Is Roofing Sales Hard? (The Truth Behind Selling Roofs, Requirements, and More!)

Imagine you’re a roofer. You’ve just spent months, maybe even years, training to be the best at what you do. You’re an expert on roofs and roofs only!

Now imagine that you have to sell your services. Not only that: you have to convince someone that they need a new roof and then convince them to spend money on it.

Because if they don’t buy from you, they can go down the street and buy from the competition—who will gladly give them a better price because they don’t know what they’re doing!

In this article, I’m going to help you make that sale!

Is roofing sales hard?

Selling roofing can be a challenging and competitive business, as it involves persuading homeowners or businesses to invest in a significant home improvement project.

It requires a combination of technical knowledge about roofing materials and systems, strong communication and sales skills, and the ability to build trust and credibility with potential customers.

Success in roofing sales may also depend on factors such as the local market, the quality of the roofing products and services being offered, and the reputation of the company.

It can be helpful to have a thorough understanding of the roofing industry and to stay up-to-date on the latest products and techniques, as well as to have strong marketing and advertising strategies to attract potential customers.

Overall, selling roofing can be rewarding for those who are able to successfully navigate the challenges and build a successful business, but it does require a significant amount of effort and dedication.

What are roofing sales?

Roofing sales involve the selling of roofing materials and services to homeowners and businesses.

This can include selling roofing products such as shingles, tiles, or metal roofing systems, as well as providing roof repair or installation services.

Roofing sales professionals may work for a roofing company or may be self-employed, and their job duties may include:

• Meeting with potential customers to assess their roofing needs and provide estimates for products or services
• Providing technical information about roofing materials and systems to help customers make informed decisions
• Negotiating prices and contract terms with customers
• Coordinating with roofing teams or contractors to ensure that roofing projects are completed on time and to the customer’s satisfaction
• Marketing and advertising roofing products and services to attract potential customers
• Maintaining records of sales and customer interactions

Roofing sales professionals may also be responsible for managing a sales team or working with other team members to develop sales strategies and goals.

What qualifications do I need to be a roofing salesperson?

There are no specific qualifications that are required to become a roofing salesperson.

However, having a background in roofing or construction can be helpful in understanding the technical aspects of roofing materials and systems, and may make it easier to build credibility with potential customers.

Some roofing companies may require their sales professionals to have a high school diploma or equivalent, while others may prefer to hire candidates with a bachelor’s degree or higher.

In addition to technical knowledge, roofing sales professionals should also have strong communication and interpersonal skills, as well as the ability to build trust and credibility with potential customers.

Sales experience and a proven track record of success in sales may also be beneficial. Some roofing companies may provide training or certifications to their sales professionals to help them develop their skills and knowledge.

What is the learning curve of being a successful roofing salesperson?

The learning curve for becoming a successful roofing salesperson will depend on a variety of factors, such as your prior experience and knowledge of the roofing industry, your natural sales ability and personality, and the support and training provided by your employer or mentor.

If you are new to the roofing industry and have little or no experience in sales, you may need to spend some time learning about different roofing materials and systems, as well as the technical aspects of roofing installation and repair.

You may also need to improve your sales skills and techniques, such as how to talk to potential customers, how to handle objections, and how to close a sale.

The learning curve may be steep at first, but with practice, patience, and persistence, you can improve your skills and knowledge over time and become a successful roofing salesperson.

It may also be helpful to seek out opportunities for training and development, such as attending industry conferences or workshops or working with a mentor who has experience in the field.

What tools can I use to be successful in roofing sales?

There are several tools that can help you be successful in roofing sales, including:

1. Technical knowledge: Having a thorough understanding of different roofing materials and systems, as well as the technical aspects of roofing installation and repair, can help you effectively communicate with potential customers and address their concerns or questions.
   
2. Sales skills: Strong communication and interpersonal skills, as well as the ability to build trust and credibility with potential customers, are essential for success in roofing sales. You may want to consider learning and practicing effective sales techniques, such as how to overcome objections, how to close a sale, and how to handle difficult customers.
   
