CMCSB022 – What You Must Know to Close More Sales for Your Construction Company

Let me start out by saying I was honored to provide two seminars at JLC LIVE two weeks ago in Rhode Island. This is a great show and the number of companies exhibiting was definitely back to where it used to be. Mark your calendar for next year if you missed it. One of the themes of my presentations had to do with the major shift in the sales process over the last 5 years. In this Podcast I will go into depth on this topic. When you understand how the whole game has changed you will know what you need to do to close more sales for your construction company. Five years ago the seller controlled the sales process – in 2014 the buyer is in control. Lead generation for contractors used to focus entirely on “outbound marketing” meaning you sent your message out to the universe of prospects you were trying to attract. Outbound lead generation strategies have declined in importance. Prospects get their information from so many different sources that the effectiveness of each tactic is generally small. Lead generation tactics that used to produce predictable results just don’t any longer. Today most marketing is “inbound” – meaning buyers search for information about products or services as soon as they determine that they have the need and long before they contact anyone. Buyers can easily find alternative providers of your services including someone to replace you. The importance of relationships is growing because most lead generation tactics just don’t produce enough leads. Once buyers find you, success in closing is based on how much quality information prospects can find out about your company before they contact you. The good news is that most companies in construction and most contractors are still doing it the same old way. Listen and learn how you can up your game and put yourself in a position of strength in the buyer’s eyes and get to yes more often in 2014 and beyond. Do you have 90 seconds a week to make more money? Get my FREE Mini E-Book “8 Simple Steps to Closing Success”