Tired of clients asking for your “cheapest option” or going quiet after a quote?
You’re not alone.
We know the real wins come when you stop just selling a product and start solving problems. Whether you’ve been installing for years or are new to gutter guard, these five straight-talking tips will help you take control of the sales process, win more jobs, and make every quote count.
1. Focus on the Problem—Not the Price
Stop telling yourself that you customers are just bargain hunting— that story your telling yourself s costing you. Big time. Your customers are looking for someone who understands their pains points and headaches, whether it’s water damage during storms, bird nesting issues, or bushfire risks. It’s not about being the cheapest; it’s about being the right solution. That starts with asking the right questions.
1. Start by building trust:
“Before I run through the options, can I ask a couple of quick things about your setup? That way I can recommend the right system for your roof.”
2. Tackle overflow concerns:
“You ever get water spilling over the gutters when there’s a proper downpour?”
Overflowing gutters are often a sign of blockages or a poor setup—this opens the door to position mesh as a preventive fix, not just an upgrade.
3. Identify pest or bird problems:
“Have you had birds nesting around the roofline or noticed any mess building up in the gutters?”
And please don’t just look at gutters. Ask your customer if they would like a free bird proofing assessment and check out aircon units and even solar panels (if it is suitable and safe to do so).
This taps into a common issue homeowners often overlook until it becomes a nuisance. Present your mesh as a clean, long-term solution that keeps pests out and protects the home.
4. Qualify water usage:
“Are you collecting rainwater in a tank out? How are you using that water; drinking, garden, or something else?”
For customers using tank water, mesh isn’t just about gutter protection; it’s about water quality. Position Tuffmesh™ Aluminium as an effective certified drinking water-rated first filter, keeping out leaves, pests, and debris before they reach the tank.
5. Address fire safety if relevant:
“Has this place ever been near a spot fire or ember attack during summer?”
In bushfire-prone areas, showing that your product meets BAL ratings and offers certified ember protection is a powerful selling point, especially when it also cuts down on cleaning and risk. What’s more certain councils and areas offer discounts and rebates for bushfire protection. Do your homework; and it could upgrade your sale.
Once you’ve uncovered what matters most to the customer—overflow, pests, water quality, or fire safety—you can confidently recommend the best solution. This isn’t about selling harder, it’s about listening better. When the client feels understood, the sale follows naturally.
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2. Offer Clear, Tiered Options
Keep your cool—don’t rush to offer the cheapest fix. That’s not what most clients actually want.
Instead, position yourself as the expert who understands their situation and has the right options to match. Offer three levels of protection, each with a clear benefit tied to their specific problem. Maybe it’s a fire-rated mesh for bushfire zones, a durable aluminium mesh for heavy leaf areas, or a cost-effective poly option for general protection.
Instead of a one-size-fits-all pitch, present three clear options tied directly to their concerns. Maybe it’s:
A fire-rated mesh for bushfire-prone areas,
A strong aluminium mesh to handle heavy leaf build-up,
Or a cost-effective poly mesh for general protection where the risk is lower.
This isn’t upselling—it’s about tailoring the job to what matters most to them.
Take last week as an example. One of our installer partners quoted a property with large wattle trees overhanging the southern side. The client only wanted to do that section. But through asking the right questions, the installer uncovered that the client had other issues; birds and smaller debris on other parts of the roof. In the end, they installed TuffMesh™ just under the wattles to handle the fine litter, and used GutterMesh on the rest of the house. Same property, two solutions, one happy (and protected) customer.
This is how you show value. Not by pushing the most expensive option, but by recommending the right one, where it counts.
Here’s how you can explain it during a quote:
“Alright, based on what you’ve told me, I’d usually recommend three options so you can decide what suits best.”
Option 1:
“This first one’s top-of-the-line—it’s fully fire-rated and certified for ember protection. Perfect for your high-risk area and want to set and forget it for 20+ years.”
Option 2:
“This one’s our most popular. It’s strong enough to handle heavy leaf build-up and bird issues, but without the bushfire specs. Great for everyday protection.”
Option 3:
“And then there’s a solid entry-level option—does the job well in lower-risk areas or if you just need to meet basic council or water tank standards.”
“Any of these will solve the issues we talked about—the difference is how long you want it to last and how much protection you want built in. Happy to walk you through them.”
3. Show Don't Tell
Visual proof is powerful. At the end of the day, gutter guard is still a physical and tangible product—and your clients want to see and feel the difference.
Use This Script:
“Let me show you what we’re talking about—this is TuffMesh®. See how thick and rigid that mesh is? That’s why it spans wider gutters without sagging, and why it’s trusted in schools and commercial projects.”
“Now compare it to this one—it’s thinner, and while it might do the job short-term, it won’t last under the same pressure. Which one would you rather install on your own roof?”
Action Tip: Always have your sample kit on hand. Clients are far more likely to commit when they can physically compare materials and see the build quality.
Don’t Stop at Samples:
Use product videos or live demonstrations to show how Ember Guard filters debris while maintaining water flow.
Show how saddle fixtures lock in place to match roof profiles—especially valuable for metal and custom roof types.
Site-ready Proof:
Photos of completed installs, close-ups of Colorbond® matches, or short install clips can turn a “maybe” into a locked-in quote. If you don’t have visuals, ask us; we’ll sort you out with case studies or product visuals.
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4. Leave a Lasting Impression
Always leave behind a tangible reminder of your quality such as a mesh sample or a Trades Sales Folder. These tools let clients compare materials and understand why your solution stands out. Need samples? We’re happy to help; just get in touch.
5. Be The Installer They Can Trust
When it comes to home upgrades—especially ones involving the roof—clients are cautious. They’re not just buying a product; they’re putting their trust in the person who installs it. That’s why your role as both the advisor and the installer is so powerful.
People don’t want a slick sales pitch followed by some random contractor showing up later. They want one point of contact, one expert they can rely on. Someone who knows their property, has heard their concerns, and is personally invested in doing the job right.
The moment you say, “I’ll be the one installing it,” you’re building trust. You’re telling them:
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You’re not just passing the job off.
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You’re accountable for the results.
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You take pride in your work.
This level of reassurance often makes all the difference—especially when the quote comes in higher than expected. Confidence in your skills and professionalism can turn hesitation into a “yes.”
Here’s how to communicate that clearly during the quote:
“I’ll be the one installing this for you; it won’t be subbed out. I’ve done hundreds of these and I’ll make sure it’s done cleanly, safely, and looks good from the ground. Once it’s in, you shouldn’t need to touch the gutters again.”
If they seem unsure:
“If it helps, I can show you photos of previous jobs or walk you through exactly how we fit it to make sure everything stays watertight and neat”
Need Support?
Screen Tech is here to back you with product guidance, marketing materials, and expert advice. Reach out for support, request a trades folder, or place your next order—we’re just a call or email away.
Want to know more? ScreenTech sends out Colorbond® gutter guard samples and guides to architects and discusses projects and considerations.
Look no further than ScreenTech’s TuffMesh®, GutterMesh, SteelMesh and SolarMesh products. Our mesh suits Klip-Lok®, Timdeck® corrugated roof types and tiled roofs. Get in touch with a ScreenTech installation partner today.