3. Marketing and advertising strategies: Developing a strong marketing and advertising plan can help you attract potential customers and generate leads. This may involve using a variety of tactics, such as creating a website, running ads in local newspapers or on social media, or networking with other professionals in the industry.
   
4. Customer relationship management (CRM) software: Using CRM software can help you organize and track customer interactions, manage sales leads, and stay organized and efficient.
   
5. Industry resources and training: Staying up-to-date on the latest roofing products and techniques, as well as industry trends and regulations, can help you provide valuable information and advice to potential customers. Join industry associations or seek out training and development opportunities to stay informed and improve your skills.

What is the best way to market and find leads for roofing sales?

There are several strategies that you can use to market and find leads for roofing sales:

1. Develop a professional website: A website can be a great way to reach out to new customers and tell them about your business and the products and services you offer. Think about putting pictures of your work, quotes from customers, and detailed descriptions of your products and services on your website.
   
2. Use social media: Social media platforms such as Facebook, Instagram, and Twitter can be effective tools for reaching potential customers and promoting your business. Create profiles for your business on these platforms and post updates, photos, and other content to attract followers.
   
3. Run ads in local newspapers or on local radio or television stations: Local ads can be a good way to reach potential customers in your area. Run ads in local newspapers or on local radio or television stations, or place ads on local websites or directories.
   
4. Network with other professionals in the industry: Building relationships with other professionals in the roofing industry, such as contractors, suppliers, and real estate agents, can be a valuable source of leads and referrals. Attend local events and meetings to make connections and network with others in the field.
   
5. Offer promotions or discounts: Offering promotions or discounts can be a good way to attract potential customers and generate leads. One of the most effective strategies is offering a discount on services or products for new customers or running a promotion or contest to encourage people to learn more about your business.
   
6. Last but not least include yourself in our directory: Directories provide a very affordable method of getting your business out there in public eyes. When people search online, potential customers will likely find directory sites that list businesses such as yours. It works similarly to developing your own professional website. In fact, it’s beneficial to provide a link on your directory listing back to your website so your potential customer can learn more about you. If you’ve not added your business to our directory yet click here to do it right away!

What type of overhead should I expect when selling roofs?

When you sell roofs, your overhead costs will depend on a number of things, such as the size of your business, the scope of your operations, and where you do business. Some common overhead costs for a roofing sales business may include:

• Rent or lease payments for office or warehouse space
• Insurance premiums for liability, property, and other types of coverage
• Salaries and benefits for employees, including sales professionals and administrative staff
• Marketing and advertising expenses, such as website development, social media advertising, and print or online ads
• Travel expenses, such as fuel costs or airfare, for sales professionals who travel to meet with potential customers
• Equipment and supplies, such as vehicles, tools, and protective gear for roofing teams

It’s important to track and manage your overhead costs carefully to make sure your business runs smoothly and makes money. Don’t forget to create a budget and keep track of your spending to help you figure out where you might be able to cut costs or make more money. It can get complicated, but this is easy to handle if you use a CRM.

What are some common customer objections in the roofing sales process?

There are several common objections that may come up during the roofing sales process, including:

Price

Many potential customers may be concerned about the cost of a new roof or roof repair and may object to the price quoted by the salesperson.

There are several strategies that you can use to address price objections from potential customers in the roofing sales process:

1. Highlight the value of your products and services: Emphasize the benefits and features of your roofing products and services, and explain how they provide value to the customer. This may include pointing out features such as durability, energy efficiency, or aesthetically pleasing materials.
   
2. Offer financing options: Some customers may be more likely to move forward with a roofing project if they have the option to finance the cost over time. It’s often a good idea to offer financing options or work with a lender to provide financing options for your customers.
   
3. Negotiate: If a customer objects to the price, you may be able to negotiate and come to an agreement that works for both parties. Be prepared to explain the reasons for the price and to make concessions where possible, such as by offering discounts or adding extra value to the project.
   
4. Offer discounts or promotions: Again, think about offering discounts or promotions to make your products or services more affordable for potential customers. This could mean giving discounts to new customers, running special sales, or giving discounts to people who tell their friends or family about your business. Make sure to tell your customers why the promotion is going on and how long the promotion is going to last. For example, “the Holiday Special.”
   
