customer was thinking would you sell more?

Let’s Be Frank is sponsored by Isaiah Industries, a leading manufacturer of specialty residential metal roofing. We sell our various aluminum, steel, and copper shingle, shake, tile, and slate profiles through leading home improvement contractors throughout North America and beyond. You can learn more about our various brands and products at IsaiahIndustries.com.

American Metal Roofs is a leading specialty metal roofing contractor in Flint, Michigan. With over 20 years of experience, Frank Farmer, President of American Metal Roofs, has continued to lead the industry with his valuable insights on how to run a successful metal roofing business. Frank, along with Jim Anderson, Marketing Director of American Metal Roofs, graciously share their systems and processes for success knowing that a rising tide raises all ships. Visit AmericanMetalRoofs.com to learn more about Frank and his team or check out MetalRoofingConsultants.com if you’re interested in additional training that Frank offers.

Looking to join a group of likeminded individuals trying to grow their business? We have two Facebook Groups, Metal Roof Marketing & Sales and Metal Roof Installers, both full of productive information and conversations that you can learn from.