Home Improvements. Specializing in gutter protection.
Sales Assessment Results by Bobby Goglio

"I'm concerned about how this gutter protection system will fit within our current budget allocation for home improvements."

No problem I completely understand. We tend to be able to fit just about anybody's budget by offering 0% interest up to 60 months. Mask what type of budget you have allocated for this potential product right now? . Okay excellent well most of my customers they put things in order of urgency and potential damage that could be caused if they did not do the project. That being said who's cleaning your gutters right now? Okay great. Let me ask you this are you aware of the potential dangers of people climbing on ladders and how many people die yearly from climbing ladders? That being said once you agree that when it comes to a bathroom remodel or a kitchen remodel versus installing gutter protection that's going to keep you safe and off ladders is going to be more urgent? Excellent we have three different options to fit everybody's budget. First type of customer just writes a check when we're done with the project. The second type of customer uses a credit card or multiple credit cards and the third type of customer which is the majority of our business they take advantage of our 0% financing for up to 60 months. Would you be a check customer a credit card customer or would you be like the majority of our customers and at least would like to hear more about how these 0% payments work? Excellent! We've got 6 months 12 months 18 months 24 months and 36 months would you be the type of customer that would like to just pay it off right away or get the smallest payment possible. Great we break that down that's $222 a month to fix this problem forever. Doesn't it just make sense to take advantage of this initial visit savings today and can you afford $122 per month to fix this project forever?. That's what I thought. You're making a great decision welcome to home defender

The response starts positively by acknowledging the customer's concern about budget, which is a good approach. However, it quickly becomes too focused on the financing options without sufficiently probing into the specific budget constraints the customer may have. The salesperson's questions seem rushed and may come across as overwhelming rather than collaborative. There’s a lack of active listening and curiosity about the customer's specific situation, which is essential for effective objection handling. Additionally, the justification of urgency regarding gutter protection could be better articulated with more empathy and understanding of the customer's perspective rather than a comparison to bathroom or kitchen remodels. Overall, the communication lacks clarity and structure, making it difficult for the customer to follow. Closing techniques could also be more refined, as the push for a decision feels forced rather than inviting the customer to a comfortable conclusion. This response does not effectively address the objection or build rapport, resulting in a lower score.

"Can you explain how this product integrates with our existing roofing materials?"

Absolutely. That's a great question. That's one of the things that separates us from our competitors most different gutter protection products go underneath your shingles. Our product goes right on top of your gutter screws into the gutter and screws into your fascia does not disturb your roof at all in any way shape or form

The response effectively addresses the objection by clearly explaining how the product integrates with existing roofing materials, highlighting a key differentiator from competitors. However, it could benefit from a more structured approach. A brief introduction or context before diving into the technical details would enhance clarity. Additionally, the response lacks engagement with the customer; asking a follow-up question or inviting further discussion could have demonstrated curiosity and fostered a more collaborative atmosphere. Overall, while informative, the communication could be more engaging and customer-focused to strengthen rapport.

"What assurance can you provide that this will actually reduce maintenance costs over time?"

That's a great question Mrs Jones I'm so glad you asked. This product is made of the most exclusive quality materials. Iodized stainless steel frame. With surgical grades stainless steel mesh protecting it from getting any type of debris in it. Now let me ask you this do you think they would use surgical grade stainless steel mesh on hernia stints or heart stents if they thought blood would stick to it? Of course not we're not worried about blood sticking to it however the proof that blood won't stick to it also means organic material outside like pine sap and bird crap will not stick to it either also the micro mesh keeps everything out it wouldn't even let a grain of sand in there. Combined with our lifetime transferable warranty against clogs and water runoff best in the business

The response begins well by acknowledging the customer's question, which is a good practice for building rapport. However, the explanation quickly becomes technical and may lose the customer’s attention. While emphasizing the quality materials used is important, the analogy to surgical-grade stainless steel can be perceived as overly complex and may not directly relate to the customer’s concern about maintenance costs. The response could benefit from directly linking the quality of materials to long-term cost savings, such as reduced cleaning frequency or avoidance of damage due to clogged gutters. Additionally, a follow-up question to gauge the customer’s understanding or concerns would enhance engagement and facilitate a more collaborative discussion. Overall, while informative, the communication lacks clarity in connecting product features to the specific benefit of reduced maintenance costs.