5. Compare your prices to those of your competitors. If a customer has received quotes or estimates from other roofing companies, be ready to compare your prices and explain why your products or services are of better value. This could mean focusing on the quality of your materials or your work or pointing out extra features or benefits that your competitors don’t offer.

Time

Some customers may be hesitant to commit to a roofing project due to concerns about the time it will take to complete the work or due to scheduling conflicts with other home improvement projects.

There are several strategies that you can use to address time objections from potential customers in the roofing sales process:

1. Be flexible with scheduling: If a customer is concerned about the amount of time it will take to complete a roofing project, you can always provide flexible scheduling options to accommodate their needs. This may include working around their schedule, completing the project in stages, or providing additional services to minimize disruption to their daily routine.
   
2. Offer a timeline and completion date: Providing a clear timeline and completion date can help alleviate customer concerns about the length of the project. Be sure to communicate regularly with the customer throughout the project to keep them informed of progress and address any issues that may arise.
   
3. Emphasize the benefits of timely repairs or replacements: If a customer is hesitant to commit to a roofing project due to concerns about the time it will take, it may be helpful to emphasize the benefits of timely repairs or replacements. This may include highlighting the potential cost savings of addressing issues before they become more severe, or the increased value and curb appeal that a new roof can provide to the home.
   
4. Additional bonus services: If a customer is concerned about the time it will take to complete a roofing project, additional services can help to minimize disruption to their daily routine. This may include providing temporary roofing solutions, such as tarps or temporary patches, or offering cleaning or debris removal services to help tidy up after the project is complete.

Quality

Some customers may have concerns about the quality of the roofing materials or workmanship and may be hesitant to invest in a new roof or roof repair.

During the roofing sales process, there are several ways to deal with quality objections from potential clients:

1. Provide information and education: If a customer is concerned about the quality of the roofing materials or workmanship, it may be helpful to provide additional information and education about the products and services you offer. This may include highlighting the features and benefits of your products, such as durability, energy efficiency, or aesthetically pleasing materials.
   
2. Offer warranties or guarantees: Providing warranties or guarantees can help alleviate customer concerns about the quality of your products or services. It has become almost a standard to offer a warranty or guarantee on the materials and workmanship provided by your company.
   
3. Share customer testimonials and reviews: Customer testimonials and reviews can be a powerful way to demonstrate the quality of your products and services. A brilliant idea is to provide testimonials and reviews from satisfied customers to your potential customers to help build trust and credibility.
   
4. Highlight your reputation and experience: If a customer is concerned about the quality of your products or services, it may be helpful to highlight your reputation and experience in the industry. Always share information about your company’s history, your certifications, and accreditations, or any awards or recognition you have received.
   
5. Provide references: I also recommend providing references from previous customers to help demonstrate the quality of your products and services. You may also want to offer to connect potential customers with previous customers so they can ask questions and get a better understanding of your work.

Competitors

Some customers may have received quotes or estimates from other roofing companies and may be comparing prices or services.

In the roofing sales process, there are several strategies you can use to address competitor objections from potential customers:

1. Compare your products and services: If a customer has received quotes or estimates from other roofing companies, be prepared to compare your products and services to those of your competitors. This may involve highlighting the features and benefits of your products, such as durability, energy efficiency, or aesthetically pleasing materials.
   
2. Focus on your reputation and experience: If a customer is thinking about using another company, it may help to focus on your reputation and experience in the field. Think about telling people about the history of your business, your certifications and accreditations, and any awards or other recognition you’ve gotten.
   
3. Offer unique value: Tell your customers what sets your company apart from the competition, and be prepared to highlight this value to potential customers. This may include offering additional services or features that your competitors don’t provide, such as financing options, emergency repair services, or a satisfaction guarantee.
   
4. Focus on building trust and credibility: Building trust and credibility with potential customers can be key to overcoming competitor objections. Highlight your commitment to customer satisfaction, and always make sure they know that. Also, be prepared to provide references or testimonials from satisfied customers to help demonstrate the quality of your products and services.
   
