Responsive image

How to Add Value to Your Roof Quote

Competition in the roofing world can be stiff. Here are 5 steps to help your crew win more business.

You'd be living under a rock if you thought you were the only company quoting roof work for a homeowner. They've likely done their homework and found reputable builders in the area and are looking for those who will do high-quality work in the shortest timeframe and with the lowest price.

But you know as well as anyone that it's nearly impossible to achieve all three— the best build completed the fastest and least expensively —after all, quality work comes with a higher price tag. So it's your job when pitching to sell the homeowner them on on the value your crew can provide compared to the competition.

We have 5 steps to help you add value to your roof quotes and help you win more business.

1. Have a Plan and Be Practiced

You've only got one chance to make a first impression with the homeowners, so most importantly, be respectful of their time. That means arriving on time and giving them a clear overview of what you'll discuss.

Not everything you say needs to be scripted out, but you want to show the homeowners that you are organized and efficient, so knowing your pitch front and back to eliminate any pauses or uncertainty is a bonus.

Be sure to discuss the entire process with them and be upfront about timelines, the toll the project will take on their house, and, hopefully, the steps you take to prevent any damage to their lawn or landscaping. If you have videos or images to walk through with them, that's always helpful.

2. Answer Any of Their Questions

Your meeting with the homeowners shouldn't be a one-sided conversation where they feel they can't get a word in. Again, they've likely researched the roofing process and are prepared with questions, so give them space to ask them throughout the discussion.

Letting them be a part of the conversation will help to build rapport and trust with you so they feel confident working with your crew.

3. Go Over Materials and a Detailed Estimate

The homeowners may have questions about the products you will use on the job. Of course, they'll want to talk about shingle colors, but get into the specifics and tell them why you use the brands and products you do. This is especially beneficial when it comes to communicating the project's cost. Be as transparent as possible. Break down the estimate so they can see where the cost is coming from.

For instance, if your crew uses STINGER® products, you'd communicate that NailPac®, used to install the synthetic underlayment, is tested and approved for winds up to 180mph, when staples alone fail at 50mph. NailPac withstands UV exposure up to 10x longer than hand drive caps, is IBHS Fortified Roof™ approved, and that shingle manufacturers like GAF, Owens Corning, and IKO recommend the use of cap nails for adherence with their highest level of warranty protection. Give them enough information about the products and encourage them to research the materials you will use.

4. Talk About Your Competitors

Your competitors exist, but you're better for a reason—don't be afraid to talk about why (respectfully, of course). You've already communicated to the homeowners why you use the products you do, so now is a good time to cover what the competition uses and why the products you trust are better.

If the homeowners have met with other roofing companies, you may get direct questions about the cost or timeline differences. Just be sure to listen to the homeowners and clearly communicate what you know to be true for your company and stand by it.

5. Go Above and Beyond

If you want to keep your company top of mind even after you leave, give the homeowners a one-sheet that communicates your company's value propositions and details the brands and products you use. A leave-behind will help them refresh in a few days and allow them to do more digging.

When you're meeting with homeowners, being transparent, educating them on the best solutions, and being respectful and knowledgeable are surefire steps to ensure you will win their business so you can help build them the best roof possible.