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Beware of Tricks Sales People Use To Sell Roof Restoration
Many of the tricks revealed below are not only used in the roof restoration industry, they’re used to sell many products and services that are of subpar quality or that are sold well above the price of other companies effectively "ripping you off".
- “We must have both husband and wife present at the quote”
The reason why some companies will not come out and give you a quote on your roof unless both you and your partner are present is so they can sign you up on the spot.
You see, if you’re representing a company that charges a lot more than everyone else, you need to get in first and signing people up before they get any other quotes. And there’s no use going and doing a persuasive presentation to one partner to have them then say “well, I’ll check with my partner and get back to you”. The sale is gone then because will get another quote and see how outrageous the company's price is.
- “We have a special offer for today only. You need to decide now or you’ll miss out”
This trick is used for the same reasons as the last one….to get you to make your decision today and not get other quotes. There are a couple of companies who will start at a ridiculous price, and then give you some astronomical “discount” for going ahead today. What is shocking is that even the “discounted” price is often double the industry average!
- The Notorious Phone Close.
This is where you say you’ll think about it, and the sales person says “okay, well I just have to call my manager and let them know". This is where the big production begins – it’s funny when someone does this to you when you know what’s going on. Not so funny when you are sucked in by it. The sales person will call the manager and say “they want to think about it”. The manager will then come up with a reason why you are really lucky, and that if you decide now, you’ll get a great “discount”. This is the same as the last trick we exposed (the discount for deciding now) except that it’s much more powerful when it’s done as a “phone close” for 3 reasons :
- It’s coming from management (supposedly) so it seems like a real “insider deal” – in actual fact, it’s the same deal everyone they try this trick on gets.
- If you’ve gained some rapport with the sales person, you’ll feel some empathy for him/her because it can seem like the sales person is under pressure from the manager to close the sale – some sales people really play on this. I’ve even heard of some claiming they’ll get the sack this week if they don’t meet their targets (and they have a family to feed etc etc).
- The way in which it’s done can make you feel really pressured.
- “We don’t use paint, we use a special coating”
This is used by a sales person more to differentiate his/her product from the others on the market.
Here’s the truth… It IS paint. Many companies encourage their sales people to show the prospective customer a sample of their coating – which appears to be a thick plastic coating, but guess what? It’s just a sample of a type of paint (in dry form). It’s an acrylic paint, and ALL credible roof restoration companies use an acrylic membrane coating. That’s not to suggest that the quality of all brands of roof coating is the same. It isn’t. But it’s all based on basically the same ingredients. Don’t be sucked in to believing that a company has a coating that is significantly different to any other credible roof coating.
How To Avoid Being Sucked In By Sales Tricks
If any sales person uses any of the tricks described in this article, you should do one of two things:
- Tell them that you know what they are up to and you'd appreciate it if they’d stop doing it and just give the quote you asked for – remember, a tactic exposed is no longer a tactic.
- If that’s too confronting for you, you can say that you have a quote arranged with another company and you will not make a decision until you have their quote too.
Finally, this article may have given you the intention that the whole roof restoration industry is made up of predators. It isn’t. The tricks and unethical techniques we’ve exposed are used by a small percentage of companies only.
Next Article: How Much Should A Roof Restoration Cost?
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