5. Negotiate: If a customer is considering other companies, you may be able to negotiate and come to an agreement that works for both parties. Be prepared to explain the value of your products and services and to make concessions where possible, such as by offering discounts or adding extra value to the project.

Trust

Some customers may be hesitant to work with a new roofing company or salesperson and may need to build trust and credibility before committing to a project.

There are several strategies that you can use to address trust objections from potential customers in the roofing sales process:

1. Build credibility: One of the most effective ways to overcome trust objections is to build credibility and establish your expertise in the roofing industry. Make sure the customers are aware of your certifications, accreditations, and any awards or recognition you have received. You may also want to provide references or testimonials from satisfied customers to demonstrate the quality of your products and services.
   
2. Communicate effectively: Clear and effective communication is key to building trust with potential customers. Be sure to listen carefully to their concerns and questions, and provide thorough and accurate information in response.
   
3. Be transparent: Be open and transparent about your products and services, and be prepared to provide detailed information about your pricing, materials, and workmanship. This can help build trust and credibility with potential customers.
   
4. Offer a satisfaction guarantee: If you want to build trust with potential customers, you could offer a satisfaction guarantee. This may include offering a warranty on the materials and workmanship provided by your company or committing to address any issues or concerns that may arise during or after the project is complete.
   
5. Build relationships: Building relationships with potential customers can be key to overcoming trust objections. I can’t stress this enough, but do everything in your power to the time to get to know your customers and their needs, and be proactive in addressing any issues or concerns that may arise. This can help build trust and establish a long-term relationship with your customers.

To overcome these objections, it’s important to be prepared and to have a clear and confident response.

Building trust and credibility with potential customers can also be key to overcoming objections and closing the sale.

How do I differentiate myself from other roofing salespeople?

There are several ways that you can differentiate yourself from other roofing salespeople:

• Build expertise: One of the most effective ways to differentiate yourself from other roofing salespeople is to build expertise and establish yourself as a knowledgeable and trustworthy source of information. Consider obtaining certifications or accreditations, such as a Roofing Contractor’s Association (RCA) certification, and staying up-to-date on the latest roofing products and techniques.
  
• Offer unique value: Come up with what sets your company apart from the competition, and be prepared to highlight this value to potential customers. This may include offering additional services or features that your competitors don’t provide, such as financing options, emergency repair services, or a satisfaction guarantee.
  
• Build relationships: Building relationships with potential customers can be key to differentiating yourself from other roofing salespeople. This is important. Take the time to get to know your customers and their needs, and be proactive in addressing any issues or concerns that may arise. This can help build trust and establish a long-term relationship with your customers.
  
• Develop a strong brand: Creating a strong brand identity can help you stand out from the competition. You’ve got to develop a unique brand message and visual identity and be consistent in the way you present your business to potential customers.
  
• Use technology to your advantage: Technology can be a powerful tool for differentiating yourself from other roofing salespeople. I always recommend using tools such as customer relationship management (CRM) software, virtual consultations, or online quoting tools to make it easier for potential customers to work with you.

How do I close a roofing sale?

There are several steps that you can take to close a roofing sale:

1. Review the details of the project: Before closing a sale, be sure to review the details of the project with the customer to ensure that there is a clear understanding of the scope of work, materials, and pricing.
   
2. Address any concerns or objections: If the customer has any concerns or objections, be sure to address them before moving forward with the sale. This may involve providing additional information, offering financing options, or negotiating to come to an agreement that works for both parties.
   
3. Review the contract: Be sure to review the contract with the customer and explain any terms or conditions that may be unclear. This will help ensure that the customer is fully informed and comfortable with the terms of the agreement.
   
4. Close the sale: Once you have addressed any concerns or objections and reviewed the contract, it’s time to close the sale. This may involve asking the customer for a commitment or a deposit or scheduling a start date for the project.
   
5. Follow up: After closing the sale, be sure to follow up with the customer to ensure that they are satisfied with the project and to address any issues or concerns that may arise. This will help build trust and establish a long-term relationship with your customers.

What types of bonuses and compensation packages are available for roofing salespeople?

