Host Andy Near interviews Ben Menchaca with Hail Pro out of Burnsville, MN, and dives into his outstanding success with cold calling and door knocking for sales. While most people associate cold calling with a phone call, in the roofing industry, cold calling also involves going to your local businesses and neighbors and reaching out to individual businesses and homeowners. Read on to find out how Ben started at the bottom and continues to help himself and others succeed!
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Ben has always been in the trades industry. In 2008, when the economy took a major hit, he made a change and moved to Texas to be a sheet metal apprentice. All set and getting ready to graduate, Ben realized he just wasn’t happy, and this affected his health as well. After talking to a couple of his mentors, Ben realized it was time for another and better change. While he didn’t take the jump immediately, he finally decided it was time to work on his personal development to allow himself the growth he needed. Ben sold everything and moved out to the East Coast to pursue a storm restoration opportunity.
One of Ben’s mentors put it perfectly when he said, “Jump and the net will appear”, and Ben knew the best thing to do was to take action. To increase your income, you must increase your knowledge and while you don’t need to know every single detail from the start, you do need to be committed to believing in yourself and what you are selling.
A frequent problem in productive selling is failing to have confidence in yourself or your product. As a commercial roofing contractor, you are offering an incredible service and value that you should be proud to tell people about it! Believe in the service you provide. After all, you are here to help your customers.
As the boss, you should work on building your sales team with people who will represent your culture and mission statement. You don’t need to have a team of professionals from the start, you can train the right people who have the right dedication.
When leads dry up, and they will sometimes, go back to the beginning of your list, even ones that ended up going nowhere. Follow up with people that said “no” in the beginning. Frequently, a “no” is really just a “not yet”. If you are nervous and get a “no” early on, that’s ok. Ask them when would be a good time to follow up… in a week or two? It comes back to remembering you are delivering a valuable service that they need – they just might not need it quite yet or they might not even know they need it!
It’s ok to lose motivation at times, it happens, you’re human! The key is to not let yourself stay there. Daily motivation is crucial to success and it’s important to keep yourself motivated. Find your vision, where do you want to be? Use other people’s experiences to help you stay motivated and then find what motivates you. For some, it may be money, “wins”, or beating a certain number.
Always remember to celebrate all your accomplishments, even the small ones. Turn off the negative noise and keep the positivity alive. If you’re finding this to be a struggle, perhaps find a new network of people that will help to keep you positive and motivated. The power of networking is real and it’s ok to ask for help. As always, the goal of the Rocket Roof Show is to equip and educate roofing contractors in the industry, and we continue to focus on bringing you the best ways to help yourself succeed and be productive with your leads and business.
SPONSOR APPRECIATION
Special thanks to our sponsor Top Roof Marketing, a full-service marketing group that specializes in the commercial roofing industry.
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