Service Leads to Long-term Relationships

RCS Influencer Jon Stantz says that established service relationships lead to more opportunities to bid on projects.

At Pell Roofing, we don’t have a service and maintenance program per se, but we do have two large clients that have us perform yearly gutter clean outs and maintenance checks each fall.

This year we have seen a major uptick in many businesses, churches, etc. wanting to do roof inspections and planning their budgets for next year. I believe this will be a continuing trend as owners put more thought into their building envelope and energy expenses. Owners are looking for ways to make their building more environmentally friendly as well.

After we conduct the inspections, we have an opportunity to educate them on the various ways we can improve their efficiency. These might include restoration of the roof rather than putting roofing materials into a landfill with a tear-off and using a reflective coating to help reduce cooling costs.

Performing inspections and maintenance on a regular basis allows us to build relationships with the building owners and become a trusted partner. We can help them budget out costs over the next few years by providing options for repairs and ways to extend the life of their roof.

The most important part of this situation is staying in touch with your client, not being bothersome but helpful. By providing the building owners with educational information and solutions that improve their building’s performance and won’t break the bank, you are making it easy for them to make the right decisions regarding their roof.

This approach has given me many opportunities to bid on projects that we have closed on because of the relationships we have already established.

Jon Stantz is a supervisor, salesperson and repairman for Pell Roofing and Siding in Brazil, Indiana. See his full bio here.