With economic conditions remaining tight, building owners are more selective than ever about whom they let on their commercial roofs. That is with good reason, of course. Roofing is a big expense, and if a roof service is done poorly or improperly, the expense can easily become bigger.
In lieu of this reality, many roof contractors may find it difficult to get roof maintenance contracts with building owners. But that does not mean that roof contractors should refrain from pursuing them. Maintenance contractors, after all, are an ongoing source of revenue. Because a roof has maintenance demands throughout a year’s time, the contractor who obtains the contract will have ongoing work. In turn, ongoing work means more gross revenue coming in.
Below, we examine some ways in which commercial roof contractors can better position themselves for getting maintenance contracts from building owners.
How to Get Maintenance Contractssocial networks such as LinkedIn and Facebook, and any other places where information can be found. Ask friends who are in the building owner’s social circles or local marketplace more about him or her. Knowledge is power, and leveraging any information you can find out can be the deciding factor of whether you land the contract.
2. Be aware of the importance of the image you are projecting. In all facets of life, first impressions are critical. That applies just as strongly to the roofing industry and business world in general. Showing up for interaction with a building owner, whether the interaction is planned or on-the-spot, with the appearance of a professional will strengthen your chances of landing the contract. Make sure you have professional-looking sales materials to represent you and your company in the best light.
3. If the building owner is a current or previous customer, build upon the goodwill you established in the first stages of the relationship. Even though it may be obvious, it is worth mentioning: seeking out maintenance contracts with customers who have engaged your services in the past, or are in the process of doing so, skyrockets your chances of signing a contract. To that end, make sure you keep in touch with your previous customers so you can explore contract opportunities in the future. A satisfied customer from yesterday is worth his or her weight in gold tomorrow, both as a testimonial source and for an ongoing business relationship.
4. Demonstrate to the building owner the value that you offer. Because maintenance contracts are more long-term than other roofing projects, what you bring to the table becomes even more critical. Take efforts to show the building owner that both of you will benefit from an ongoing business arrangement. Take time to answer all of the prospect’s questions and elaborate upon any points that will showcase your value in greater detail. Be mindful of how much you use the word “I” and “you”, and do not refrain from using language that is service-minded but professional. Be genuine but demonstrative in how both you and your prospect can benefit from your servicing his or her roof.
5. Come prepared with materials and testimonials that show your quality. Because any contractor can claim to be able to perform a roof maintenance program well, you need to have in place resources that help you stand out. The best way to do so is to come prepared with materials that demonstrate your value: namely, documentation of your workmanship from previous projects, such as pictures, and customer testimonials. If you are able to give a building owner a testimonial from a satisfied customer that is proximate to his or her business focus, building specifications, and day-to-day concerns, your chances of signing the contract become even greater. If you want to strengthen your long-term chances for landing maintenance contracts and jobs in general, join roof contractor support groups or professional trade associations for greater credibility.
Contractors join our group for:
- Network-backed Guarantees
- Support from Fellow Roofers
- Group Discount Purchasing
- Shared Marketing Strategies
These are just a few of the many ways to land maintenance contracts with building owners, helping you be a step above other contractors in your area.
Call us today at 800-670-5583 to learn more about how we can help you obtain short-term and long-term gains. We’re happy to help every way that we can.