The $70,000 Lesson in Roofing Marketing and Sales: Importance of Follow-Up

When it comes to roofing marketing and sales, the importance of customer follow-up can’t be overstated. A recent incident with one of our roofing contractors perfectly illustrates this principle.

We were conducting our regular weekly review with the contractor, discussing the leads we had generated and the calls we’d sent his way. One case particularly stood out. Three weeks earlier, he had quoted a homeowner around $25,000 for a roofing job. Despite our continuous reminders, he had been tardy with his follow-up. When he finally got around to it, it was too late – the homeowner had already signed a contract with another company for $70,000.

This incident sheds light on two key takeaways in roofing marketing and sales:

1. Price Is Not the Sole Determining Factor:

The homeowner opted for a deal almost three times more expensive than what our contractor had offered. This underscores that price is not the sole determining factor in a homeowner’s roofing decision. Instead, homeowners want to know that you genuinely care about their project.

They want a contractor who will listen to their concerns, understand their needs, and offer a solution that caters to these. Being the cheapest option doesn’t automatically make you the best choice. The quality of service, trustworthiness, and customer care also play a massive role.

2. The Power of Follow-Up:

Our contractor’s lack of follow-up cost him a potential $70,000 job. This serves as a potent reminder that staying in regular contact with your potential customers is crucial.

Following up on your quotes and checking in with customers shows that you care about their project. It demonstrates your commitment to their satisfaction and reflects positively on your business. The process allows you to build a relationship of trust and care, which can influence the customer’s decision in your favor.

Remember, you’ve already invested time and effort into understanding the customer’s problem and offering a solution. The follow-up is your chance to show that you genuinely care about their roofing project.

Conclusion:

Every interaction with a potential customer is an opportunity to prove the value you bring to the table. In the competitive world of roofing marketing and sales, companies that prioritize customer care and diligent follow-up will always have an edge.

Remember, price isn’t everything. And the follow-up isn’t just an afterthought; it’s a core component of a successful marketing strategy. Don’t let a $70,000 lesson go to waste. Make each interaction count, and grow your roofing business one satisfied customer at a time.

Do you have any experiences with missed opportunities due to lack of follow-up? Share your thoughts and experiences in the comments below!