Let\’s start things off with the bad news…

Not all prospects you talk with are going to be able to invest in a new roof system. Sometimes roof projects get delayed. This can be difficult to accept at first, but realize that a delayed roofing project is a massive opportunity if you are able to think creatively and put in a little hard work!

Preventative Maintenance (PM) programs let you extend the useful life of your customer’s roof system while maximizing the over-all investment. This is normally performed by means of scheduled roof examinations in which servicing coupled with proactive maintenance are completed on predetermined roof areas categorized by current condition plus the roof section priority.

PM programs also tend to be rather affordable for the client to implement.

Word of Caution – Please do not expect to get overnight profits from preventative maintenance services. This instant gratification mentality may be the reason why most roofers normally do not apply preventative maintenance… Not looking at the \’big picture\’ might also be the key reason why many roofers go broke in a year or so! The real power of preventative maintenance is that is enables you to be a huge help to your client when they need it most. As you can imagine, doing this establishes you as the authority figure and makes your roof sales career much easier!

Stay Dry,

-Eric

Here\’s 3 of the easiest ways you can implement PM into your selling process:

1. The planned project was dropped from the capital expenditure list or pushed back twelve months or more.

Any time a customer winds up with a roof project that\’s been dropped from the capital budget, it is really important that you maintain the current condition of the roof. Preventative maintenance allows you to protect against added damage to the roof system and permits you to stand by the original roof proposal (and possibly the original price).

2. Prospect has a roof with a considerable amount of rooftop activity.

Roofs with heavy traffic, many roof through-roof penetrations and machines, chemical pollutants, in conjunction with other ‘unique’ features make them a primary candidate for PM programs. Roofs like these typically become a victim of the ‘snow ball effect.’ PM programs help you to fix small problems now before they become big issues over time.

3. Client has several roof phases and/or multiple locations nationally.

Supervising many different roof phases and facilities is very troublesome. It is possible to digitalize PM proposals, making it possible for any person to obtain the reports such as: life cycle analysis, roof condition reports, before and after shots, investment totals by roof section, etc. – all from the comfort of their office desk. Just consider the time and money the client may save when all of their roof portfolio is regulated with the click of a mouse (or their phone).

This is just one way you might start today…

Go back to any “dead” jobs you have – I\’m talking about those roof quotes you didn’t lose but that also didn’t move forward with the project. Tell the customers that you’ve been thinking of their roof project and that you think you have some ideas that may make it possible for them to get some more life out of their existing roof along with dealing with the current problems at the same time. Present the idea efficiently and you won’t have a problem obtaining a date to dicuss the specifics in person!

Have you got any expertise in PM? If you do, I\’d love to hear your experiences. Remember, sharing our experiences is often the best sales training available!

Please share you thoughts, stories and experiences at http://www.roofyourworld.com – Sales Training for Roofing and Construction Professionals.

Please share you thoughts, stories and experiences at http://www.roofyourworld.com – Sales Training for Roofing and Construction Professionals.

Author Bio: Please share you thoughts, stories and experiences at http://www.roofyourworld.com – Sales Training for Roofing and Construction Professionals.

Category: Business
Keywords: roofing,roof maintenance,roof sales training,project management training,flat roof,commercial roof