7 Tips to Improve Sales Follow-up & Close More Leads

If you are like most B2B marketers, lead generation is at top of your priority list. But as you may already know, generating tons of “leads” doesn’t guarantee sales will follow. Does the sales team either ignore your hard-won leads or complain about their quality? Do you ever wonder was the lead even contacted? If so, what’s the status?  Could you have helped move it along by going deeper in the sales cycle? This chronic lack of visibility has a snowball effect of making it challenging for marketers to... Read More

Buy one, get one free homes

Wow. So homes are now like shoes? Buy one, get one free ... that's the deal Michael Crews Development is offering in the San Dieg...... Read More

Leadership Selling: Manage Your Sales Style

When it comes to sales, you may be affected by social consciousness in more ways than you realize. While it’s easy to recognize that job pressures shape your performance — for example, the struggle to meet corporate expectations and uncompromising customer demands at the same time — what’s not so apparent is that your behavior is also shaped by social pressures and often is reinforced by movies, literature and television.... Read More

Construction Contractors - Stay Focused

Alfred E. Neuman used to say, “What, me worry?” Many construction-related business owners are worrying, and we know that. What can you do? Well, there are two things you must do and there can be little doubt about either of them. The first thing you must do is keep focused on sales. That means advertising 24/7/365. None of this “cutting our advertising because money is tight” nonsense. Money is tight because you haven’t been doing a good job of advertising. Recently I spent a day with one of our... Read More

Top 10 Reasons not to increase your marketing budget

A lot of people are wasting your time telling you to market more when your sales are down. Here are the top 10 reasons not to spend any m...... Read More

Turn Your Selling Around

The heart of the new approach to selling is an intense focus on the prosperity of your customers.... Read More

Measuring Up: Six Common Characteristics of Successful Salespeople

Before reviewing the six characteristics of successful salespeople, we need to talk about sales in general. Selling is an acquired skill, not a God-given talent. Salespeople are communicators, not manipulators. For many people, their only sales experience has been with a pushy car or insurance salesperson. Such prejudices are commonplace and totally wrong.... Read More

Change or Die: 10 Keys to a Successful Sales Transformation

If your organization is contemplating an overhaul of your sales function, study up on these 10 principles to help you minimize your risks.... Read More

Six Secrets to Designing Winning Sales Presentations

You have 13 seconds or less to make a positive first impression on your audience that may ultimately lead to a sale. So how can you effectively convey your message with so little time?... Read More

Best marketing ideas from the archives

With the downturn in remodeling, marketing is more important than ever. So here are what I think are some of the best marketing articles we've run ...... Read More

Train with the Sales Dodo: The Most Underutilized Strategic Advantage…References

Salespeople are always looking for a way to differentiate themselves to win an account. Few use one of the most powerful tools in their bag—the right reference. Sales& Marketing Management online columnist Lee Salz gives his tips on how to use references as a strategic step.... Read More

Point/Counterpoint: Are Model Homes Necessary?

New home marketing guru Stan Kates debates Professional Builder columnist and marketing consultant John Rymer on the question of whether Web-based marketing and sales can replace elaborate model home presentations and on-site sales staffs. ... Read More

Sales Training: Improv Improvement

Salespeople raking in big commissions know the advantage of being able to think fast on their feet. Is this a skill that can be taught, or an innate gift? Sales training that makes use of improvisation is one way to hone the creative thinking your reps need to act fast, and effectively.... Read More

Leadership Selling: If You Want Great Salespeople, Build Them

The most frequent question I am asked in my travels: Do you know a good salesperson that is available for hire? My answer is always the same. If they are any good, they aren’t looking. And if you want good salespeople, then don’t try stealing them from a competitor. It rarely works. If you want good salespeople, build them.... Read More

Homebuilders: Stop Selling Homes on Contingency Contracts

Here are the sales tactics home builders need to move buyers out of those contingent contracts — that often fall out — into binding contracts.... Read More

For Sale: Reclaimed Wastewater

It is not a news flash that there has been a drought in North Carolina and many other regions in the country. Construction companies use a great deal of water, so the drought conditions and water restrictions have been a challenge to many contractors working in drought areas. According to an ENR Digital Wire report on February 3, 2008, Union County outside of Charlotte, NC is offering relief at $1.82 per 1,000 gallons of water as long as you don’t drink it.The Monroe Water Resources Department will be selling... Read More

Market strong in weak economy

If you’re concerned about the economy and how it’s going to impact your business, I have two suggestions. First, check out the Editorial in the February issue of Pavement Maintenance & Reconstruction. Then, amp up your marketing efforts. Businesses, large and small, are notorious for slashing marketing budgets in times when the economy might be — or is — heading south. But PR and marketing firms - who, granted, have a vested interest in your marketing expenses — say that’s the time to ratchet up your marketing efforts, not... Read More

More marketing… that doesn’t cost much

At least one blog reader, a caller, and a contractor who dropped me an e-mail agree with the previous post that the way to deal with a tough economy is to increase your marketing efforts — so I’m not alone on this! The most-common “reason” contractors give for cutting back on marketing efforts is to save money, and the first thing we need to do is get over that. Marketing is an investment in your company and your future, and when looked at that way it might be a... Read More

PLAN YOUR MARKETING FOR EFFECTIVE PROMOTIONS

Marketing is too important to guess at. Your marketing plan gives you the road map to ensure that you'll arrive at your destination. And as is often said, "If you don't care where you're going, any road will get you there." What you need is a strategy that considers the needs of your market and provides a year-round plan to meet those needs.... Read More

Contractors - - Is Your Phone Ringing?

