An introduction to all our articles on construction sales leads.
Which construction sales lead service is right for you?
A contact recently told me how an arrogant young BDM at one of his competitors was driving clients his way - a sterling reminder that how we treat people matters.
Don't just walk away from a lost tender. With a couple of extra steps, you can build your reputation and increase your chances for the next opportunity.
How the best marketers use the pricing and tender process to chase sales.
Targeting your sales to the right level in London’s distinctive construction landscape.
How to get a foot in the door with higher profile architects and clients.
Let’s look at how to squeeze a bit more out of sales leads.
What happens when the next job is finished, where is the work coming from? How to build strategically for future growth.
The decision to employ a Business Development Manager is a big step for any organisation. We look at the pros and cons.
Strategy - how to grow your business:
Key ways to improve your win ratio.
A tailored approach to maximise sub-contractor success.
Exploring the tension between long-term view and the need for a quick win.
Making a fast start in sales can make all the difference.
The terms are often used interchangeably, so what is the difference and why does it matter?
Selling your business means knowing, and being confident in, what you are really good at.
Construction is a crowded market, and your clients have plenty of choice about who they work with.
Skills - becoming a better sales person:
The hard-sell telesales cliché is completely wrong.
Information is everywhere, but how do you use it properly to give yourself a competitive edge?
The right approach – are you selling something, or looking for ways to help your client succeed?
Does the job really end at completion? If you want to build relationships, do a proper debrief.
Getting the approach and language right.
Website? Brochure? Branding? – No, the humble phone.
Everyone knows they should, but very few do. Proper follow up gives you a vital edge in the market.
6 important tools that you must have before embarking on a proactive marketing strategy.
The importance of really listening to your clients and how to get better at it.
First impressions are so important, and you only get one chance to make them.
Solutions - troubleshooting and problem solving:
Anyone can call, being good at it is another matter.
Don’t get caught with a sales focus that is too narrow.
Submission or approval - when to make your approach?
It’s not always clear who you should be contacting. Do you call the architect, or the client?
What is it like to have an experienced CMS sales hunter working in your office?
How long does it take to get from first contact to a decision?
If you handle a mistake well, and put it right honestly, it can actually help to build your reputation.
You might not consider yourself a marketer – but you are.
Meet the expert:
The online resource centre for construction sales and marketing.
An interview with Paul Graham of Planning Pipe