How to Sell More Roofs: The Missing Piece to Stand Out

There are countless videos, podcasts, books, and speakers teaching how to sell more roofs. They cover everything from crafting the perfect cold call script to generating referrals and creating lead magnets. All important pieces to learn how to sell more roofs!

But the real difference-maker—the thing that sets top roofers apart—is customer experience. 

It’s not just about closing deals; it’s about making sure owners remember you when they or someone they know needs a roofer. 

How to sell more roofs means creating an experience that keeps customers coming back and referring you to others.

When done right, this one strategy will help you sell more roofs, increase referrals, and turn one-time customers into lifelong advocates. Here are three ways to create an outstanding experience this storm season.

How To Sell More Roofs: Make Customer Feel Unique 

Do your email blasts include the client's first name? Do you remember personal details about a person when you followup with them? Do you send personal gifts(not swag!) to prospects just because “I thought of you?”

Making customers feel special is key to creating a lasting impression and how to sell more roofs. The fastest way to lose trust is by treating them like just another number in the system.

Creating an amazing experience for customers is to make them feel special, that you care about them on an individual level. 

The fastest way to turn people away is if they feel like they are a number in a crowd.

One of the best books on customer experience is Never Lose a Customer Again by Joey Coleman. He breaks the customer journey into eight phases, offering practical ways to build trust, reduce buyer’s remorse, and turn customers into raving fans.

For example, first impressions matter. 

Instead of just calling a homeowner after they reach out, do the unexpected. A short video message or handwritten note can instantly separate you from competitors.

Another way to stand out is by exceeding expectations. 

A small gift after the job, a follow-up call months later, or even remembering their pet’s name from your first conversation can make a huge impact. 

Thoughtful gestures like these show customers you genuinely care—and how you sell more roofs. 

How To Sell More Roofs: Create a Customer Success Team

Your customer success team does more than just answer phones and respond to emails. 

Their real job is to anticipate customer needs and solve problems before they arise. How to sell more roofs requires more than just great sales; it means ensuring customers feel supported at every step.

In a podcast episode of Old School Roofer Turned New School Business by Roofr Report, Jeremy Simpson explained how hiring someone to manage client relations was just as valuable as hiring a production manager.

As he put it, “So now having that hire [client relations] has been almost as important as the production person. One’s getting the job done and one’s making sure the job gets there to get done.”

To improve your customer success strategy, ask yourself:What’s a common complaint you hear from customers?

Once you identify it, take action before it becomes a problem.

For example, silence creates doubt. After an inspection or proposal, don’t leave homeowners wondering what’s next. 

Instead, proactively send updates—whether through text, email, or a quick phone call. The more transparent and communicative you are, the more trust you build.

If you haven’t already, invest in a customer success team. It’s a crucial part of how to sell more roofs.

How To Sell More Roofs: Build Long Term Relationships

Most roofers focus on closing deals. But what happens after the roof is installed and the money is in your bank? Does the customer fade into the background?

What about leads who had no damage—do they just become another name in your CRM?

The best roofers don’t just sell roofs. They build relationships. 

How to sell more roofs means staying connected long after the job is done. If you only reach out when there’s money on the table, you’re forgettable. But if you consistently provide value, you become the first person they call when they—or someone they know—needs a roofer.

Here’s how:

• Personalized Gifting – A thoughtful gift not only makes someone feel special, it helps build long term relationships. Great gift ideas can be around a hobby or sports team your client loves.
• Track Their Roof, Even Without Damage – Whether they’re a past customer or a lead that didn’t need repairs, check in occasionally. Let them know you’re watching their property for future storm damage so they don’t have to. (Learn how to track properties for new storms here!)
• Create a Nurture Campaign – Stay top of mind with helpful emails or texts. Instead of constant sales pitches, provide valuable tips homeowners can actually use. Try something like: “3 Things That Shorten Your Roof’s Life (That You Never Think About).” This builds trust and positions you as their go-to roofing expert.

One issue with building relationships for a sales rep is the hand-off to a team member. Nothing kills trust faster than a clunky handoff.

Keep the Customer Experience Smooth from Start to Finish

Building relationships doesn’t stop after the sale. One of the biggest gaps in customer experience happens when leads transition from sales to production.

Homeowners build trust with their sales rep—the person who answered their questions and reassured them. But if the project manager or production team shows up with no knowledge of their concerns, that trust disappears instantly. Suddenly, they feel like just another job on the schedule—and that’s when buyer’s remorse sets in.

Here’s how to fix it:

• Document Customer Details Properly – Every rep, from sales to production, should know the homeowner’s pain points, concerns, and expectations. Keep records clear and accessible.
• Create a Smooth Handoff – Instead of just passing notes, have the sales rep record a short video introduction for the project manager. This ensures continuity and keeps the customer feeling valued.

The Bottom Line: How to Sell More Roofs By Creating an Unforgettable Experience

People don’t just remember the work you did—they remember how you made them feel.

By focusing on the customer experience, you can sell more roofs, get more referrals, and build long-term relationships that keep your business thriving.

Want to stand out this storm season? Make customers feel valued before, during, and long after the job is done. That’s how to sell more roofs and become the roofer everyone trusts and recommends.

At HailTrace, we want to help those in the restoration industry get there first and drive sales with accurate hail, wind, and tornado data. Want to learn how? Request a call today!

Now read Why NOAA Hail Reports Aren't Enough To Find Hit Areas or how 4 Reports to Find a Date of Loss and Close a Weather Claim Fast!