Help with referral program for roofers.

8 years ago

Can you and your cousins send email messages to past customers, offering them a referral fee?

Can you and your cousins put fliers on the block of any house you work on that says, Hey, we're the ones that did that fine job at 1736 Main. Stop by and see it.

If you know anyone who needs a roofer, we give $100 in referral fees?

Can you and your cousin post your referral fee on your facebook page?(If you don't have a large following, buy ad space to get exposure).

You don't need anything extravagant. You don't need to buy someone's program.
You only (

need to know how much you want to pay, where to advertise it, and to write good copy to get great results.

Originally Posted by gjabiz

Hi, my cousins have been roofers for years and they tell me customers are getting harder to find.

Mostly they work from referrals, but recently have found other roofers offering cash and/or gift incentives to people who give them a lead for a new roof.

I guess (as I understand it) one competitor is offering a 100 dollar off plus a 100 dollar gift for a new customer. My cousins want something like this, a complete ready to go customer referral program.

Do you know of any? Or, have any ideas on new customer acquisition for roofers? Their jobs range from 5500 to 9500 dollars.

Thanks for any ideas you have.

gjabiz

PS. Or would they be better off getting video and seo for new customers?

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1 reply

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The Pines 8 years ago

GJABIZ,

Have a look around this forum for a flier design by 'Ewen Mack'

His design (for a construction company) is...
"Does Your Home Pass The Guest Test?"

It could easily be converted to...

"Does Your Roof Pass The Leak Test?"
"Does Your Roof Pass The Structure Test?"
"Does Your Roof Pass The Crack Test?"
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Sandy Berth

8 years ago

door knock. try to get a jump. (manager jumps on a roof to inspect and closes deal) door knockers are paid by hour and get a bonus for getting a jump.done all the time, works well.

Thanks

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mojo1

8 years ago

You've been a member here since 2006 and I've got to wonder if this is a genuine post?

What you're describing is lead generation. Many forum posts have been written about it here.

I thought I recalled seeing your username on one of midasman post over at another forum where all he talks about is video lead generation. The search feature works wonders if you're truly wanting answers.

Thanks
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gjabiz

8 years ago

Originally Posted by mojo1

You've been a member here since 2006 and I've got to wonder if this is a genuine post?

What you're describing is lead generation. Many forum posts have been written about it here.

I thought I recalled seeing your username on one of midasman post over at another forum where all he talks about is video lead generation. The search feature works wonders if you're truly wanting answers.

A couple of points. First, me. You can quit wondering if it it is genuine. It is.
There is a difference between lead gen and satisfied customer referral, I'll give you that education in a moment.

Considering I co-founded that other forum over 15 years ago, and I'm the number one poster well into the thousands, of course you will see my "username" over there. As for Don Alm, the "midasman", he goes on these rants every so often, rather than banning him (as we have done before), we think OUR readers are adult and can form their own opinions on the value of his posts.

I have no connection to Don.

Lead generation. It is important. And at this sub-forum, it is a hot topic because so many people are trying to sell small businesses on SEO, as if first page Google automatically translates into sales and more customers.

It doesn't.

Leads need to be closed. They need to be contacted and SOLD.

A customer has already bought. He doesn't need to be sold. Offering a satisfied customer a reward if he brings you a new CUSTOMER, is much different than giving you a lead. Some roofers pay for a lead, $25 is not uncommon, and many roofers give $100 or more for a new customer, who buys (and may double that as incentive to buy, a discount).

Night and day, cats and dogs, apples to oranges, Actually I do KNOW what I'm talking about, and DO know the difference. The post was hoping there might be a "plug and pay" type referral these roofers could use, as they have been in the business for over 30 years.

Besides the shift to LEAD GENERATION in the thread, , I've rec'd interesting emails and PM from people charging up to $1000 a month for page one Google ranking service.