... Read More

2008 National Sales and Marketing Award Winners

Now in its 27th year, the National Sales and Marketing Awards pay tribute to superior new-home sales and marketing achievements by individual sales and marketing professionals; home builders and associates; and sales and marketing councils.... Read More

Open Response to Salespeople Complaints

Isn’t it a given that your prospects are searching for the contractor which will provide them with absolutely everything they want for the least amount of money?... Read More

Fixed Price Quotations or Itemization?

I saw an article in a newsletter recently telling contractors (both general and specialty) to give out itemized estimates to their customers. Oh joy. The writer talks about the goodwill, the trust, the ability to compare estimates and the usual tripe that accompanies this type of advice. Let me tell you why I disagree. First, your customers won’t be able to compare your estimate to any other estimate. Common sense will tell you that. I couldn’t compare your estimate to a second contractor’s estimate, nor could you compare your... Read More

Hot Marketing and Selling Trends for 2008

Preferred choices emerge in trends, which later lead to movements. Respond to the trend or scramble after the movement. It’s your choice.... Read More

Growth is Good?

Construction is different. We don't know of another industry with all the good and bad that construction has to offer. Several business characteristics are unique. A general approach can help in some areas but, hurts in others. Growth of all types is not good. In certain areas, it is desired and growing other parts is not. What am I talking about? Growth of your employees as professionals is important. It allows benefits past a more efficient staff. Intellectual growth is important, that is, always searching and finding better ways... Read More

Hvac service ideas (that can be extended)

... Read More

Big Dealers Speak Up at IBS About Sales and Strategies

The heads of ProBuild, Stock Building Supply and HD Supply revealed more details about their sales and strategies during interviews Wednesday and Thursday with ProSales, in particular regarding ProBuild's recent acquisitions in the Atlanta area and Florida.... Read More

Leadership Selling: The First Rule of Business

Rule No. 1 in the roofing business — We don’t put new roofs on houses, we put roofs on homes. There is a big difference between a house and a home. A house is a project, a physical entity, which is built and remodeled according to schedules with ladders, scaffolds and materials. A home is a place that neighbors admire and where families raise their children. Adhere to Rule No. 1 and you will already have distinguished yourself from the competition.... Read More

An Installer’s Guide to Selling Audio

Growing home audio systems sales isn’t easy. Unfortunately for integrators, there are a number of obstacles that need to be overcome.... Read More

Specializing in Everything

I was in New York last week, participating in a workshop to develop the new national test for commercial contractors. I’ve been involved with this group for the past 3 years. When the test is complete, commercial contractors nationwide will be able to take the test allowing them to work in any state in the nation without having to deal with the differing requirements now heaped on them by the Contractor Licensing agencies of different states. I’ve written before, both here and in our newsletter, on the importance of... Read More

CEDIA Forms Professional Service Action Team

CEDIA has formed a Professional Service Action Team (PSAT) aimed at providing members with help and outsourcing services in training, marketing, promotion, consultation and business development. ... Read More

Christina Trondsen New Director of Marketing for Daikin

Responsible for strategic marketing, sales communications, marketing support... Read More

Measuring Marketing ROI (Return On Investment)

... Read More

How to combat negative press

I've heard a lot lately from remodelers that are frustrated with what they see as unbalanced coverage of the housing downturn in the national and l...... Read More

General Contractor / Sub or Specialty Contractor Relationships

In another post, Larry Steward commented: “Related to jump starting new leads, in addition to advertising, is to get your sub contractors to refer. Most subs are delighted to be assigned to one of our projects but I have to constantly remind them that this process is a two-way effort. I encourage them to look for opportunities for us when they visit their own customers. After all, if we can help their customers, it makes them look good and certainly helps us with a flow of work. I believe... Read More

ENCOURAGE YOUR EMPLOYEES SPREAD THE WORD

Do your employees let the world know where they work? Probably not. And yet, they encounter people everyday that might be candidates for your products and services. Not only are they candidates, they're highly attractive prospects if — and I stress the word, if — they know that your employee works for a company who's services they might need.... Read More

Newmark Produces Some Web-Savvy PR

Home builders wondering how they can calm their market while maneuvering through bankruptcy may want to take a minute to view the video on the Newmark Homes Web site.... Read More

You Have to Advertise