With the advent of AI and its combination with aerial imagery, the process of remote roof inspections for roof measurements is undergoing a major disruption. What usually took a few hours, will now take minutes. This will change the speed and accuracy of decision making – from prospecting leads to preparing quotes and executing jobs. Roofing will not be the same anymore.
Most contractors have a flawed prospecting and sales process
Roofing contractors are often plagued by problems such as not finding the right prospects or spending too much time on preparing proposals. The fundamental problem is not that roofing contractors are lazy. But it is the dearth of property insights that lead to poor decision making. Roofing companies still prefer to do sales the traditional way with less emphasis on making data-driven decisions. Below are a few statistics that one might relate to in this business –
Statistics 1: 61% of B2B marketers send all leads directly to Sales; however, only 27% of those leads will be qualified. (Source: MarketingSherpa)
Question for roof contractors: How do you prospect and qualify your leads?
Lead discovery is difficult and if one is not making data-driven decisions, chances are sales conversion is likely to be poor. After prospecting, lead qualification is essential. Often lead qualification isn’t done at all, one might as well go to the casino and gamble.
Statistics 2: 35-50% of sales go to the vendor that responds first. (Source: InsideSales.com)
Question for roof contractors: How much time do you take to respond to your client with a quote?
If the answer is more than a day, then one knows where a major portion of leads are lost. Prompt customer engagement is the touchstone for getting higher closures.
Roofing contractors often do not make data-driven decisions
Aerial roof reports provide the basic information that is used to prepare proposals and carry out jobs. In fact, a lot of companies provide roof reports that are used by contractors globally. However one can do a lot more with just aerial data than roof reports. How? Let us understand some other problems that roofing contractors do not have solutions to as of now.
The poor prospecting problem
Case in point: A commercial roofing company wants to identify the best prospects in the city of San Diego. How would they go about doing it?
Some companies would rely on a database that is compiled by a marketing agency. There is no information around the vintage, accuracy and authenticity of that database. They would also refer to satellite views on Google Earth to cross-validate the database before confirming entry in the database as a reliable prospect. But scanning and verifying the authenticity of the entire database manually would be impossible. As a result, they would just have to settle for lower ROI despite the higher conversion rate promised by the “database” on which they spent a lot of money.
A lot of roofing companies are exactly in this boat. In need of authentic, accurate and recent databases for better prospecting.
The late quote problem
Preparing a quote takes time, it sometimes also requires a physical site visit which further leads to high risks as field teams have to climb on roofs. By the time the field teams submit their roof inspection reports, days have elapsed. This leads to late quote preparation and submission which lead dropouts.
The solution: Instant aerial roof measurements and insights
With the use of instant roof insights extracted using AI and high fidelity aerial imagery, the same insights that would have earlier required hours and even weeks to carry out can be done within the click of a few buttons from the comfort of one’s office without any involvement of a field survey team. There is no need to climb on roofs using a safety harness in the blazing sun or the incessant hail. Moreover, this digital process avoids any human errors as the accuracy of the data is more than 99 percent.
Instant zip-code search for faster and efficient prospecting
This technology is an amazing tool in the hands of a demand generation consultant who can just set the filters to locate all properties that fit an ideal customer profile. This technology is a big game-changer for roofing contractors who are looking for scaling their operations in different geographical zones. What instant roof measurements does is that it provides roofing companies with a way to perform prospect hunting without the need for any real feet on the ground. As a result, sales targeting is no more limited by geography.
The demand team can now access rich, accurate and transparent property insights including most updated roof conditions to identify and qualify leads easily.
Quick quotes using instant roof measurements
Since roof measurement data is obtained almost instantly, the quotation process is highly sped up. The quote preparation time comes down to less than an hour from days for commercial properties and comes down to a minute for residential properties.
Better prospecting, better conversion: more business
The availability of accurate and updated property data is the ultimate sales weapon for any roofing company. The impact of better prospecting, relevant pitches and faster quotes will reflect in the form of higher conversion rates. Even, the sales funnel will improve with more entries at the top of the funnel and more vertical trickling into the bottom of the funnel than lateral exits as cold leads. Moreover, due to better qualifications, sales agents can prioritize leads that have the best chance of a conversion.
In the fast pacing world, instant property insights shall be the difference between successful roofing contractors and the ones who are lagging behind. Companies oriented towards growth, have started using these tools already. Have you?
Contact us to know more about it and how it can help your roofing company stand out.