Most new roofing jobs are coming from Angie's list and past customers. They would like to reach back to a customer from 5, 10 or 15 years ago and offer them an incentive for a new customer. Despite what the SEO salesman would have us believe, when people spend thousands of dollars on a new roof, they seldom make the decision based on whether or not a business comes up on page one of Google.

gjabiz

PS. Did this help with your understanding of the difference between lead gen and referrals? Also, 2006 was a change of software, an upgrade if memory serves, been here since long before that.

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1 reply

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shockwave

8 years ago

Originally Posted by gjabiz

Offering a satisfied customer a reward if he brings you a new CUSTOMER, is much different than giving you a lead. Some roofers pay for a lead, $25 is not uncommon, and many roofers give $100 or more for a new customer, who buys (and may double that as incentive to buy, a discount).

Couldn't agree more on this one.

What Roofers (and most other contractor trades) really want are referrals, not leads. What they really want is for all the up-front sales work to be done for them - as in it's pretty much a sold customer. I suppose I can't blame them as who wouldn't want to be an order taker rather than a true sales person, but that is neither here nor there.

Personally, I don't want to be a roofing sales person - that's why I'm in the LEAD generation business (part time) rather than the roofing business. Thus, I sell leads and I sell them for a low-fixed rate. In my opinion, it's up to the Roofing Contractor to SELL. Either way, both approaches have their pros and cons. This may or may not work to your advantage depending on how you look at it.

But, let's say you are not an previously satisfied customer - you are an IMer and want to get in on the $$ action. What do you offer?

Sell them Referrals: If you propose to send them a "referral", then what you are really doing is working as a commissioned sales person. In that case, I would charge them 10%-15% of the contract (the sale amount of the roofing job).....NOW it's worth the time and risk you have to put into it doing all the work up front as the IMer. But be prepared for the Roofing company to try to low-ball you on that flat rate. They will probably try to negotiate more like 5% or 7%.

Sell them Leads: If you propose to send them "leads", then you should make it a low, flat fee per lead because if they suck at sales, don't answer their phone right away...etc..etc, then you will be blamed for it. In their eyes, you have provided them with junk leads. I like this way better because your only job is to deliver a qualified lead based on what was mutually agreed upon before hand (type of roofing, location, minimum talk time...etc). You still get paid as long as you meet the minimum criteria and you don't have to worry if the Roofing contractor sucks at closing the sale, prices high, the home owner is just kicking tires, no budget for 3 or 4 months...etc. Plus you can record all the calls in case there is any dispute over the quality of the lead.

....just my two cents.

Thanks

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chaotic squid

8 years ago

So their competitors are offering cash and gift cards for referrals and you're thinking of following them? Don't do that. Do something completely different that will make your cousin stand apart and completely WOW the customer.

Instead, after every job they should give the customer a handwritten thank you card and a free gift to show their appreciation. The gift should be something catered to the homeowner so they need to get a feel of what the homeowner would appreciate.

Maybe the homeowner has a garden, give them flowers or a new bush to plant. Maybe they love coffee, get them a gift basket full of premium coffee and a new mug. Or maybe they love baseball, get them tickets to next weeks game.

Do you think people give a crap about 100 dollars? They'll just use that to fill up their gas tank or pay the electric bill. Show them that you really care about them and give them a gift for the hell of it.

This is what will motivate people to organically refer your cousin's business.

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Defacto

8 years ago

I would offer to send them a new customer for free, no catch or obligation. They will knock your door down and demand you let them know how you did it. (local display ads and PPC).

Instead of giving money for referrals they need to offer attractive discounts/coupons to new customers and ask them to leave reviews on G+, Yelp, etc once the project is completed.

Then double or triple your cost for traffic and sell them traffic for future customers. i.e. if your CPM is $2 then they pay at least $4.

There is no easier way to get clients than this.

Thanks
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DABK

8 years ago

To offer a free, no catch no obligation, one you have to have credibility galore.

Search the forum and you'll find cries for help from people who did just what you suggested and were turned down.

