It Doesn’t Have to be Cold Out There!

I still get in heated discussions by commercial sales consultants who tell me they started their careers cold calling and it was how they built their business.  That does not mean it is the best method to grow sales, at the time most sales consultants had no formal training on how to properly grow the business. I am not against cold calling. In fact, when I am in the field with sales consultants and we are on an appointment call, I will always ask this question: “Mr. Prospect, thanks so much for taking the time to meet with us, your time was appreciated. Could I ask one more question? Do you happen to have a relationship with any of the businesses around you?” If the prospect says yes, I ask “Would you mind if we dropped in just to leave a business card and mention that we had just met with you?”  They always say yes! Now your next call becomes a warm call since you have a referral source! Continue reading “It Doesn’t Have to be Cold Out There!”

Economic Uncertainty Can Be Good For Rental Business

With all of the upheaval in Washington right now, I’ve heard from many dealers who say that they’re nervous about what all of this mess is going to do to the construction industry. But some dealers remain unconcerned, because they know that businesses can still grow by focusing on products and services that align with customers new needs and concerns. Focusing on your rental business is one smart way to accomplish this. Continue reading “Economic Uncertainty Can Be Good For Rental Business”

a group of people working together

Supporting Your Community

To build a 2,400 square foot house, you would need at least 5,226 standard bricks. Abiding by the industry standard for residential construction, you would also include one 2×4 board every 16 inches. Then you need to add at least one concrete pump truck, excavation equipment, several rolls of blueprints, and numerous hours of manual labor. Clearly, building a house requires lots of material, lots of equipment, and lots of hard work. Continue reading “Supporting Your Community”

The Right Stuff!

The movie “The Right Stuff” was the story of the early jet test pilots and the first seven astronauts selected by the NASA space program for the Mercury project.  The courage and tenacity of these pioneers is a testimony to the human urge to go beyond danger and fear to reach what is often believed unreachable.  I look at the sales profession in the same light.  No, you don’t face the danger that a test pilot or astronaut would have faced, but you do need the courage and belief that you can reach new heights by becoming a true “sales professional.” I want to define the term “sales professional” in this article.  I come across numerous sales people who want to be successful but struggle, often through no fault of their own.  Do you have “The Right Sales Stuff?” Let’s find out! Continue reading “The Right Stuff!”

construction worker looks at the buildings that surround him while building plans

Our Buildings Shape Us

Sometimes on my walk to work, I stop to stare up at the buildings around me. I’m always struck by the beauty of the architecture. Of course, standing there looking up, you have to be careful to not be struck by bird poop, but thankfully that’s seldom. But seriously, it’s amazing to think about how, even though we design and construct buildings, so often Our Buildings Shape Us. Continue reading “Our Buildings Shape Us”

hand holding hanging glasses

Visual Beings

Back in my days at Liebherr, I’d have customers calling complaining about photos we used in our marketing materials.  They’d get mad if the pieces of equipment looked “too clean” or “too photoshopped”. They wanted to see dirt and grit and action shots. We live in such a visual world. Media plays a big part in that, especially the Internet and the use of social media. With sites like Pinterest that allows followers to redesign their homes or man caves, or snapchat that provides a variety of wacky filters, our society has become reliant on a visual process. I feel like referencing Liebherr and Pinterest in the same paragraph is a crime against humanity. Continue reading “Visual Beings”

Co-op Advertising Creates Enormous Advantages for Equipment Dealers

It still surprises me when I come across a franchise dealer who is not fully utilizing his co-op advertising funds. To me, it’s the same thing as throwing half your paycheck in the trash. Co-op funds are earned by dealers. It’s not a present from the OEM. These funds are designed to help drive more leads that will convert to more sales. Continue reading “Co-op Advertising Creates Enormous Advantages for Equipment Dealers”

a kid holding a hammer

Kids Say the Darndest Things

Whether they pronounce a word incorrectly or use it in the wrong context, kids always seem to have perfect timing to make us laugh. Thanks to the internet and social media, these hysterical moments are turned into unforgettable images that hold a special place in all of our hearts. Even on the construction site, Kids Say the Darnedest Things!!  Continue reading “Kids Say the Darndest Things”

skype, linkedin, twitter, instagram, flickr, pinterest, tumbler, facebook, yahoo, youtube, blogspot, google+dropbox, vimeo, and wordpress logos on wooden blocks with a wooden background

Social Presence

“Social media is here; It’s not going away; it’s not a passing fad.”

Lori Ruff, social media influencer.

According to Hootsuite, there are over 3 billion internet users and 2 billion of them actively use social media. So why is there hesitation from some businesses to embrace it? Lindsey Wreggelsworth, Product Marketing Manager for Commercial Web Services says businesses’ resistance to developing a social presence is due to 3 common misconceptions: Continue reading “Social Presence”