Most homeowners pay very little attention to the status of their roof – until it becomes a problem. An experienced professional can see a roof that makes them cringe at the safety hazards, potential damage, and inefficiencies while a homeowner continues to see “just a roof” – and one that seems to be doing its job.
It’s a difficult sell, especially when the damage isn’t always visible. Next time you’re not sure how to seal the deal, try using the following roof selling tactics to convince homeowners why their roof needs replacing.
5 Roof Selling Tips to Convince Homeowners
Roof Selling Tip #1: Show the Damage & Hazards
The first reason to replace a roof is need, plain and simple. Every roof has a limited lifespan that is further worn down with age and/or damage from a storm. Most customers inherently understand this, but convincing homeowners that their roof needs replacing can still be difficult when they cannot see anything wrong with it. To combat this, roofers can point out all of the flaws and hazards with photos or side by side comparisons.
Using drone footage or photos, show them how the shingles are clawing inward or how one section is sagging and explain why that is a problem so that they understand why replacing their roof is necessary. AccuLynx integrates with both SkyMeasure and EagleView, so drone images can be uploaded directly into an AccuLynx account. Side by side photos of a healthy versus a damaged roof can also help put things in perspective. AccuLynx’s mobile Camera App makes taking pictures of a roof and comparing them easy, allowing you to show your customers just how badly their roof needs replacing. The mobile Camera App also allows you to highlight, notate, and edit photos to clearly point out areas of concern.
Storm damage can be easier to sell to a customer because it is clear to see, (and they likely experienced the storm) but you should still go the extra step and explain how the damage could pose a problem further down the line. By calling out areas that need immediate attention and potential hazards, you’re building trust with the homeowner and allowing them to understand what needs to be done and why. The insurance restoration process can be new, or tough to navigate for many homeowners, so taking extra time to discuss details can help you close the deal.
Roof Selling Tip #2: Keep Safety First
After a severe storm, a roof might be in desperate need of repair because of newly created hazards. Intense hail or fallen branches can crack and damage the structure of the roof, leaving it prone to leaking or collapse. While collapse is a more serious and immediate danger, leaks are also devastating as they can damage items in the house. Plus, water can lead to serious problems down the road, like mold.
Appeal to homeowners as a professional who cares about the wellbeing of their family and their home. Helping them understand how invisible problems are just detrimental can be the deciding factor for a sale.
Roof Selling Tip #3: Prevent Future Damage
One of the hardest to defend but arguably most important reasons to replace a roof is for preventative measures. While small damages can sometimes be patched up or even left alone, doing so can lead to larger problems down the road. Damage costs can be astronomical, so it is often a smarter move to simply replace a damaged roof and avoid any serious damage rather than patch it up for a cheaper price.
Stress to the homeowner the mentality of “Why wait for a problem to occur?” and even more practical, “Why wait for the repair to get more expensive?” The implications of taking action now versus later can be the difference of thousands of dollars.
Homeowners might argue against an unnecessary expense – they might not have the money to do a repair they do not absolutely need, preventing them from even considering it in the first place. It’s important for roofers to have a basic understanding of how a homeowners insurance might be able to help, and what you can provide to facilitate the process.
It can also help to bring up financing options. AccuLynx, for example, now offers AccuFi, a financing feature that can help make roofing damage repairs more affordable. By offering financing options, you can help convince homeowners that repairing their roof can be part of their monthly budget, not a huge unnecessary expense.
Roof Selling Tip #4: Increase Home Value
While damage and aging are the top reasons to replace a roof, they are not the only ones. You can also replace a roof to increase the value of your home. This is an especially convincing argument for homeowners looking to sell their home in the near future, so make sure to know your audience. Replacing your roof adds to its curb appeal, not only giving the owners the advantage of a better looking home, but also a better first impression of the building, which can have a huge impact when trying to sell.
A new roof also adds value onto the house, allowing the owners to sell for more.
In fact, a remodeled roof returns 71.6% of the original investment, which is more than either a bathroom or a kitchen remodel, so it is one of the best steps you can take to improve the value of your home.
Potential buyers will see that the roof has been redone recently, making the house far more attractive. This advantage over other options alone makes replacing the roof a huge attribute.
Roof Selling Tip #5: Heighten Home Efficiency
Roofs that need replacing right now are likely around 10-15 years old, meaning new, more efficient technology has come onto the market since then. During the sales process, mention how more efficient insulation helps lower heating and cooling costs for the customer’s home, so they will actually end up saving money in the long run.
You can also provide options of material lines that have stronger and more efficient shingles that better protect a new roof from future damages. When trying to persuade a customer to replace their roof for efficiency, be sure to emphasize the money they will save in the long run, as that is what they actually gain.
Using These Roof Selling Tips
The customer doesn’t always know what is best for their roof. It could need serious repairs and they might have no idea. Add on top of this that replacing a roof is a time consuming and expensive process and you are left in a situation where the customer is wary of taking any action. As a result, you will often have to convince a customer that their roof really does need replacing. Use these tips and reasons to convince even the most hesitant of customers and seal the deal on their projects.