By Cass Jacoby, RCS Reporter.
In a new white paper from RoofersCoffeeShop®, Jackie Hart and John Lombardo from Estimating EDGE, two longtime technology salespeople, give their expert advice on the five key considerations to make when selecting a new software. They also talk about the importance of helping roofing contractors understand what they need from an estimating software.
Discovering what you need from software, including how it matches your company culture and vision, is a critical part of selecting software. Jackie and John discuss the importance of relationship sales that help roofing companies understand pain points and needs when it comes to their software.
“Our job is to take what they're working with and try to be in their world and understand what they're facing, the problems or the good things,” said John. “You've got to have your ears open and listen and try to understand what their position is.”
Jackie agreed with John adding that their presentation process is all about leading the contractors to that “aha” moment where they realize where their pain points and where they would like to grow. After that, the salespeople at EDGE can go through the solutions available and connect them with people who can guide them through implementing a new software.
"I believe once contractors have that aha moment, there's no turning back,” says Jackie. “Once you get your customers through several of those collectives aha moments, that's when they say, ‘Wow, I really need to do this thing because I can see how this is really going to benefit me.’ And I think that's so important, because that's the value.”
Jackie stresses that these initial conversations are profoundly helpful in discovering if the software provider you are considering is the right fit for the company’s needs at the current moment.
“It's all about fit and need. It's as simple as that,” says Jackie. John agrees, “We don’t want to be the wrong fit for them.”