How to Profit from the Sub Shortage: Get Your Word Out With a Better Message

It’s no secret. There’s a sub shortage facing the US construction industry. When talking with construction professionals, I often hear “I’m too busy” or “We can’t handle any more work right now” or “I’m cutting all advertising.” These are valid statements; however, don’t confuse marketing with advertising.

Marketing is your value proposition—advertising is just the vehicle that drives your marketing message. Here’s how to profit from the sub shortage. CHANGE your marketing message. Let’s take a closer look. (more…)

3 Internal Questions Customers Ask Themselves During a Sales Encounter

Whether you’re in retail or outside sales, your customers/prospects go through an internal process during a sales encounter. As you present your product or service to your customer, they are observing your body language, communication style, listening skills (or lack of), knowledge of what you’re selling, and most importantly how your product/service will make their lives better.

Sometimes we as sales people are not as prepared as we should be or we start shooting from the hip if we don’t know the answer. Falling into the trap of not listening or asking questions we already know the answers to is another buzz killer during the sales call. So here are 3 internal questions customers ask themselves during your sales encounter:
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How Do You Address the Competition? Tell the Story No One Else Can Tell

When it comes to your competition, how do you handle yourself during a sales call? Have you bashed them? Do you exaggerate your company? Do you argue or debate with a prospect why they should do business with your company rather than your competitor?

Unfortunately, if you’ve gone down this road, your emotions got the best of you, and you probably didn’t earn the customer’s trust or respect.

We all want to aggressively compete, but “mudslinging” your competition is not the right approach. So, how should you properly address the competition? Simple. Tell YOUR company’s story. (more…)