My friend, Ilene, related to me a fantastic story on how a roofer helped her own a new roof for her home.
Earlier this year a powerful hailstorm greatly damaged the roof of Ilene’s home as well as that of many others in her community.
This was followed shortly by a number of roofers knocking on doors and offering to repair and replace roofs.
Ilene and her husband, Alan, had held off doing so until the above-mentioned hero of our story told them that the chances were excellent that if there was damage on more than 25 percent of their roof, their insurance company would need to foot the bill.
Surprised, they did some research and found out this was indeed true. They then called their insurance company.
When the insurance adjuster visited them, he explained that because the roof was ten years old they would need to take that into consideration and he would get back to them.
He did, and told them that the company would absolutely cover it. Ilene and Alan soon afterwards received a check for the full amount of the new roof.
Guess who got the sale?
Why? Because he was the most skilled roofer of all of them who’d called?
He might or might not have been. Regardless, that’s certainly not why the sale was his.
It’s because he was the only one that, rather than simply selling his services, found a solution to the problem his prospective customers had.
Selling: discovering what a person wants, needs, or desires…and helping them to get it.
Yep…that’s really what it is!
Enjoy this post? Receive an update when our next post is published by entering your best email address below and clicking Get Updates.
Love that story. That roofer showed them that he cared more about them getting what they needed than he did to make the sale that day. I call that building a meaningful relationship that will bring you repeat business. Fantastic. Thank you for sharing!
Belinda, thank you. I appreciate your kind feedback, and your thoughtful comment. Isn’t it cool that the more you focus on bringing value to the customer the better the chances are the sale will occur. And, lots of high-quality referrals will usually result!
You bet! Sometimes the smallest shift if focus or perspective opens up Grand Canyon size opportunities. So very powerful. I used to confuse what you are talking about and giving at the expense of myself. Once I learned the difference I really was brining greater value, making sales and having a whole lot more fun in the process.
Belinda: Thank you. I love that! And, indeed, as you discovered, not only is focusing on providing value (giving) to others not at all self-sacrificial; it’s actual the best thing you can do for yourself, as well.
Thank you for your insight. Quite often we get caught up on “making the sale” we forget about people would really just like us and to feel comfortable with us as they have many options with whom they could give their business and hard earned money to. Thanks again.
Thank you for your kind feedback, Ron. Very appreciated!