Originally Posted by Defacto

I would offer to send them a new customer for free, no catch or obligation. They will knock your door down and demand you let them know how you did it. (local display ads and PPC).

Instead of giving money for referrals they need to offer attractive discounts/coupons to new customers and ask them to leave reviews on G+, Yelp, etc once the project is completed.

Then double or triple your cost for traffic and sell them traffic for future customers. i.e. if your CPM is $2 then they pay at least $4.

There is no easier way to get clients than this.

Thanks

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Defacto

8 years ago

I'm sure having a decent looking site with testimonials helps (I do). But business owners are tired of being offered services they feel won't directly benefit their bottom line. Show them results first and they will pay attention.

Would love to see those posts from people "turned down" on this!

Thanks
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DABK

8 years ago

http://www.warriorforum.com/offline-...eneration.html

Originally Posted by Defacto

I'm sure having a decent looking site with testimonials helps (I do). But business owners are tired of being offered services they feel won't directly benefit their bottom line. Show them results first and they will pay attention.

Would love to see those posts from people "turned down" on this!

Thanks
1 reply

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Defacto

8 years ago

Originally Posted by DABK

http://www.warriorforum.com/offline-...eneration.html

OK don't offer dentists "24 hour emergency" leads. They don't seem to like them apparently.

If I go after a dentist I will look at what they ARE promoting and promote that same offer for them. Then I will assure them that the offer is going after the demographics/income they want, in the high demand zip codes.

Thanks
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DABK

8 years ago

There are other threads where people said they offered free leads and got turned down. I don't have time to look them all up.

The image that appears is that business owners are skeptical of free leads. You have to sell the free leads too. So, it's not just, Offer them free leads. (My original point, which you support, I assume, since you'd spend time building credibility, assuring them you would offer the same as they do, etc.

Originally Posted by Defacto

OK don't offer dentists "24 hour emergency" leads. They don't seem to like them apparently.

If I go after a dentist I will look at what they ARE promoting and promote that same offer for them. Then I will assure them that the offer is going after the demographics/income they want, in the high demand zip codes.

Thanks

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shockwave

8 years ago

Originally Posted by Defacto

OK don't offer dentists "24 hour emergency" leads. They don't seem to like them apparently.

If I go after a dentist I will look at what they ARE promoting and promote that same offer for them. Then I will assure them that the offer is going after the demographics/income they want, in the high demand zip codes.

What DABK pointed out there is my thread. And just so you know, I do Roofing Leads as well (you can learn more about my background with contractors in other threads) - but Yes, offering "Free Leads" to roofing contractors still gets turned down quite often.

1. Much like dentists - roofers, painters, plumbers...etc get calls and emails all day long from SEO companies and leadgen people. And of course they are skeptical.

2. My experience with Roofers all across the country is MOST of them will take free leads and that will be that. These guys complain all day long about lead services (just go check contractortalk.com forum or other home improvement related forums).

The key, as I pointed out here in this thread http://www.warriorforum.com/offline-...-per-lead.html , is make sure you target Roofing contractors that are already buying leads and are doing over $100k in sales per year. These are the types of roofing contractors that are likely going to be more serious and actually understand the value of what you can provide to them. These are the guys that you can position a few free leads up front to establish your credibility (if you want). This is the difference between being a "roofing business" rather than a tradesman who does roofing.

Still, I think a better approach is to NOT give away free leads. Make them pre-pay up front for a quantity of 3 leads or so (at whatever your price is). Reduces risks on your end and doesn't commit them to a huge amount of cash up front. If they like what they get, then they buy more.

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1 reply

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DABK 8 years ago

Thnaks for pitching in, Shockwave.

My experience with free is that you have to sell it just like you sell paid for stuff.

You have to get the right people, present the offer the right way, etc.

Just sending over some free anything, usually doesn't do anything.
- Thanks
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Help with referral program for roofers.

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