Building Materials Sales & Marketing

Learn how to get more traffic and more sales at the IBS builders show or at any other building materials trade show.

The more you focus your sales on a type of building or customer, the more your sales will grow as the customer will view you as the best solution.

The 8 keys to successful sales growth in building materials sales.

If you want to grow your sales, you need to work a little harder at your sales pitch than "Make More Money" . In this episode you'll learn the importance of helping your customer out by doing their homework.

At my most recent Whizard Summit, I learned that these are the biggest challenges that building materials companies are facing today.

Every building materials company needs a CRM program. Unfortunately for most building materials companies their first attempt at CRM is a failure. On this podcast I cover the reasons why and how be successful with CRM

Learn the four most common problems with the sales messages of building materials companies 1. Your product is seen by the customer as having more benefit for his customer than for his business 2. While the customer believes that your product is better, they don’t see it as enough better to justify the cost, hassle and risk of changing. 3. Your product is only presented as a way for the customer to be more successful when it is more effective to also present the risk the customer will face by not buying your product. 4. Changing to your product will not solve any of their most important issues.

The concept of System Thinking was first introduced in 2008. Since that time, many of it's important lessons have been forgotten. It is just as important today as it was in 2008.

Many building materials companies are growing faster than their operations can keep up. The result is a drop off in customer support and service. Companies in this situation are at risk of losing more of their current business as they pursue new customers and more sales. In this episode, I tell you how to recognize this and how to deal with it.

Most building materials companies do not take the time to train their new employees properly. The result is that it takes them over a year until they really understand their job and can add value to your company.

Local dealers and contractors can have more control of local customers than manufacturers. Learn how and why to support your local customers to grow your sales faster.

Find out how to get customers more interested in your products.

The annual planning process is one of your best opportunities to find a way to more effectively grow your sales.

In this episode, you will learn how to make it easier for your building materials customers to buy from you by making it easier for them to understand what you are selling and why they should want to buy it.

Publicly traded building materials companies tend to be larger and can seem to be intimidating to compete with. Along with the benefits of size and being publicly traded , there are also many drawbacks that makes it easy to compete with these companies.

You and your building materials competitors are playing a different game than your customers. It's like you are playing football and your customers are playing soccer. Rather than trying to beat your competition, you should focus on helping your customers win more of their own games.

Many building materials sales and marketing people do not put their product message in context. They start right out with the reasons why their product is better. If you don't put things in the context of the customer's situation, you are making them work too hard to figure out what you are saying and why they should care.

What building materials companies should know about the AIA show and how to gain more sales from their investment in the show.

Learn how two big changes in building materials will hurt many companies as bad as a recession.

Learn how going after the largest or most diffcult building materials customers can make you more successful in all of your sales.