Tag Archive: sales

Jun 07

E733: Project Teams Lead Sales Efforts

Your project teams are the real salesforce of your business.

May 22

E721: Ask Coach – How Do I Keep a Steady Work Load

Keep a close eye on your backlog to manage your sales efforts.

Mar 06

E666: Ask Coach – What Should I Focus on First?

Not sure where to start working on your business? Start with sales.  

Feb 08

E648: Project Manager’s Role in Sales

Frontline employees play key roles in repeat business.  

Dec 06

E602: The Best Sales Force

The best sales force is completely free, just engage them.   Sales and marketing is a huge part of our business We spend money on advertising and lead development We spend time seeking out opportunities Are you taking advantage of the best sales force available? Word of mouth is the best form of advertising there …

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Sep 27

E552: Chase The Right Work

Landing the wrong project can destroy a good business.   Not all work is equal Different project types, sizes, locations, etc. Different Owners, clients, managers, financing, etc. Different requirements placed on the contractors Determine what is best for you Start with your vision – what types of projects support it How do you want your …

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Sep 20

E547: Move Towards Best Value Sales

Shift your focus to clients that care more about value than price.   The low price market is a tough racket Unless you are set up for it move away Find a better market – look for best value clients Best value clients select the contractor based on more than price alone They look at …

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Sep 06

E537: Buying A Job To Win A Client

Dropping prices to win over a new client can be a good strategy.   Buying a job is a common strategy We target a client and give them a low price in order to start a relationship We get in with them in hopes of future work at our normal pricing Does it really work? …

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Aug 23

E527: Know Your Prospects

Is that potential client really the right one for you?   We have customers we target – are they the right ones Different client types have different requirements Home Owners differ from Commercial Owners / Government is different than Industrial We think we want to work for a certain client but make sure you really …

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Dec 07

E341: Ask Coach – Taking On Too Much Work

Taking on too much work can strain our resources and hurt all of our projects.

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