selling the premium upgrade

[grumpydasmurf]

I start most of my proposals with a base price for a 25 year 3-tab. I then don't usually have a problem upselling a 30 year architectural/dimensional. The problem is I can almost never upsell a premium architectural shingle like Slateline or Hatteras or Grand Manor or Crand Canyon unless the customer specifically requests that shingle.

I'm fairly sure the wall I am up against is price but I would like to install more of these premium roofing systems. How can I show the purchaser the added expense is a worth while expense?

[Rich]

As far as the initial bid goes use voluntary alternates. As you stated use your base bid as a basic job cost to the client to get in the door. At the bottom of the proposal you can add voluntary alternates or things that you consider will be a better product or better warranty etc.
Add brochures or whatever you want to the bid and I suggest sitting down with the client when reviewing the bid to give that additional information. Show pictures of existing jobs with these shingles and if available show a house that's 10 years old to see the differences. It's all about presentation and knowing the products. As much as I hate salesmen that's exactly what you need to be.

[grumpydasmurf]

Your telling me to do exactly what I already do. The problem is they cant see past the extra $1000 for the slate-looking roof.

I agree show them, tell them, drive it home but you get to the point of being pushy and I would hate to lose a sure thing because I am greedy.