1. Brad understands your business – he’s got more than 25 years assisting thousands of contractors
2. Not every contractor can afford a consultant – but most could benefit from one.
3. Weekly “visits” keep company development top of mind
4. Small insights acted on regularly can make a huge impact over the long term
5. Brad brings a practical, common sense, and humorous approach to his writings that you’ll enjoy reading with your cup of morning coffee
The Contractor's Best Friend e-newsletter
The Contractor’s Best Friend /12-11-2013/ Being a Consultant Salesperson
“Brad, I have done a lot of work for this guy in the past. You can’t imagine how I felt when I saw one of my competitors doing work at his site. I just don’t get it, I thought he liked me.”
How many times have I heard this from contractors through the years?
“But Brad, I thought they liked me!”
Huh! Welcome to the 21st Century Customer…they’re not loyal! And friendships, while not insignificant, are not the main driver a customer considers when deciding to have construction work performed.
In general, contractors have experienced an interesting shift over the past few years in how customers are making purchasing decisions. As customers spend more money or require more complicated solutions, they are also processing their buying decisions different than in past years. Consider four huge trends.
1. Greater use of “team” decision-making.
Also is known as “consensus decision-making,” one thing is clearly at play today: more customers are utilizing more internal people to finalize a decision. Whether...