Author Nick: Steve Flashman
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OK! So you just saw your favourite pop star on TV and have rushed out to buy a beautiful new guitar! You look the part in front of the mirror, but what about impressing your friends by playing amazing riffs, hot guitar solos and storming rhythm sequences. Fear not. Anybody can learn how to play [...]
The bottom line in all our marketing efforts is a constant flow of high quality leads. Without this, the business begins to grind to a halt. However, there is a danger of capturing irrelevant information that can be distracting and time consuming and in the end quite counter productive. Here are ten lead generation sources [...]
Business development can become a set of nice theories written by desk bound business gurus that have very little to do with the real world of making money and growing your business! The bottom line is that you have to find business opportunities from your current client base and develop new business outside of your [...]
The construction industry has been hit hard by the economic recession. Construction has been one of the fastest growing and lucrative businesses in the world. However, in 2007 the bubble started to burst and by the middle of 2008, many house builders were in serious trouble. Now we see some light at the end of [...]
For anything bigger than a simple small business prospect, the stage after the appointment would normally be to agree contractual arrangements for the project so at the conclusion of the appointment, a time frame and lead-in time for the project should be discussed, minuted and actioned. Therefore at the appointment it is important for you [...]
These days construction marketing is far more than cold calling or even business to business calling. The marketing process is much more personal. It is unlikely that a major contract will be awarded to your company without the daunting prospect of the interview or presentation. Here are my top ten tips for construction marketing presentations: [...]
You only have a few seconds to convince the receiver that your letter is worth reading and in larger companies, the secretary, receptionist or Personal Assistant will open the mail and decide if the person to whom the letter is addressed actually gets to see it! Remember that your letter will be competing with perhaps [...]
Decades ago it was assumed that objections would always arise during the course of that crucial interview with a prospective client. The contract could be won or lost at this point. This would tend to happen, because the selling process was more prescriptive, one-way, and less empathic. Anyone who knows construction marketing these days will [...]
The bigger the prospect organisation or potential project, the more planning and preparation is required. Major clients need extensive researching before any serious approach is made to begin dialogue with an influencer or decision maker. This is to enable the marketing person to decide on the best initial approach or opening proposition. You need to [...]
There are twelve essential research criteria that need to be met if we are to be successful in construction marketing. Knowing the business and knowing the prospect’s business is key to success. So here are my twelve essentials: 1. Ensure you know your own product/service extremely well – especially features, advantages and benefits that will [...]
Once we can identify the reasons why potential clients will not enlist your services, it is possible to neutralise these objections and move forward in a more constructive way. Firstly, they see no reason to use your company: The construction industry is a highly competitive market place. When 100 builders are chasing one tender, the [...]
The construction industry has been through a tough time. Although the bad news about redundancies, job losses and construction companies going bust is beginning to diminish, we are still hearing reports in the press of hard times for the industry. Most construction business owners are waking up to the necessity to have a robust marketing [...]
Appointment-making is a skill in its own right. Some construction companies and architects for that matter, use canvassers or telemarketing staff to do this job for them. However, it is far better to use staff internally, or if you are a small family run business or sole trader, you should try to do this yourself [...]
Have you noticed whenever you buy a burger, the sales people always try to persuade you to ‘Go Large’, or have ‘extra fries’ etc. Have you also noticed at the checkout of every superstore are racks of things you would not have thought of buying, but as you stand there waiting at the checkout, you [...]
Here are nine essential keys to the development of a healthy construction business using key concepts in construction marketing. 1. Nurture your existing client base: It is at least 5 times easier to win a new contract from an existing client than to go out and find a new one! That is not to say [...]
Most people find ‘cold calling’ difficult. If you are a marketing person, hard luck! Its part of your job and you had better get used to it! However, most of the work you will do on the telephone will be Business to Business calls, and if you have warmed up the recipient with a good, [...]
When times get tough, (and even when they are not!) it is essential that you keep your workforce onside. Most business development experts especially in the field of construction marketing, will talk about how essential it is to have Key Performance Indicators that you apply to every aspect of your business to set targets and [...]
Joint Ventures and Strategic Partnerships have always been high on the agenda and form an integral part of any thought through construction marketing plan. Since 2007, when the recession started to take affect, JV’s have become an essential ingredient for survival. Many Construction Company bosses have side-stepped the idea of a JV for fear of [...]
Can you really learn Spanish fast? Absolutely YES! You can learn key phrases and sentences fairly quickly. It will take time to achieve a full command of Spanish but a basic knowledge can be acquired quickly. All of the ways listed below will teach you how to become familiar with Spanish written or oral in [...]
As a published author I enjoy writing all kinds of material for business and pleasure and pass on to you the skills I have learned over the years. “7 Steps To Writing Children’s Fiction” is based on my experience writing “The Rainchild Trilogy…”, “The Theft Of The Purple Plug,” “Carnival To The Aquadome” and “Return [...]
