Filter by project type and value, postcode, property value, keyword and more

15395 new projects in the last 7 days

65 minutes ago: Garage Conversion in Tunbridge Wells ... 72 minutes ago: One Storey Extension in Banbury ... 22 minutes ago: One and Two Storey Extension in London ... 30 minutes ago: Two Storey Extension in Merthyr ... 68 minutes ago: Extension in Bridgend ... 104 minutes ago: Extensions in Tadworth ... 44 minutes ago: One Storey Extensions in Dawlish ... 64 minutes ago: Loft Conversion in Towcester ... 110 minutes ago: One Storey Extension in Chichester ... 86 minutes ago: Extension in Rossendale ... 17 minutes ago: One Storey Extension in Abingdon ... 9 minutes ago: One Storey Extension in Crawley ... 57 minutes ago: Two Storey Extension in Prescot ... 5 minutes ago: Loft Conversion in Porthcawl ... 48 minutes ago: Two Storey Extension in East Boldon ... 73 minutes ago: Garage Conversion in Harpenden ... 68 minutes ago: One Storey Extension in St. Albans ... 13 minutes ago: Two Storey Extension in Gloucester ... 99 minutes ago: One and Two Storey Extension in Newry ... 30 minutes ago: One Storey Extension in Porthcawl ... 120 minutes ago: Two Storey Extension in Coleraine ... 49 minutes ago: Extension in Oldham ... 45 minutes ago: One Storey Extension in St. Albans ... 21 minutes ago: Extension in Ballymoney ... 67 minutes ago: Dormer Extension in London ... 98 minutes ago: Extensions in London ... 84 minutes ago: Extension in Potters Bar ... 3 minutes ago: Extension to Dwelling in Birmingham ... 47 minutes ago: One Storey Extension in London ... 16 minutes ago: Extension in London ... 58 minutes ago: Two Storey Extension in Exeter ... 68 minutes ago: Extension in Ballymoney ...

Sales Essentials 1: Who is the key decision maker on a project?

You don’t want to spend ages explaining the benefits of hiring you, only to find that you’re not speaking to the decision maker and the best they can do is promise to pass it on. You want to focus on the person with the definitive yes or no – so who is it?

You may have a client with a strong sense of what they want, but very often the client is strongly influenced by the architect. Or maybe the client has a family member who is a QS who’s going to be calling the shots. There’s only really one way to know who will be making the final decision: ask.

Use those first sales calls to identify the decision maker early in the process, and then focus your attention on influencing the right person!  

This article was kindly contributed by David Crick, MD of Contractors Marketing Services. You can read more in The Really Useful Guide To Construction Sales or see their construction sales special offers here.

See next Sales Essentials 2: How do I make more effective sales calls?

Get your 10 free leads