Hey, we’ll call you in a few days if we’re interested.
We’ll call you in a few days after we’ve had some time to think about it.
We’ll call you in a few days after [whatever it is].
Those are dreadful objections to hear from homeowners.
Now, I want to ask you this — How often do you get that phone call? How often does someone actually call you?
It’s rare to never, right?
We both know that this objection means you’re going to get ghosted. You’re never going to hear from them again. And you’re going to get stuck in the voicemail loop, which means:
- They’re kicking you out of the house politely.
- You’re NOT going to close the deal.
- You have absolutely nothing to lose.
That’s why I’m going to teach you two tips you can use to overcome this deal-losing objection and convert it into a legitimate sales opportunity, either closing on the spot or, at the very least, getting back in the house.
Welcome or welcome back, by the way. My name is Adam Bensman, The Roof Strategist. And I’m covering this topic in direct response to some comments and questions I’ve getting on YouTube and Instagram. In fact, all of the topics I cover are in response to what you need right now because my mission is to help you and your team smash your income goals and give every customer an amazing experience.
To do that, we have to lean into these uncomfortable situations.
When you run into this objection — We’ll call you if we’re interested — and you don’t know what to say or do, you also DO know the reality of the situation. And that’s the fact that you’re probably not going to get the sale.
So, I can’t wait to share these tips with you (and if you haven’t already, get your free copy of my Pitch Like a Pro roofing sales training video library, with an entire section on overcoming objections in roofing sales).
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What Does This Roofing Sales Objection Really Mean?
When someone says, “We’ll call you if we’re interested,” and you don’t hear from them, what does it actually mean?
This is a perfect example of why I believe that flashcard objection handling is NOT the best answer.
Because we get fixated on the words people use, but this objection here is a perfect example of how it can fail. You know they’re not going to call you “if they’re interested.” What they’re REALLY saying to you is “Get out of my house,” and they’re probably not going to call you.
And that’s why in my ARO Objection Handling Formula, I teach that all objections fall into one of three categories:
- They don’t trust you yet.
- They don’t think they need you.
- It’s a money issue.
Trust, need, money.
“I’ll call you if we’re interested” is usually a trust thing. They want you out of their house. They don’t want to hear from you. That’s why they ghost you.
If there was any semblance of need, you’d have a chance of getting back in touch with them to talk further. But the truth is they want you gone.
Now, this doesn’t mean you’re a bad person. What it means is that something that you’ve done has suddenly halted the trust that you were developing through the initial process.
You may have said or done something subconscious or unintentionally that pumped the brakes and killed the trust.
And that’s what leads people to say, “Hey, thanks. We’ll call you if we’re interested.” By the way, I say this too. I’m nice to salespeople. And it’s a nice way of saying, “I don’t want to talk to you anymore. We’re done.”
How to Restore Trust in Roofing Sales: An Example
Now, just because the trust you’ve been building has been killed does not mean you don’t have the opportunity to revive it again. I’m going to share story with you that highlights this point.
When my wife and I were buying our last vehicle, we had a horrible experience at the dealership. My wife was irate at how they treated us, and we literally stormed out the building.
As we walked around the outside of the building, I realized I left something on the sales rep’s desk. When I turned to go back, I saw the rep, Paul, walk out of the building. That’s when I laid into him. I was irate, and I wanted to stand up for my wife because we simply were not treated well.
Right then, Paul shifted. He took ownership of everything.
And trust was the same issue here.
We did NOT trust the car dealership. Paul leaned into the trust. He acknowledged what was going on, and he made a sale the very next day. We came back to buy that vehicle because he had the foresight and the guts to lean into that situation knowing he had nothing to lose.
He took ownership and earned our trust. And I’ve actually been back to speak with Paul because of how it was handled. That’s what I want to teach you today.
Just because that trust has been killed does NOT mean you can’t regain it.
And, again, this entire philosophy of trust-need-money objections is covered in my objection strategy, and the only way to get that is in my all-in-one sales training, sales strategy, and sales system.
The key point is this:
When we’re truly understand what is being said, we can lean into it, and we’ll be empowered to overcome the objection, instead of trying to find the best rebuttal to it.
New, let’s get to the two tips to overcome this deal-breaking objection.
Roofing Sales Tip #1: Lean into the Objection
Since we have nothing to lose when we hear this objection, our job is to lean in and uncover what the real issue is. To do that, we’re going to use the ARO Objection Handling Formula, which I’m going to kind of piece together here.
First, here’s my response to this objection:
Hey, I understand that you guys have to think about this.
It’s a big decision, and I’m sure you want to be on the same page.
That’s just repeating back to them what you’ve heard them say you. Next, we want to move into this:
Do you mind me asking what is it that’s most important to you when selecting a contractor for your home or selecting a roofer for your home?
That question is directly asking what they’re interested in and what’s most important to them, as a response to their “we’ll call if we’re interested” objection. You are literally asking, “Do you mind me asking what’s factoring into your decision?”
You can follow that up with:
What is it that you want to think about?
What do you and your wife want to discuss about all of this?
The reason I’m asking is simply so I can leave you with enough information to make that decision, even if you don’t go with me.
Notice how we lean into the objection and try to uncover more and go deeper?
Again, we’re simply saying, “May I ask what is it you’d like to think about or discuss with your husband or wife? I’m asking, so I can leave you with enough information to make a decision that’s best for you, even if it’s not with me.”
We’re removing that pressure and forcefulness by saying, “so I can help you make the best decision.” And saying, “even if it’s not with me,” acknowledges their control because it’s fact that you can’t force their hand.
