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7 Tips for Perfecting Your Virtual Roofing Sales Presentation

virtual sales pitch

More and more contractors are relying on virtual technology to close deals. Part of this process includes virtual roofing sales presentations that educate, engage, and entertain potential customers. 

Here are seven ways to build a relationship with your potential customers during your digital sales pitch. 

1. Ask for details about the house.

In order to compile an accurate estimate for your customer, it’s important to dig into the basics first. This can be tough when you’re unable to physically inspect the house, so it’s a good idea to provide your prospect with a list of questions before your virtual meeting. 

Here are a few questions to get you started: 

  • How old is the house?
  • When was the roof last replaced? 
  • What type of shingles are on the house?
  • Does the homeowner have specific shingles in mind? 

2. Find out the homeowner's concerns.

During your virtual roofing sales presentation, get a feel for your customer’s main concerns about investing in a new roof. 

  • Is it their first time replacing their roof?
  • Are they on a tight budget? 
  • Why are they looking to replace the roof (storm damage, old age, etc.)?

If they’ve had a bad experience with a roofing company in the past, it may be harder for a homeowner to trust your company. When they share their previous experience with you, be respectful and listen. Observe their tone of voice and body language. Once they’ve explained their situation, connect with the homeowner by expressing your sympathy. Offer solutions that differentiate you from that company in order to build trust with your prospect.

3. Offer your personal and company credentials.

What makes you trustworthy? While your customer likely did their homework when researching local roofing companies, it’s helpful to share some things they may not know about you or your company (especially if you don’t have a website). 

Here are some talking points to share with your potential customer:

  • How long have you been in the industry?
  • Why did you join the roofing industry? 
  • How long has the company been in business?
  • Do you or the roofing company have relevant credentials or certifications?

4. Explain what roofing equipment your crews use.

One way to differentiate yourself from the competition is by sharing the type of equipment your crews use on most jobs. Virtual roofing sales presentations are perfect opportunities to share video footage from previous jobs with unique equipment that benefits the homeowner. 

After the video, take the time to explain the equipment’s benefits to the homeowner. For example, contractors who use the self-propelled Equipter RB4000 are able to assure homeowners that their flowerbeds will remain intact and their yards clean throughout the reroofing process. Accessories like the Equipter Gutter Protector help shield the homeowner’s rain gutters during tear-off, reducing the risk of additional out-of-pocket expenses. Equipter also offers customer-facing videos and slide decks for roofers to use in their sales presentations. 

equipter rb4000 with rear extension kit

Keep in mind when sharing your process, each point you make should benefit the customer in some way. A self-propelled dumpster may take the heavy lifting off of your crew, but it also indicates that debris doesn’t have the chance of slipping out of a flimsy tarp, so the work area won’t be as hazardous to children and pets. It also means the job will get done faster while allowing your crew to still provide the homeowner with a professionally installed, high-quality roof. 

5. Share shingle options with the homeowner.

During your virtual roofing sales pitch, don’t forget to take advantage of other digital tools that can help enhance your presentation. You may not be able to share physical shingle samples with the homeowner, but you can provide them with 3D and aerial views of what their home may look like after a complete installation. 

Tamko Building Products, LLC now has a virtual home designer that allows the homeowner to upload a picture of their home, outline the roof, and choose popular shingle styles and colors available in their area. 

Customers appreciate options. Showing them a wide array of shingles, flashing, and other materials being replaced subconsciously lets them know you’re happy to work with their budget while accommodating their style. 

6. Provide an estimate for how long the roof replacement may take.

Once you know the age and size of the roof and the type of roofing system your potential customer wants, they may expect an estimate of how long the replacement will take. If the roof suffers from storm damage, they’ll be particularly interested in how fast you can complete the job. 

Be sure to note that your crew may run into hidden damage during the roof replacement, especially since you’re not able to fully inspect the roof over a Zoom call. If possible, make plans to have an in-person inspection to reduce the risk of surprises during tear-off. (And practice social distancing if required).

7. Tell the homeowner when you'll be in touch again.

No matter what stage of the buying process your potential customer is in, always end the conversation by solidifying your next communication. Whether you’re setting up an in-person roof assessment or letting them know when to expect their custom roof replacement proposal, make sure they know you plan to stay in touch. 

The best way to maintain and nurture customer relationships is to keep in touch. Send holiday cards, well wishes, and of course the customer satisfaction survey. For more ideas, check out our blog post 5 Ways to Show Customer Appreciation Throughout the Year.

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