You may have heard that there is a formula for the number of times a keyword appears on a page or blog—this is commonly known as keyword density. But is there a keyword density formula? First of all, what exactly is keyword density? Keyword density is the percentage of times Read more…
It’s that time of year again when thousands of trick or treaters will hit the neighborhoods. Think back when you were excited to knock on the door (or ring the doorbell) anticipating what sweet, delicious, mouth-watering treat you were about to receive—and then—you were handed an apple. How disappointing. Are Read more…
We’ve all experienced small talk while riding an elevator. In an elevator, you’re focused on your destination. Should someone start an awkward conversation, the tiny box that you’re suddenly in seems smaller, and the door to freedom cannot open fast enough. The same can be said during an initial sales Read more…
Flash is dead. No not the superhero—Adobe Flash enabled websites. Unlike the super hero, Flash-based websites are slow. I am constantly searching construction trades, topics, articles online every day, and I am surprised how many companies still have websites that run on Flash. Yes, some Flash sites look great to Read more…
Good news travels fast. But in today’s world, bad news travels lightning fast. Let’s be honest. Whenever you read a negative review about your company, you take it personally. It’s ok. You should take it personally. Remember, you’re not going to please everyone. But don’t ever take your feelings online.
We will discuss the importance of online reviews and most importantly the best way to respond to negative reviews. First question: Do reviews impact my business?
Yes, here’s why reviews are important: (more…)
You just finished a meeting with your customer. You asked for their business. And the customer responds with—MAYBE. Sigh. How you interpret that maybe is up to you. Let’s be honest, most sales professionals interpret a MAYBE for a yes.
It’s important to remember that there are only two responses: Yes or No. In fact, NO is my second favorite answer in sales. It’s the “Maybe’s” that cause a lot of heartache and frustration for sales professionals—not to mention the time wasted with unnecessary follow-up. (more…)
We all know that Google has become the place to turn to for answers. The search engine giant constantly improves user experience. In fact, the most recent improvement involved job searching—Google for jobs—a discussion for another time. But it left me asking the question: “Could Google improve search results for Read more…
A new Google Analytics home screen is now available. Well, according to Search Engine Journal only 50% of users have access. I’m fortunate to be one of those users, and I first noticed the updates this morning. From a quick glance, I am most pleased with these updates.
These new changes will provide clients instant access to data that they care about. On the home screen there are 5 sections that can be customized by date. So, here’s a brief overview: (more…)
First of all, “I’m too busy” is not an objection. When a prospect/customer says “They’re too busy” they simply mean that you are not a priority. And you know what? They probably are busy—especially the construction industry.
Summer is here, and if you call on construction companies, you are now heading into their busiest season. So, how do you handle “I’m too busy?”
Here are some suggestions:
Cold Calling is outdated. You’ve heard the phrase “work smarter not harder” right? But for some reason, sales leaders preach the quantity over the quality approach when numbers aren’t trending in their favor.
For years, Cold Calling has been the measuring stick for sales activity and consequently the birth of the sales cliché “Activity drives results!” No it doesn’t. The right activity drives results!
If sales professionals were not hitting their numbers the solution was COLD CALLING. So what’s cold calling? Let’s look further: (more…)