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The Roofing Sales Pitch That Will Get You Hundreds Of Appointments

The Most Effective Door-Knocking Pitch For Roofing Sales (tested on thousands of doors)

 

Knocking doors to sell roofs is not a glamorous job, and it’s only fun if you’re winning (AKA- booking tons of appointments). This short blog post is going to give you the exact roofing sales pitch I used to consistently book 40-60 appointments a week when I started out in the roofing industry as a canvasser. 

 

Door knocking for roofing sales in the red hot sun is not fun, but cashing in on a big paycheck from it is. So whether you’re brand new to roofing sales or are a seasoned vet, I promise that this blog will teach you how you can start booking more appointments, immediately.

 

The Pitch

 

First off, don’t think of it as a pitch. Think of it as a way to start a conversation. Would you start a conversation with a friend by blurting out 5 paragraphs about how you are the coolest friend in the world? Probably not.

 

You’re there to start a dialogue and create interest in just a few sentences.

 

Here’s the pitch I used as a canvasser to book 40-60 appointments a week consistently:

 

We’re in the neighborhood working with some of your neighbors (walk away from the door and point down the street to a customer house). Do you know (customer name) down the street?

The reason we are helping them is because of the hailstorm that hit your neighborhood on December 9th. You probably remember that hailstorm, right? (shake your head “yes”)

A lot of your neighbors have had damage to their roofs and AC units because of that storm, here is (customer name’s) roof (show them storm damage pictures on your phone). 

What we did for (neighbor name) is a free, no cost, no obligation inspection of their roof to inspect for any damages caused by the storm.

It only takes 15 minutes and you’ll know if your roof had any damages from wind or hail that are covered by your insurance.

(Look for ways to build rapport: shirt logos, sports team flags, compliment their yard, etc. and start a side conversation)

So like I was saying, my field inspector, (salesperson’s name), has been doing this for (5) years and knows exactly what to look for to help you know if there’s a viable claim on the roof for storm damage. 

(look at your calendar) It looks he just got done with an appointment, I can have him come over here right now to check it out for you!

OR

What time is better for you, morning or afternoon?

 

Now, you may object to a lot of what’s in there, and it may sound really goofy, but rest assured… this pitch WORKS! I can’t even begin to go into all of the psychology around it, but let me just tell you that we had a small team of guys (3 salesmen and 2 canvassers) and we did over $8 million in sales for our small roofing company in Utah in 2016, and we all used this exact same pitch.

 

Not a canvasser?

 

No problem.

 

Here’s your pitch if you are a sales rep and want to get on the roof right away:

 

We’re in the neighborhood working with some of your neighbors (walk away from the door and point down the street to a customer house). Do you know (customer name) down the street?

The reason we are helping them is because of the hailstorm that hit your neighborhood on December 9th. You probably remember that hailstorm, right? (shake your head “yes”)

A lot of your neighbors have had damage to their roofs and AC units because of that storm, here is (customer name’s) roof (show them storm damage pictures on your phone). 

What we did for (neighbor name) is a free, no cost, no obligation inspection of their roof to assess any damages caused by the storm.

It only takes 15 minutes and you’ll know if your roof has any wind or hail damage that’s covered by your insurance. (keep shaking your head yes)

(Look for ways to build rapport: shirt logos, sports team flags, compliment their yard, etc.)

So like I was saying, I’ll go grab my ladder and we’ll do a full and complete inspection of your roof, fascia, gutters, siding, and anything else that may have been damaged by the storm. (look at your watch or phone) I’ll be done with my inspection by (choose a time 20-30 minutes out).

 

This pitch is very assumptive, so don’t use it unless you ate your wheaties and believe 100% that you are offering a service that is in the very best interests of that homeowner. You MUST be confident if you’re going to use this pitch. And you must be kind and genuine. Don’t be a pushy slime-ball. 

 

Be kind, respectful, and confident in what you’re offering.

 

Another alternative pitch (use this one only if you’re experienced and really know what you’re doing)

 

Here it is:

 

Hi I’m Ammon, have you had your roof checked yet?

 

That’s it.

 

We’ve been using that lately with our sales team, and the feeling is that people appreciate that we are cutting to the chase and keeping our pitch short and sweet. This pitch also invokes curiosity so you don’t shoot yourself in the foot, because people will feel the need to answer you and get more clarification about why you’re asking them that. Then, listening to you is THEIR idea, because they just have to know why you asked about their roof. 

 

Just keep in mind, this is in an area that the hail storm happened over 6 months ago and they probably have no idea that anything is wrong with their roof. If you use this pitch in an area saturated with door-knockers, this may not be the best pitch to use!

 

Conclusion

 

These two pitch examples are simple, short, interactive with the homeowner, and most importantly– very effective. There are many other ways to get someone’s interest and these are just a couple of them. I’ve used lots of other tactics to get inspection appointments, but these have been my “old faithful” and my most effective pitches by far.

 

Happy knocking!

 

Best,

Ammon McKinlay

Owner, Zeal Communications

 

Author:

Ammon McKinlay

Ammon McKinlay

Ammon McKinlay is the founder and owner of Zeal Communications. He started his career in sales as a canvasser for a roofing company in Utah in 2015. He quickly moved into sales and sold roofs all over Utah and Arizona for 3 years. After an injury forced him off of the roofs and into a desk job, he found a passion for digital marketing that he is now sharing with the roofing community. He is also currently a marketing & sales leader at a startup roofing, solar, and insulation company in Gilbert, Arizona.

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