"With potential changes in regulations coming up, how will this product align with new compliance standards?"

That's a great question Mrs Jones. I'm so glad you're forward thinking and making sure that this product is not only going to qualify for protecting home now but also in the future. We are constantly doing research and development to upgrade the product when needed. However that being said this product has been tried and proven and tested for over 20 years now to be 100% maintenance free and have zero deterioration over time. That being said this product is going to ensure maintenance-free give me a peace of mind and keeping you off ladders and safe not only now but for many years to come congratulate

The response begins positively by acknowledging the customer's question, which helps build rapport. However, it lacks a direct answer to the specific concern about compliance with new regulations. While mentioning research and development is relevant, it would be more effective to provide specific examples of how the product aligns with existing or anticipated regulations. The focus on the product's longevity and maintenance-free aspect, while beneficial, diverts from the compliance issue at hand. Additionally, the phrasing could be clearer, as phrases like "give me a peace of mind" sound awkward and may not resonate with the customer. Overall, the response needs to be more targeted and directly address the customer's regulatory concerns while maintaining engagement and curiosity.

"Our team is already overloaded; how much time will it take to get this gutter protection system implemented?"

I can appreciate the fact that you are very busy. That's where the exclusivity of our manufacturing locally production locally and many install teams is going to come in handy for you. We guarantee a next day install and ensure that every install is done the same day we arrive no matter how large to drive the job. So you can rest safe and sound with the peace of mind that this will be installed tomorrow and completed tomorrow and guaranteed for a lifetime and guaranteed for a lifetime

The response begins on a positive note by acknowledging the customer's busy schedule, which helps build rapport. However, it could be improved by providing more specific information about the installation process and how it can be integrated into their current workload without adding stress. While the guarantee of next-day installation is a strong selling point, discussing the ease and efficiency of the process, including any required preparations or impact on their team's routine, would enhance clarity. Additionally, offering to assist with any logistical concerns or questions they might have would demonstrate a collaborative approach and further alleviate their concerns. Overall, while the response includes key details, it lacks depth in addressing how the installation will fit into the customer's existing workload.

"I need to know that the ROI is clear, but what metrics will you use to measure long-term value?"

That is a great question thank you for asking Mr Jones. The return on investment is so very important so I'm glad you're thinking along those lines. Here's the math You mentioned previously that you were spending $500 twice a year to get your gutters cleaned. That's $1,000 per year. How long do you think you'll be in the home? Okay so you're thinking another 20 years that would mean that you would spend $20,000 over the next 20 years pain get your gutters cleaned. With Home defenders gutter protection system we guarantee this product for a lifetime so if you're in the home 20 years that means you spent $7,000 on the gutter protection that saves you $13,000 over a 20-year run congratulations

The response starts well by acknowledging the customer's concern about ROI, which helps establish rapport. However, it could be further improved by providing a clearer structure to the explanation. While the calculation of cleaning costs versus the investment in the gutter protection system is useful, the math could be presented in a more organized way to enhance clarity. Additionally, discussing metrics beyond just cost savings, such as time saved, potential property damage avoided, or increased home value, would provide a more comprehensive view of long-term value. A follow-up question to engage the customer further and explore any additional concerns would also enhance the collaborative aspect of the conversation. Overall, while the response provides a good basis for understanding ROI, it could be more thorough and engaging.

"We've had previous installations that didn't meet our expectations; how will you ensure this won't be the same?"