Roofing salespeople may be able to get a variety of bonuses and compensation packages, such as:

• Commission: Many roofing salespeople are paid on a commission basis, where they earn a percentage of the sales they make. Commission rates may vary depending on the company and the specific products or services being sold.
  
• Bonuses: Some companies may offer bonuses or incentives to roofing salespeople for meeting or exceeding sales targets or for other achievements. Bonuses may be based on a variety of factors, such as the number of sales made, the value of the sales, or customer satisfaction ratings.
  
• Base salary: Some roofing salespeople may be paid a base salary in addition to commissions or bonuses. A base salary may be fixed or may be based on factors such as experience or performance.
  
• Benefits: Many roofing companies offer benefits to their sales staff, such as health insurance, 401(k) retirement plans, or paid time off.
  
• Training and development: Some companies may offer training and development opportunities to roofing salespeople to help them improve their skills and knowledge. This may include opportunities to attend industry conferences or workshops or to work with a mentor or coach.

Roofing salespeople can get paid in different ways, depending on the company and the position. During the hiring process, be sure to talk to potential employers about the pay. You want to make sure you’re getting a fair and competitive package.

Opportunities for getting promoted in roofing sales

Depending on the company and industry in which you work, there are several ways to move up the ladder in roofing sales:

• Sales management: With experience and proven success in roofing sales, you may have the opportunity to advance to a sales management position, where you would be responsible for leading a team of sales professionals.
  
• Business development: Some roofing sales professionals may choose to focus on business development, working to identify and cultivate relationships with new customers and partners. This may involve working with marketing or business development teams to develop strategies for growing the business.
  
• Specialization: You may also have the opportunity to specialize in a particular area of roofing sales, such as commercial or residential sales, or focus on a specific product or service line. Specialization can help you develop deeper expertise and may lead to opportunities for advancement.
  
• Entrepreneurship: With experience and success in roofing sales, you may also want to start your own business or become an independent contractor. This can give you more control over your career and give you more chances to grow and move up.
  
• Industry leadership: With experience and a strong track record in roofing sales, you may have the opportunity to take on leadership roles within the industry, such as serving on boards or committees, or speaking at industry events. This can help you build your reputation and visibility within the industry and may lead to additional opportunities for advancement.

Can you make $100k per year in roofing sales?

It is possible to make $100,000 or more per year in roofing sales, depending on a variety of factors such as the size and location of the company, the specific products or services being sold, and the salesperson’s level of expertise and experience. Some key factors that can influence a roofing salesperson’s earning potential include:

• Commission structure: Many roofing salespeople are paid on a commission basis, with the percentage of the sale varying by company and industry. A higher commission rate can lead to higher earnings, especially for salespeople who are able to consistently replace and make a large volume of sales.
  
• Bonuses and incentives: Some companies may offer bonuses or incentives to roofing salespeople for meeting or exceeding sales targets or for other achievements. These bonuses can add significantly to a salesperson’s earnings.
  
• Sales volume: The number of sales made by a roofing salesperson can also have a significant impact on earnings. Salespeople who are able to consistently make a high volume of sales may have the potential to earn more than those who make fewer sales.
  
• Market conditions: The overall demand for roofing products and services, as well as the competition in the market, can also influence a roofing salesperson’s earning potential. In markets with high demand and limited competition, salespeople may be able to earn higher commissions and bonuses.
  
• Sales skills: The skills and expertise of the salesperson can also play a role in earning potential. Salespeople who are able to effectively identify and address customer needs, overcome objections, and close sales may be more successful at earning higher commissions and bonuses.

The benefits of a roofing sales career

• There’s always a roof that needs to be installed or replaced
• Build relationships with people and networking
• Work independently and on your own time
• Gain sales skills
• Boost confidence

Roofing sales strategies you should know about

• First impressions are important
• Focus on educating first then sell afterward
• Identify the problem, address some agitations, and come up with a solution to solve it (aka the PAS formula)
• Features tell benefits sell
• Show off your warranties and guarantees
• Treat every lead like an individual opportunity
• Offer a loyalty program
• Keep following up until you get an answer
• Tell customers stories
• Upsell and cross-sell
• Be yourself
• Offer something for free
• Hire a marketing agency