Construction Genius 06 - One Simple Truth of Construction Sales Success- People Do Business With People That They Know, Trust, and Like
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.ericanderton.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.ericanderton.com/constructionsales
The assessment takes only about 5 minutes, and you'll find it extremely helpful.
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