I'm very sorry that you had a bad experience with previous installations. We not only warranty our product but all of our installers are factory trained for 3 weeks before they ever touch a job. During the install we take pictures before we start then we take pictures during the process so you can see how we rebuild the inside of your gutters with new brackets seal the end caps so it's waterproof inside we take pictures of it clean sealed and repaired then once we put the gutter protection system on your gutters we show the after picture as well that way you have proof in the pudding from beginning to start with pictures to show an exemplary install from beginning to end

The response begins with a sincere acknowledgment of the customer's past negative experience, which is a good first step in building rapport. However, it could be enhanced by expressing empathy and validating their feelings more deeply. While detailing the warranty and factory training of installers adds credibility, the explanation could benefit from more structured clarity, potentially by summarizing the key points more succinctly before diving into the specifics. The emphasis on taking pictures during the installation is a strong point, but it might also be helpful to discuss how feedback is gathered post-installation to ensure ongoing customer satisfaction. Closing with an open-ended question could invite further engagement and demonstrate a commitment to addressing the customer's concerns. Overall, it's a solid attempt but could use more empathy and structure to truly resonate with the customer.

"What if we decide to expand our home improvements later? Will this gutter protection system scale with our future needs?"

That's a great question. Your concern about building onto the home is a valid concern. Not only would be able to install our product on the new addition as well but we also would save the savings that you got on the original portion of the project and apply that to the new portion of the project as well congratulations

The response acknowledges the customer's concern about future expansions, which is a good start. However, it lacks clarity and depth in explaining how the gutter protection system can seamlessly integrate with future home improvements. Providing specific examples or details on how the system can adapt to changes would enhance the response. Additionally, the mention of 'savings' is vague and could be more clearly articulated to illustrate how these savings would work in practice. The closing statement feels abrupt and lacks a follow-up question that could engage the customer further and encourage discussion about their specific plans for expansion. Overall, the response could be more informative and inviting to foster a collaborative atmosphere.

"There are other products in the market; what sets your gutter protection apart and justifies the cost?"

There's absolutely a bunch of different products on the market. We as the professionals at Home Defender we recommend you stay away from different types of products that have holes in the product slots and the product gaps in the product or products that jam up underneath your shingles that can potentially ruin your roofing warranty. Home Defender our product does not go up underneath the shingles it has no openings no louvers no slots no gaps no where for any debris to get inside of there it's the only true permanent solution that does not allow any debris ever inside of your gutters that comes with a lifetime warranty to ensure that

The response starts by acknowledging the presence of competitors, which is a good approach. However, it lacks clarity and a structured comparison that effectively differentiates Home Defender's gutter protection system from others. While mentioning specific flaws in competitors' products is useful, the overall communication can feel defensive rather than assertive. It would be beneficial to explicitly state the unique benefits of your product, such as performance metrics, ease of maintenance, or additional features that provide value. Additionally, using customer testimonials or case studies could help substantiate the claims made. The message lacks an engaging closing or follow-up question that invites further discussion. Overall, while the response addresses the objection, it could be more compelling and customer-focused to effectively justify the cost.

"How does your solution address potential future integrations with smart home technologies?"

That's a great question. Smart Home technologies are digital and electronic. This product does not have electricity or anything digital running through it. Once it's installed it's a permanent solution to debris getting in your gutters to debris getting in your gutters

The response begins by acknowledging the customer's question, which is commendable. However, it fails to adequately address the concern regarding future integrations with smart home technologies. Simply stating that the product is a permanent solution and does not involve digital components does not fully satisfy the inquiry. It would be beneficial to explore how the gutter protection system might interact with or complement existing smart home systems, such as how monitoring could be done through other connected devices. Additionally, the phrasing is somewhat repetitive and could be more concise. A follow-up question to engage the customer further and clarify their specific needs regarding smart home integration would enhance the dialogue. Ultimately, the response needs to better align with the customer's concerns and foster a more collaborative atmosphere.