In business, there is no activity more important than generating revenue. At Honest Abe Roofing franchises, the outside salesperson is called a Roofing Advisor. They are the ones running the in-home appointments and selling your customers. This is normally the first hire of a franchisee, and it can be the most important decision the new business owner makes.
When hiring Roofing Advisors for an Honest Abe Roofing franchise, a franchisee should focus on key traits and relevant career experiences that align with the role's consultative, technical, and customer-facing demands. Here's a breakdown of what to prioritize:
Top Traits Needed in a Roofing Advisor:
Trustworthiness and Integrity: Roofing projects are high-stakes and costly. Homeowners need to trust the Roofing Advisor's recommendations. Honesty, reliability, and a strong ethical foundation are crucial.
Consultative Sales Skills: Roofing Advisors should focus on understanding the homeowner's needs and offering tailored solutions, rather than hard-selling. Experience in consultative sales roles, where the focus is on building relationships and guiding customers to the right decision, is key.
Technical Aptitude: While formal roofing experience may not be mandatory, an Advisor should be able to grasp technical concepts quickly. They should be comfortable explaining complex information about roofing materials, installation processes, and warranties in a way that is easy for homeowners to understand.
Strong Communication Skills: Roofing Advisors should communicate effectively, not only explaining technical aspects but also answering questions clearly and building rapport with customers. Excellent verbal and written communication is essential.
Problem-Solving Mindset: Advisors should approach the role as a problem-solver, helping homeowners address specific issues such as leaks, storm damage, or energy efficiency. Creativity and resourcefulness are valuable here.
Resilience and Persistence: Roofing sales can involve navigating seasonal demand fluctuations, weather delays, and customer objections. Resilience and a positive attitude in the face of challenges are important.
Customer-Focused: A Roofing Advisor needs to be empathetic and genuinely focused on helping the customer. They should prioritize the customer’s concerns and build long-term relationships, leading to referrals and repeat business.
Local Market Awareness: Advisors should have or be able to develop a strong understanding of the local market, including climate-related roofing challenges and relevant building codes.
Career Experience to Look for on a Resume:
Sales Experience in Home Services or Construction: A background in sales, especially in industries like roofing, HVAC, solar, or other home services, is a strong indicator of familiarity with the target customer base and sales processes. Experience selling high-ticket items or large-scale projects is a plus.
Customer Service Experience: Any role where the candidate was responsible for interacting with customers, resolving complaints, or providing advice is beneficial. A strong customer service background shows that they can handle client relationships effectively.
Construction or Technical Experience: Experience in construction, contracting, or technical fields (even if not directly roofing-related) is valuable. It shows an ability to understand the materials and processes involved, which is important when explaining solutions to homeowners.
Retail Sales: While not as specialized, retail sales experience can also translate well, especially if the individual has sold technical products or high-ticket items, as these roles often involve consultative selling and building rapport with customers.
Leadership or Entrepreneurial Roles: Experience in leadership or running a small business can show independence, self-motivation, and accountability—traits that are especially valuable in an outside sales role.
Experience in Roles Requiring Resilience: Jobs that involve dealing with rejection (e.g., door-to-door sales, telemarketing) or overcoming obstacles to close deals can be indicative of the persistence and resilience needed in the roofing sales role.
Summary Focus for Franchisees:
Look for candidates with a mix of consultative sales, technical aptitude, and strong communication skills.
Prioritize trustworthiness and a customer-centric approach.
Sales experience in home services, construction, or other high-ticket products is ideal.
Favor resumes that demonstrate resilience, problem-solving, and the ability to adapt to market challenges.
By focusing on these traits and experiences, franchisees can build a team of Roofing Advisors who are equipped to provide value to customers and drive sales effectively.
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