Taking a Different Approach

The days of the "sit-n-wait by the phone" sales mentality are over.  For many, that phone rings less and less as the days go by.  We all know the reasons but it's certainly not time to give up.  If you want to survive these tough times, it takes a different approach.

So what exactly do you change?  First of all, the mentality changes from reactive to proactive.  In other words, you're heading out to find the sales rather then expecting them to come to you.  Attend the local social events, talk to your builders and fellow contractors about other jobs, take notice of projects under construction and seize the opportunities.
 
Second, you have to stand out from the crowd.  Competition is fierce when there are fewer jobs going around.  It truly is survival of the fittest time.  Bottom line, no more taking for granted your "Image" as a company.  Customers will naturally choose to go with the company that "appears" to be the most professional.  Now, of course there are other factors in the sales process that impact the final result (ie. sales pitch, capabilities, pricing, referrals, personal connections, etc.)  The key here is catching their attention.  This is done through effective marketing and the right image.       
 
Attention small companies:  You can look just as big and professional as your larger competitors.  Size becomes less of a factor when your customers view your company as a legitimate and capable solution.  Whether you like it or not, your customers will judge your presence on the jobsite, your web site, your literature, your trade show booth, any other mediums that you brand your logo on.  

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