A sale extends far beyond the physical meeting. While polite conversations, firm handshakes, and detailed infographics are key elements of a successful sale, many other factors influence the results. Preparation is imperative to converting a prospect into a loyal customer.
As a builder on the receiving end of many manufacturer and service provider sales pitches, our senior consultant, Ed Hauck, has seen it all. Read below for an exclusive look at his recommendations for best sales preparation protocol.
Set the Appointment
As the manufacturer or service provider, it is your responsibility to schedule the appointment. When you reach out to the builder, be sure you are clear and honest about the meeting’s purpose. Clarify how much of their time you will need, then offer them options for specific dates and times.
Once the appointment is confirmed, be sure to send them a calendar invite including the date, time, location, and a brief outline of what will be discussed in the meeting.
Know Your Builder
Time is money. Every minute wasted during a meeting pushes you further away from a successful sale. When you come into a meeting with no prior information about the builder, you waste valuable time learning information that could have easily been obtained before you entered their office.
Researching the builder is the best thing you can do to ensure a successful sales meeting. Explore the builder’s website and read any informational materials they may have given you. Create a list of your products and services that would be the best fit for the builder to successfully guide them further down the sales funnel.
Thorough preparation allows you to develop a comprehensive pitch on how your organization can best fit the builder's needs.
Make Sure They Know YOU!
Never start a meeting from square one. It is your responsibility to ensure the builder has an understanding of what you have to offer.
Be sure your website is up-to-date with quality, concise information. Additionally, send the builder informational materials prior to the meeting, including a list of the products and services you plan to discuss. This way, the meeting can be spent talking about a best fit, rather than breaking down the basics.
Preparation is the key to success. Without solid research, a clear plan, and an established goal, your sales meeting is sure to fall flat. Don’t waste the opportunity. Build your knowledge, build a connection, and build your own success.
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to learn about the many services and educational opportunities we offer to help you strengthen relationships with builders and grow your business.