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hey guys Adam here there strategist today we're gonna talk about acing your pitch at the door to start those conversations and before you're thinking it that reflection you're seeing in there it's not a pop plant it's a tomato plant we got that out of the way all right so what I want you to do in this video is to first table and forget everything that you've been taught about knocking doors or canvassing scripts because chances are they're garbage now that's a big claim to make and I'll let you be the judge after you hear me out first I want to open with a question what is the number one thing that needs to happen when you knock on a door is it to get your pitch in is it to introduce yourself the answer is none of those it's to start a conversation follow up question what's the best way to start a conversation it's to ask a question if you can ask an open-ended question which requires some thinking you'll start a conversation much easier than asking a closed-ended question which is a yes or no chances are some discomfort that you might experience as a salesperson or a new salesperson will inspire you the ask close any questions like has anyone been out to take a look at your roof yet that's a closed-ended question because there's two answers yes or no which says no we're good thanks boom doors closed when you get nervous oftentimes unconsciously salespeople will set themselves up for that closed-ended question because it makes rejection easier so you need to stop that okay the other thing you need to do is to keep it short and to keep it specific to the customer or homeowner perspective customers stage in the claims process what I want you to do if you haven't done so yet is watch my video on the four stages the claims process because if I approach a homeowner who just had a hailstorm happen and they had one inch sized hail they may not know if they had damage yet they may not know if they need to file a claim or what their options are my pitch is gonna be different than if baseball sized hail obliterated their siding put a hole in the grill cover and knocked out their windows of their car they know that there's damage there right so if I said hey have you had an inspection yet like an inspection I can see my house is freakin Swiss cheese from the driveway you don't need to open with that can pitch chances are most training programs out there the pitches as long as my damn folio it's like Oh you need to knock on the door they needed to tell your name they need to tell the name of the company then tell them how long you've been in business and where your office is located and you need to offer a free inspection and the only hook is a free inspection but you don't know if that's what they want if I have my check in my hand as a homeowner do I want a free inspection hell no give me a bid that's what the homeowner thinks now it's your job to flip it around you got to start that conversation so I'm gonna give you a few examples when I knock on a door right dogs are gonna go nuts right now watch knock on the door and I'm gonna say they're gonna answer I must say oh hi there my name is Adam I've been working with Sally next door in their roof now the reason I'm stopping by when I Met Sally her roof only was covered part of the way we ended up getting it covered the full way we'll be doing it next week just wanted to stop by and ask you how the process went with the insurance company so it's kind of uncomfortable by the way end of roleplay to ask that question that way but all I asked was how's the insurance process been for you I also reference with that claim was partially covered now we got it fully covered you'll notice that's an open-ended question she's off-guard she knows that I'm working with Sally the neighbor we can start a simple question that's associated was with a specific part of the claims process where the claim was partially paid here's another example we knock oh hey we haven't met yet my name is Adam I'm with the roof strategist and we've been in the Golden Hills Subdivision helping folks who have had their claims denied initially by the insurance company get their claims approved they just wanted to stop by and see what the outcome was for your roof boom it's open-ended they're gonna tell you it doesn't matter if their claim was denied that's the kicker right because if her claim was approved and she has a check man she goes oh you know what we must have been lucky we got the paperwork it's covered we're just looking for a roofer great now I don't need to tell you what to do you know what you to do perfect perfect opportunity say fantastic well I'm glad you got covered do you mind if I take a look and I might be able to help you out or or get you on your way yeah great now we're further in the conversation right you don't need to get too far ahead of yourself with the pitch so keep it short and ask an open-ended question now to help you along this process to formulate your questions by referencing the neighborhood the type of people the claims process the knit the neighbors name I have a little peace in my roofing sales accelerator marketing pack to help you ace your pitch it's three templated pieces to just grab a little swipe Bank as I call it an idea bank to keep printed out in your truck and you can look at it and be like you know what I worked this neighborhood today these houses were on the fringe area people don't know if they have damage I know I'm getting a lot of people that I need to file a claim with then I've got this neighborhood where I've already opened up I've got four customers they're all obliterated so I have a different script for this but if you can keep it to let's say five sentences or less with an open-ended question that requires thought for them to start a conversation you're gonna set that hook at the door and where most sales guys go wrong is one of three ways one their script takes forever the home owner feels sold and talked at and they're gonna close the door okay number two it needs to be relevant to them specifically and number three needs to be short and end with that question all right if you can ace those elements and set the hook without trying to get the whole you know you don't need to vomit your whole pitch out you can exercise some restraint it's just starting a conversation if you follow this advice by the way door-knocking starts to suck a whole lot less because you don't think that every door that you knock on you're trying to sell right away reframe your thinking I'm just here to start a conversation how would I do it right start those conversations the sale will happen naturally so if you haven't done so please watch the four stages of claims process video it's gonna make all this make sense you're also welcome to check out my roofing sales accelerator marketing pack there's a link in the description with everything included including that a seer pitch template which is a great tool and a great exercise for you to complete print out and keep in your truck you're gonna just be you're gonna become such a stronger doorknocker you're gonna hate door-knocking a whole lot less you're gonna start more conversations easier and the result is making more sales all right so check it out once you complete your purchase it'll be emailed to you instantly along with a playlist to watch to really help you get through everything last thing subscribe to the channel I make these videos in response to requests from comments from people who bought the accelerator pack and email me from people who reach out on Facebook I want to hear from you drop the comments below subscribe stay up to date and happy selling cheers to making door-knocking not suck we'll see how the next one