All of this can start to build trust. Again, we’re going back to that core issue of trust, and we need to:
- Lean into the objection, asking an opening question that starts with, “What is it that…”
- Try to peel back the layers and uncover a shred of truth
- Keep them talking
- Strengthen the trust and remove that sales pressure by saying, “even if it’s not with me”
Roofing Sales Tip #2: Schedule an Appointment
Once we regain their trust, we can either overcome their objection on the spot, or we go to our backup plan.
What’s the backup plan?
Well, we know they aren’t going to call, so the question becomes this — How do we strengthen the ability to actually connect?
We set an appointment in the house.
Now, I teach this in my closing strategy too. It’s part of that all-in-one training, strategy, and sales system that I talked about before, my Roofing Sales Success Formula & Complete Sales Strategy. I have programs for individual roofing sales reps, as well as companies at large. Just call or text (303) 222-7133 for more info.
Again, we want to set that appointment. If you don’t close the deal, you do not leave that house without setting a follow-up appointment.
Now, let’s say their response to your question, “What is it that you want to think about or discuss?” (or whatever variation you end up using), is something like this:
Well, the reason we want to wait is we want to review the estimates.
We want to see what the insurance company says.
We want to see what the other contractor says.
We want to see about the financing plans.
Whatever they’re trying to talk about, here’s how you can respond:
Hey, I totally understand you want to call if you’re interested.
- Pull your pen out from your shirt pocket.
- Blade (angle) your stance, taking a step closer, so they can see your paper.
- Ask, “When would be a good time for a friendly follow-up call, so I can [address what it is that they shared with you — e.g., answer your questions about other estimates, compare estimates side by side, or see what the insurance company has said after coming out]?”
Once we uncover a bit of truth beneath what’s being said, we can keep them talking, start to develop trust, and set that follow-up appointment.
Roofing Sales Pitch: Why Say ‘Friendly Follow-Up’?
The reason I use the phrase “friendly follow-up” is because it removes the pressure. I’m not saying, “When’s a good time for me to call you and see if you’re ready to write a check and give me your business?” I’m asking to check in with a “friendly follow-up.”
This is the same style used in my follow-up roofing sales scripts and templates that are part of the Battle Pack.
Again, this style and technique has worked wonders for me. Simply say:
When’s a good time for a friendly follow-up?
I’d be happy to assist as you review those estimates or see what the insurance company says.
Roofing Sales Pitch: How to Set the Follow-Up Appointment
Now, give the homeowner two days to choose from for that follow-up appointment, like Wednesday or Friday (or whatever actually works for your schedule). And if they pick a day, excellent. Now, you:
- Confirm the day and offer up a time: “Wednesday at 3:00 p.m. sound good?”
- Confirm the appointment and how you’ll make contact: When we get that follow-up appointment set, ideally, we want it to be in the house. I know I said follow-up “call” earlier (which could mean phone call or house call). And I’m not forcing may way in if there’s a lot of resistance. But if we have a good sales presentation, we want to be back in the house.
Remember, the phone call is our backup plan in this scenario. I know that tension and trust, of course. So, if you need to go with the phone call, that’s fine.
Regardless, the point is that you have a set appointment that both parties have committed to because this can:
- Increase your chances of connecting with that prospect because you’ll have a commitment to be there, at their home or on the phone, to support them
- Help you regain the trust, which is going to help you develop the need, overcome the issues, and then close the sale.
And if nothing else, leaning into this will help you become comfortable in those uncomfortable situations. Because, again, you have nothing to lose.
Recap: 2 Tips to Overcome the “We’ll Call If We’re Interested” Objection in Roofing Sales
Next time you hear, “We’ll call you if we’re interested,” use these two very simple tips to start regaining trust and overcome this common objection:
- Lean into the objection: Ask the questions. Keep them talking to try to get to a shred of the truth.
- Schedule the “friendly follow-up” appointment: If you don’t close the sale on the spot, set a day and time to reconnect, check in, and follow up.
Also, remember you ideally want your friendly follow-up to be an in-person house call to discuss and acknowledge the objections they share with you.
If they don’t want to do that, then say, “Hey, it’s totally fine. We’ll stick with a phone call. So, when’s a good time for a friendly phone call?”
We’ve got the time and date set, with a higher likelihood of making contact and keeping the sale going.
Get More Roofing Sales Strategies, Tips & Videos
If you want more roofing sales strategies, check out my recent video on the 3 Dominoes to CLOSE in Roofing Sales, as well as my all-in-one training strategy and roofing sales system, the Roofing Sales Success Formula & Complete Sales Strategy.
This exclusive program covers everything from knock to close. If you have questions, just call or text (303) 222-7133 for more info.
You can also subscribe for the latest roofing sales training videos and/or get a copy of my Pitch Like a Pro roofing sales training video library. It includes every roofing sales video I’ve ever done, organized by category, along with a bunch of tips, tricks, and more. It’s great for new people and seasoned veterans, and it’s updated all the time to help you and your team smash your income goals and give every customer an amazing experience.
And don’t forget to check out my Marketing Battle Pack for instant access to 70+ pieces of my proven, turnkey roofing sales and marketing materials. It’s an entire suite, specially designed for sales teams, managers, and owners, providing:
- Direct Mail Letters
- Door Hangers
- Goal Projection Planners
- A LOT more!
It’s affordably priced and comes with a 100% money-back guarantee. There’s also a playlist of instructional videos in there, explaining every single thing. So, you can watch the videos, and you’ll know exactly what to do.
Thanks for joining me, and I look forward to sharing more with you in the next blog.