Recently, we’ve been talking about using referrals to gain appointments with prospects. In November, I wrote about “leverage” and how you can create influence over customers by building positive and productive relationships. This relational leverage is valuable because it gives dealers the ability to ask for important favors from customers, like referrals. Then, in December, we talked about how those referral calls typically go and why they work so well when engaging a prospect.

As we dive deeper into the process of gaining referrals, I want to mention a saying that I live by: “In a bad system, even a great salesperson will most likely fail. But in a great system, even an average salesperson will most likely succeed!” Our system to Gain Endless Referrals is called our “Vendor Referral Program.”  Here are the main focal points: Read More

It is a common refrain in our society that it is hard for young people to find jobs. There are many reasons for this, from economic uncertainty limiting the creation of new positions to insufficient salaries and benefits for qualified applicants. On the other hand, there are a number of fields which are not typically considered by the average young person, but which have a large need for workers. Foremost among industries experiencing a labor shortage is the field of construction.

Unfortunately, construction jobs no longer seem to appeal to rising generations as they once did. According to Builder Magazine, of the 74% of young Americans who have decided on a preliminary career path, only 3% have expressed an interest in construction and a whopping 63% say they’ll give the industry little or no consideration. By another estimate, for every 5 skilled workers who retire, there is only 1 new worker entering construction. Read More

Wow. It seems like just yesterday that we were wrapping up 2016, and now here we are marking the end of 2017!! It’s been a big year on the Equipment Trader official Facebook page (which you can visit at www.facebook.com/equipmenttrader). Actually, it’s been far-and-away our biggest year on Facebook ever!!

We went from posting just a few things in 2016, to this year publishing a post every single day, earning hundreds of thousands of views each month!! We cannot thank you enough for contributing to this huge success. We also owe a debt to some very funny memes, most created in-house by our Specialty Content Writer!! Read More

Wow. It seems like just yesterday that we were wrapping up 2016, and now here we are marking the end of 2017!! It’s been a big year here on the Equipment Trader blog — actually it’s been far-and-away our biggest year ever!!

We went from writing just a few posts in 2016, to this year publishing a post every single week, earning tens of thousands of views!! We cannot thank you enough for contributing to this huge success by following us here on the blog, and also on Facebook and Twitter. Read More

You’re in your dealership on a Tuesday morning and the receptionist at your company has transferred a call to you. The caller starts out saying, “Hi Bob, thanks for taking my call. My name is Ken Taylor and I was asked to contact you by Jim Smith, the owner of ABC Plumbing, one of your customers, and I promised Jim I would follow through. Do you have about three minutes?” Of course, you answer “yes” since it was your customer who referred me to you. Read More

The first 3D-printed building in Europe was recently completed, demonstrating the efficiency of 3D-printed construction. Printing the structure – referred to as the Building on Demand (BOD) – took less than 3 months!! The walls themselves took only 50 hours to print on-site in Copenhagen, Denmark. Now that is quick work!! Anticipated to be used for office or hotel space, the BOD is impressive in its own right, but also demonstrates the industry’s slow but certain turn towards 3D-printing for construction. That’s why today we’re looking at 3D-Printing in Construction: Breakthroughs and Benefits!! Read More

Construction has quietly been taking some giant steps into the future. Most recently, Microsoft announced that its mixed reality (MR) headset will be compatible with hard-hats beginning 2018.

MR headsets place clear digital screens in front of the user’s eyes, allowing the user to view the real world and virtual images at the same time. With advanced programs, MR headsets can even adjust the virtual images based on what is happening in reality. For example, a navigational arrow attempting to guide you to a GPS-selected location would adjust direction, depending on which way you turn. Or, if you wanted to temporarily keep tabs on your laptop power, a battery icon could appear whenever you look at the laptop, but disappear if you look away. Okay, but what does this have to do with construction?? Read More

There are many ways to develop leads and connections, from growing your networking leverage and building a sphere of influence to advertising through emerging technology and bold marketing strategies. Personable relationships and attention-grabbing campaigns are certainly effective and lead to a great deal of sales. However, these are only two parts of a strategic, connection-generating trifecta. What is this third, final piece of the puzzle? We’re glad you asked, because today we’re talking about Generating Leads Through Content Development!! Read More

If you keep up with the Equipment Trader blog, then you know that there are some Big Reasons to Rent Equipment and that the Equipment Rental Business is Booming. We’ve even talked about the growing phenomena of Peer-to-Peer Rentals!! But we haven’t yet discussed what it takes to make the best equipment rental decision. Well, that changes today!! Here we’ll be breaking down 11 Quick Tips for Renting Equipment!! There’s no need to beat around the bush; let’s get to it!! Read More

Webster’s Dictionary defines leverage as “a mechanical advantage gained by the use of a lever.” Applying that definition to dealerships, leverage is a sales advantage gained by creating and exerting influence over an intended target. I think the key to successful sales, therefore, is knowing how to develop and apply leverage over current and new customers. And the most effective way you can create and exert that influence is by building positive and productive relationships!
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