Many roofing contractors aren’t entirely comfortable showing premium shingle options to homeowners because they don’t want to lose the sale by showing a higher-priced product. Some homeowners are very cost-conscious, and contractors know upselling to them is a fine line that they’re hesitant to cross. However, presenting more than one shingle option can actually help close sales. It all comes down to providing homeowners with options and benefits, but presenting them without being pushy or using the hard-sell tactic. This article highlights some of the techniques that successful contractors use when presenting shingle options to a homeowner.
In a 2014 survey commissioned by GAF of roofing contractors in the United States, 95 percent of high-volume contractor respondents stated that they present more than one shingle when meeting with homeowners, and eight out of 10 present three or more shingle choices. High-volume roofing contractors are defined as those who indicated they install 40 or more roofs per year. About half of the high-volume contractor respondents said they closed more sales when they presented homeowners with more than one shingle choice. If you’re not sure how to show homeowners different shingle types, here are some tips to try out.