Nowadays we are fortunate in our industry to have experienced mentors, coaches and pros to help us fast track sales success.
When meeting a potential asphalt services customer on their property for the first time, you or your salesperson should focus on these top three things:
Listen and Assess the Property’ s Needs
Before pitching any services, take the time to actively listen to the customer’ s concerns and assess the property. This shows that you care about their specific needs. Ask questions about any existing issues( cracks, potholes, drainage problems, etc.), the property’ s traffic patterns and their goals for the asphalt( durability, aesthetics or specific requirements like ADA compliance). Understanding these details will help you offer tailored solutions and demonstrate that you have the expertise to address their unique situation.
Provide Expert Advice, Not Just a Sales Pitch
Customers are often looking for guidance when it comes to asphalt services. Share your expertise with them in a non-pushy way, explaining the best options based on their budget and needs. For example, discuss the differences between sealcoating, resurfacing and full replacement, and which option would be most cost-effective and durable for their specific scenario. This builds trust and positions you as a knowledgeable professional who’ s there to help, not just to sell.
Build Rapport and Establish Trust
Building a relationship with the customer is key, especially in a field like asphalt contracting, where the work is often a significant investment. Be personable, respectful and professional. Take the time to show that you’ re genuinely interested in solving their problems and that they can count on you for high-quality work. Trust is crucial for getting repeat business and referrals, so
SHOP PORTABLE HEAT
Innovation Through Dedication
• One step operation • Efficient fuel consumption
• Lightweight design
• Low maintenance Low-power requirements
• Stainless steel construction
• Short heating times
• Built-in battery charger
It doesn’ t get any easier to shop online. Real-time shipping quotes. Credit cards accepted.
608 298 9301- Sales & Service 608 334 4932- Cell www. asphaltreheat. com
For More Information On This Advertiser Please Visit www. CallAPE. com / e-inquiry
1.800.210.5923
[ 33 ] May 2025