Developing a Unique Design/Build Sales System
What is Design/Build Remodeling?“Packaging” of Design & Construction services.
(Step #1)
You need to know the following: (to have an effective sales system)
What is your company vision?
(Be very, very clear on this! A fragmented vision is very dangerous to your sales results. What do you want your company to be? What is your dream? Where do you see your company in the future? What is your destination?)
Know what you sell!
(i.e., creativity, “turn key” system, integration, few hassles, all or some of the above, etc.)
What is the unique talent of your organization?
(What do you do best and what is the reason someone should buy from you?)
What does your ideal client want?
(Develop your system to meet or exceed the highest needs of your ideal client.)
What are you going to package?
(What products and services are you going to “package” and who will provide them either within or outside your organization?)
What are the weaknesses (challenges) in your company?
(What are the holes and how are you going to correct them? Is your team complete?)
What is your strategy?
(How do you plan to do it – what are the immediate and future steps required?)
(Step #2)
Marketing:
This is the most important piece of the puzzle!
The message you promote to the public has to tie to your vision and be successful or the greatest design/build salesman in the world will not be effective. Qualified opportunities are where the game is won or lost. Marketing is the most important component of the sales process – you need the right number of qualified opportunities or every part of your organization will be out of balance!
(Step #3)
The System:
The flow from the initial client contact to project close out must be efficient and understandable to both everyone in the organization and the client. Develop a visual tool that describes your system, give it to your clients, explain it to them, make sure they know it, make sure they know why they need it, make sure they know you are the only one who can provide to them what they need.
(Tips to developing your sales system)
Have a plan that is realistic for now (Interim plan) and a plan your are targeting: (Once your direction is set (based upon your vision) it will take time for your marketing to bring in the right number of qualified opportunities. Your company will need to constantly adjust based upon many conditions, which are not always in your control. You need to be flexible and creative with your approach. The projects you may want to do may not always be available.)
Be clear on the type of projects your want to do? (Design your desired projects around your vision)
Create your own process that is unique to only you: (Separate yourself from your competition)
Dazzle your clients: (Presentation and delivery are very important – have great visual tools)
Know what you can handle in both Design and Production: (Both need to be in harmony with each other or your organization will be stressed – design your system with both in mind)
Your system is based upon your vision and goals, which must be a shared vision that you and your organization buys into. Have fun developing what you want to be and don’t put limits on the dream for your company!