Asking for Their Budget
Too many contractors are in a hurry to talk about budget before they gain the trust and confidence of the customer. Read more about Asking for Their Budget
Nothing happens until somebody sells something - for a profit.
Selling - Get the Commitment First
Clients often request a quote by email, phone or fax. Get a commitment first. Read more about Selling - Get the Commitment First
Your Sales Presentation
I got an interesting note from a young friend the other day. He, like so many others in the construction industry, has struggled to bring in business. Read more about Your Sales Presentation
Watch Your Language - not just the "*#%*@" words
Let's talk about your sales presentation. I want to talk about an item that may be biting you during a sales presentation to your potential customers. It's your language. Read more about Watch Your Language - not just the "*#%*@" words
Profitable Sales . . . Knowing how to respond
Ladies, gents, this young man is going to do just fine. He conducts himself like a professional, and was willing to walk away from the job rather than take a loss. Read more about Profitable Sales . . . Knowing how to respond
Profitable Selling
In an earlier blog post, I said lowering your price is financial suicide. If you can’t cover your overhead and make a profit, you'll be out of business AND in debt soon. Read more about Profitable Selling
Review Your Sales Presentation
About a week ago I talked with a construction company owner who told me his customers weren’t responding to his presentations well. Read more about Review Your Sales Presentation
Where's Your Focus?
Recently I've been made painfully aware of a problem some contractors. That problem is focusing on themselves and their business, instead of the customer. Read more about Where's Your Focus?
Connections - Finding a Contractor
I had an interesting phone call the other day. A contractor who works in a coastal community told me he had a realtor call and practically beg him to come out and do some work on her home. The realtor told him she called a number of "contractors" and not one of them returned her phone call. Not one. The contractor told me he set an appointment to see the nice lady the same day.
I also spoke to a friend from church the other day, she's having a tough time getting someone out to help her on her home. Read more about Connections - Finding a Contractor
Communication Skills and the Sales Process
Somewhere between the initial budget and the final design, the job got away from you. Why? Read more about Communication Skills and the Sales Process
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