Masonry Magazine December 2010 Page. 37
If You Want to Sell More Than Price
If you want to sell more than price and improve your profit margins, you've got to offer more than a low price on a piece of paper.
As a construction industry speaker, I see thousands of different construction companies in all parts of the country. Take a look at what construction companies in the top 10 percent of profitability use to sell more than price:
1. Written marketing and sales plans
2. Marketing budgets from $10,000 minimum to $40,000 or higher
3. Pro-active customer relationship follow-up programs
4. Consistent monthly mailings to their target markets
5. Constant customer reminders of project niche expertise and specialties
6. Sales training for all estimators, project managers and sales people
7. A systematic referral networking system in place
8. Key managers are very active in their industry and community
9. They never bid a job without meeting the decision maker first
10. They always ask what the most important factor in awarding the job is.
If you want to sell more than price and improve your profit margins, you've got to offer more than a low price on a piece of paper. You must do something to convince customers your company is the best choice. This must be done with a pro-active, systematic approach to selling that goes on year-round. Take your customers to lunch or a ball game. Send them something that shows how you helped another customer finish a project faster. Ask them how you can help them make more money. Send them a hand-written note thanking them for the contract or the opportunity to bid their work. When you make your bid only one small part of your complete selling process, you will begin to see real bottom- and top-line results. IMAS
George Hedley is the best selling author of "Get Your Business to Work and "The Business Success Blueprint For Contractors," available at his online bookstore. As an entrepreneur, popular speaker and business coach, he helps business owners build profitable companies. Email gh@hardhatpresentations.com to request your free copy of "Business Tools To Boost Your Bottom-line!" or sign up for his free monthly e-newsletter. To hire George, attend a Profit-Builder Circle boot camp or be a part of an ongoing coaching and mentoring program, call 800-851-8553, or visit www.hardhatpresentations.com.
George Hedley
HARDHAT Presentations
3300 Irvine Ave. #135
Newport Beach, CA 92660
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