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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?