How do you approach construction sales in a more strategic way? In this solo episode, I will walk you through steps on how to grow your business and build long-term business relationships with your potential customers by having them know, trust and like you. This is a first in a series of episodes that I’ll do over the next few months on a strategic approach to construction sales.
Start running highly effective meetings, today. Download your free copy of the Kick-Ass Meeting report that goes step-by-step through the process here: https://www.constructiongenius.com/kickassmeetings.
In this episode we cover:
- People purchase from people that they: know, trust and like.
- KNOW – 3 ways to get to know a potential project partner: get your face in the place, drop the ego, and persist.
- TRUST – 3 practical ways construction executives can build trust: start small, be responsive, add value.
- LIKE – 3 keys to being someone other people like: be an equal, be helpful, be yourself.
- Key takeaways of the podcast:
- Act: Make a list of 10-20 top clients or target clients
- Ask: Do they know, trust and like me and/or my company
- Decide: What can you do in the next 30 days to build your relationship with each of your top 10-20 clients.
In construction, you don’t need to learn “1001 ways to close a deal”. Instead, you need to be able to empathize, have a desire to win, welcome rejection, be optimistic, balance relationships, results and ego.
To take a deeper dive into these characteristics and take a FREE assessment to see how you measure up, go to my website: www.constructiongenius.com/constructionsales
The assessment takes only about 5 minutes, and you’ll find it extremely helpful.
Links:
Show Notes
Construction Genius: A Leadership Master-Class the podcast inspired by Thomas Edison’s statement: “Genius is 1% inspiration and 99% perspiration.”
Construction Genius Episode 6: Construction Sales: People purchase from people that they: Know, Trust and Like
This is a first in a series of episodes that I’ll do over the next few months on a strategic approach to construction sales.
This episode is brought to you by Kick-Ass Meetings: A recent survey by LinkedIn found that Collaboration, Creativity, and Time Management are three of the top 5 people skills in demand.
Kick-Ass Meetings is a problem-solving meeting process I’ve used for 15 years with construction executives to help them collaborate, tap into the creativity of their teams, and manage time effectively by going from a blank piece of paper to commitment to a one-page action plan to solve their toughest challenge in less than an hour.
To download your free copy of the Kick Ass Meeting report that goes step by step through the process, go to https://www.constructiongenius.com/kickassmeetings. Start running highly effective meetings, today.
People purchase from people that they: know, trust and like:
Three ways to get to know a potential project partner:
- Get your face in the place
- Drop the ego
- Persist
Three practical ways construction executives can build trust:
- Start Small
- Be Responsive
- Add value
Three keys to being someone other people like:
- Be an equal
- Be helpful
- Be yourself
Key Takeaway:
- Act: Make a list of 10-20 top clients or target clients
- Ask: Do they know, trust and like me and/or my company
- Decide: What can you do in the next 30 days to build your relationship with each of your top 10-20 clients.
Construction is a long-term relationship business
I hope you found the perspectives I shared this week helpful. Understanding that people purchase from people that they know, trust and like is a small portion of building long-term relationships.
In construction, you don’t need to learn “1001 ways to close a deal”. Instead, you need to be able to empathize, have a desire to win, welcome rejection, be optimistic, balance relationships, results, and ego.
To take a deeper dive into these characteristics and take a FREE assessment to see how you measure up, go to my web site
www.constructiongenius.com/constructionsales
The assessment takes only about 5 minutes, and you’ll find it extremely helpful.
Thanks for listening to this episode. Please leave us a review on iTunes or wherever you get your podcast, and of course, please share with other construction professionals. Thanks.
