E392: Selling By Listening And Educating
Keep the sales and marketing efforts engage throughout the sales cycle.
- It’s not enough to just get the opportunity to bid on a project – keep selling
- Don’t just rely on your pricing to get you the job
- Keep selling and marketing throughout the process – (but not the hard sell)
- Learn what make your customer tick – educate them
- Most contractors know to educate clients on the basics
- The history and experience of your company
- Types of materials and construction recommendations
- Payment terms and other contract issues
- Take it up a notch – 10X it
- First thing you should do is ask your customer about what is important to them
- Everyone else will be selling their companies – you will be showing your concern
- Ask how you can help – besides just the construction part – how can you make their life easier
- Educate them on the whole process
- Provide them with tips on how to choose the right contractor
- How to make sure they are getting what they want
- What’s in the contract and what’s required of them
- How you handle things like changes, lien releases, etc.
- Last…why choose you
- First thing you should do is ask your customer about what is important to them