Inside vs. Outside Sales for Roofing Companies

As a Roofing company owner or sales leader who wants to grow your business, I'm sure you're asking the question: What's the difference between inside sales and outside sales? How should I consider these models when building my Roofing Sales Organization? Which model(s) is the one for me?

Inside sales refer to the process of selling products or services over the phone or through electronic communication, such as email or online chat. Inside sales representatives typically work in an office setting and do not meet with customers face-to-face.

Outside sales refers to the process of selling products or services in person, often through face-to-face meetings with potential customers. Outside sales representatives typically travel to meet with prospects and customers and may work in various settings, such as at a customer's office or on a sales call in the field.

The main difference between inside and outside sales is that inside sales are made remotely, and outside sales are made in person.

Which one is more effective when selling residential roofs?

It depends on the specific circumstances and the type of residential roofing products or services sold. Both inside and outside sales can be effective when selling residential roofs, and the choice of which method to use will depend on factors such as the target market, the sales process, and the specific product or service being sold.

For example, inside sales may be more effective for selling residential roofing products and services to homeowners researching and seeking quotes online. New technologies have emerged to help homeowners get a detailed estimate before speaking with a roofing company sales representative like ROOFLE , led by CEO Joe Hoffman . Many roofing businesses that can drive digital marketing to grow their businesses are using technologies like SumoQuote (acquired by JobNimbus) , led by Ryan Shantz . Adam Sand [Homeless Hubspotter] is the CEO of Roofing Business Partner - RBP Consulting and helps build out HubSpot systems for a fully remote sales structure. For digital marketing to help drive leads, I highly recommend Chris Yano and RYNO Strategic Solutions, LLC .

However, outside sales may be more effective for selling residential roofing products and services to homeowners looking to have a new roof installed, especially after a significant weather event, as an outside sales representative can physically inspect the roof and provide a more detailed quote.

In addition, if a company wants to reach a large number of potential customers, then outside sales may be more effective because the sales representatives would be able to go door-to-door. If you're looking for great leaders to follow and have a proven strategy available to the industry, consider connecting with Heath Hicks and Ronnie Lollar at AVCO Roofing out of East Texas. They have partnered with us at STG to create the Roof Warrior Conference and online training and coaching sales accelerator. You can research and register for our 2/21-24 event here ; owners, Sales Leaders, and Sales Reps are welcome!

In summary, both inside and outside sales can be effective when selling residential roofs. Still, the choice of method will depend on the specific circumstances and the product or service being sold.

Which is more effective when selling commercial roofs?

When selling commercial roofs, outside sales are generally considered more effective than inside sales. This is because commercial roofs are typically larger and more complex than residential roofs and require a more detailed assessment and consultation process.

An outside sales representative can physically inspect the commercial roof and provide a more accurate and detailed quote. Typically, we recommend a Commercial Sales Rep to delegate the inspection process to a more technical teammate, who can bring the inspection back to the rep and also show samples and references of previous commercial roofing projects. Outside sales representatives can also build a relationship with the decision-maker, which is important when selling to commercial clients.

That being said, Inside sales can still be used as a complementary approach to Outside sales. Inside sales representatives can be used to follow up on leads generated by outside sales representatives. They can also be used to schedule appointments and answer basic questions about the product or service.

Outside sales are generally considered more effective when selling commercial roofs because it allows for a more detailed assessment and consultation process and builds a relationship with the decision-maker(s). However, inside sales could be used as a complementary approach to outside sales.

Here are the best strategies for an outside sales professional to take when selling commercial roofing services:

1. Build relationships: Building strong relationships with potential clients is crucial for success in outside sales of commercial roofing services. This can be done by establishing trust and credibility with potential clients through effective communication and providing them with valuable information and resources.
2. Networking: Networking is an important aspect of outside sales, and it can help you to identify and connect with potential clients. This can be done through industry events, trade shows, and professional associations.
3. Understand the client's needs: Before making a sales pitch, take the time to understand the client's specific needs and requirements. This will help you to tailor your sales pitch and offer solutions that align with their specific needs.
4. Be Prepared: Be well-informed about the products and services you are selling and have all the necessary materials, such as brochures, samples, and case studies, to present to potential clients.
5. Follow-up: Follow-up is critical in the outside sales process. After you contact potential clients, schedule follow-up calls or appointments to keep the conversation going and keep your interest in your services, the popular statistic "80% of sales are made on the 5th to 12th contact" has never left our minds STG - Sales Transformation Group . We constantly remind our clients about the power of personalized and consistent follow-up.
6. Use technology: Utilize technology to your advantage by using CRM software to manage your contacts and sales pipeline and by using digital platforms like email and video conferencing to communicate with potential clients. We recommend researching a good CRM, but the best one to buy and implement is the one you'll use. Check out Ozbee TEAM Software or Adam Sand [Homeless Hubspotter] 's services implementing HubSpot .
7. Use references and case studies: Showing references and case studies of previous successful projects can help build trust and credibility with potential clients.

In summary, the best strategies for an outside sales professional when selling commercial roofing services are building relationships, networking, understanding the client's needs, being prepared, following up, using technology, using references and case studies, and being flexible.

If you're looking for consulting on improving your inside or outside sales, residential and commercial - you can email me at rgroth@salestransformation group.com or visit our website for a complimentary Sales Org Audit.

To your success,

Ryan Groth

"The Sales Athlete" and CEO of Sales Transformation Group