How Crumb Exteriors Wins Roofing Jobs with a Proven In-Home Sales Process
From the first knock to the final proposal, here’s how one roofing contractor stands out with customer experience, technical expertise, and service plans.
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Building Trust from the First Knock
When it comes to roofing contractors, first impressions matter. Logan from Crumb Exteriors starts every appointment with a warm greeting, a friendly conversation even a quick hello to the family dog and most importantly, by listening.
“Even though I know why I’m there, I always ask the homeowner why they had me come out. Let them tell their story.”
This initial conversation opens the door, literally and figuratively, to build trust and understand the homeowner’s expectations.
Walking the Property & Asking the Right Questions
Many roofing contractor competitors simply drop a bid in the mailbox. Not at Crumb.
Instead, Logan walks the property with the homeowner, asking smart, open-ended questions:
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When’s the last time the roof was replaced?
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Have you noticed any leaks?
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Is this your forever home, or are you planning to sell?
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Do you have a budget in mind for this project?
These questions aren’t just for rapport, they set the foundation for overcoming future objections and tailoring recommendations.
Full Roof & Attic Inspections Every Time
Logan doesn’t just inspect the roof, he gets in the attic, too. Why?
“Getting in the attic is like getting an X-ray at the doctor.”
This approach identifies deeper issues like ventilation problems, rotten OSB, organic growth, and improper intake/exhaust systems, things a drive-by quote would never uncover.
By documenting everything with photos and videos, he makes the invisible visible for the homeowner.
Good, Better, Best Roofing Options That Educate and Empower
Back in his truck, Logan builds a good, better, best estimate using Aculinks software on a tablet. Each option includes:
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Shingle type (e.g., Class 3 vs. Class 4)
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Underlayment material (synthetic vs. felt)
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Ventilation upgrades
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Gutter options
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5-year workmanship warranty
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Membership to the King of Care Club
“We name our options the Ford, Buick, and Cadillac. It keeps things fun and approachable.”
Class 4 shingles are often the “Cadillac” tier hail resistant, longer-lasting, and potentially lowering the homeowner’s insurance.
Setting Expectations & Presenting the Bid
Crumb Exteriors sets clear expectations upfront: the appointment will take 30–45 minutes, and the bid will be presented on the spot.
Once the proposal is built, Logan walks through the estimate at the kitchen table (or sometimes a garbage can whatever works). He always asks:
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Is this in line with your budget?
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Is this a project you’d like to do this year?
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Is there anything missing from the proposal?
Overcoming Objections with Clarity and Confidence
When customers say they “need to think about it,” Logan digs deeper by asking:
“Is there anything you were hoping to see in this proposal that isn’t there?”
This opens a dialogue, maybe the customer wants a different shingle brand, or they didn’t realize Class 4 shingles qualify for insurance discounts.
What Makes Crumb Exteriors Different?
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Full transparency through photos, attic inspections, and on-site pricing.
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Customer education on ventilation, material choices, and long-term maintenance.
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The King of Care Club a monthly service plan that includes:
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Roof inspections
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Gutter cleaning (up to 150 ft)
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Skylight cleaning
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Discounts on service fees and repairs
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This subscription service provides peace of mind and recurring touchpoints something rarely seen in the roofing business.
Why This Matters for Roofing Businesses
For roofing contractors or home improvement contractors looking to grow, this process is a powerful example of how to stand out in a competitive market. It also shows the power of applying contractor management services, sales systems, and software in the field.
Whether you’re building a roofing business, managing a plumbing or HVAC company, or exploring contractor management software, these in-home best practices are scalable and proven to convert.
Final Thoughts
Crumb Exteriors isn’t just selling roofs—they’re selling trust, clarity, and long-term care. Their method reflects what great roofing and siding contractors do best: educate, diagnose, and serve.