Okay…..I’d like to generate a power point presentation for use in selling major remodeling projects. I need to do this because I don’t have a cohesive, comprehensive sales presentation yet and I’ll need one because I’m going to be using commission sales people.
This power point presentation will be burned to a dvd, cd and printed out and put in a presentation binder along with other important materials necessary to explain my company.
I’m thinking the collective wisdom of all the remodelers and brilliant minds in here can help me polish something that might actually be good.
I’ll post the basic ideas that the power point presentation suggests, but it is in no way meant to limit the creative input…it is just a starting point. I think this project should be fun and also useful because remodeling and building for clients all over the world basically remains the same…we know how to do something and we have to prove it before we get the job.
I’ll post the format in the next post.
blue
Just because you can, doesn’t mean you should!
Warning! Be cautious when taking any framing advice from me. There are some in here who think I’m a hackmeister…they might be right! Of course, they might be wrong too!
Replies
1)Selling a Product or Service
2)Objective
State the desired objective
Use multiple points if necessary
3)Customer Requirements
Confirm the audience’s needs if you are not sure
State the needs of the audience
4)Meeting the Needs
List the products and features, and how each addresses a specific need or solves a specific problem
This section may require multiple slides
5)Cost Analysis
Point out financial benefits to the customer
Compare cost-benefits between you and your competitors
6)Our Strengths
7)Key Benefits
Summarize the key benefits provided by the product, service, or idea being promoted
8)Next Steps
Specify the actions required of your audience
I don't know why that goofy formatting occurred, but that's all right.
The first slide is:
1)Selling a Product or Service
This is the title slide. I suppose it identifies the product or service.
I'm going to title mine:
Renovating and Remodeling:
by
Advanced Construction Concepts, LLC
I suppose that title says enough. We are renovators and remodelors. Our actual target market is major additions and buildovers in the 75k and up range.
blueJust because you can, doesn't mean you should!
Warning! Be cautious when taking any framing advice from me. There are some in here who think I'm a hackmeister...they might be right! Of course, they might be wrong too!
Blue,
I'm trying to analyze the PP suggested format;
1)The title of PPs' suggestion (a place for your title for this presentation)
2)What is your Objective with this presentation? (maybe not in actual PPP)
3)State what you see as the Customers need are that you will be meeting
4)List what you do to meet those needs
5)Appeal to customers frugal side
6)Why Blue is the Best
7)Benefits of Blues product to customer
8)Etc.
This reminds me a whole lot of the IG the Navy had me create for the electronics class I taught. A highly focused outline of the course, just enough to remind me of what I had to teach, but it itself did not teach.
Gotta go feed the critters. BRB
ST
OK, I'm back.
What is the customer buying? Whatever it is, it ain't what your selling.
Who is your customer? Some civilian, who is GCing his own house for the first time in his life.
What he like? Scared. Very, very scared.
What's he afraid of? Not making the right purchasing decision.
What's he purchasing (in his eyes) from you? A commodity. One called a "Frame" for his house. Maybe. He hopes... He prays... Mostly that he won't be prey for the unscrupulous, fly-by-nite, ripoff contractors, that are all any civilian ever hears about.
This brings us full circle to your presentation; What are you selling?
It had better be "confidence that he is making the right decision with this commodity broker." (That's you, my friend.)
Reread the above for everything we put into your presentation.
1)Title: Leave for later
2)Objective (see above): To overcome customers fears. It's obvious that he needs a frame, but that is not the need we have to meet if we are going to be ones he buys from. However, we have to structure the presentation as if the objective is "Getting a Frame"
3)Discovering the customers needs: BS! We know his needs, (see above,) we just have to find a way (during the presentation on frame types) to get him to articulate them in a way we can answer.
4) Meeting the needs (the real ones, fear): Again, using the vocabulary of what YOU do for him as a framer. Which is, protect him from those dastardly ripoffs.
Which brings us to
5) Cost analysis and your SCA: A great way to show he doesn't have to fear you.
6) Strengths: Been in the biz forever, lots of happy big name customers, on time and budget.
SamT
Back to the Instructors IG. The real purpose of this presentation is to keep you on track, so we need to keep it succinct, with just enough info to remind you of what you need to talk about.
The Italicized notes below are not for inclusion in the PP, they are what the PP reminds you to discuss.
1)Selling a Product or Service
Title slide; I suggest simply your logo, made as sexy as possible
2)Objective
Second slide: Picture
An early morning shot of a site that has been meticulously groomed with just the walls framed, no backer blocks, nothing except what is needed to get the walls up. If you have to brace anything to get it straight, use something you can edit out, or place it where it won't be in the shot. Piano wire? If you can get a few puffy clouds in the upper left of the pic, better. View should be from the South West area looking NE, also try SE looking NW, should show straight even lines of studs and shadows on the floor. All debris out of frame. All grounds in frame should be raked like a japanese garden. MAKE IT SEXY! Dammit.
Third slide, text:
The Foundation (Importance of plumb level square, how you compensate, cost included? Anchors. You gotta edumacate this civilian about construction.)
The Material (Difference in species, brands, why you reccomend, what you cull)
Techniques ( yours and why, cost effectivness, speed, error catching)
The Finished Product (next slide)
Fourth Slide:
Hope you marked the spots you took the first pics from. Take this one in the afternoon, get the sun flowing thru the whole structure. After only roof is sheathed, but not weathered in, all blocking installed in line, it's sexier. Try and use the same viewpoint as Slide 2.
Fifth Slide: more text bullets, You're going to need an SG (Salesmans Guide) to go this PP. Maybe do that first. In the Navy, we made our IG during the second time we took the class we were going to teach.
Sixth Slide. Picture of the turnkey house. End of section. Ask questions of customer.
3)Customer Requirements
Seventh Slide: an udder pic.
I'm tired. Someone else take over.
SamT
Edited 3/26/2005 9:17 pm ET by SamT
Sam, this is good stuff...I'm going to use it for my rough frame power point....sexy...You want sexy? How about me with my shirt off?
blueJust because you can, doesn't mean you should!
Warning! Be cautious when taking any framing advice from me. There are some in here who think I'm a hackmeister...they might be right! Of course, they might be wrong too!
Sam, your asking good questions.
Only one problem...I'm aiming this power point at remodeling clients. I've got five that want additions....700-1500 sf .
One is upper middle class. One is white collar "country estate" build up.
A couple are regular old room additions, with full basement under.
There's a couple more just like that waiting till late spring to start talking.
Basically, I'm trying to create a message for full gc services.
I'd ask for the rough frame power point aimed at homeowner self builds but I've already got that done. I also know how to sell those since I've done it for 15 years straight!
blueJust because you can, doesn't mean you should!
Warning! Be cautious when taking any framing advice from me. There are some in here who think I'm a hackmeister...they might be right! Of course, they might be wrong too!
56162.5 in reply to 56162.4
OK, I'm back.
What is the customer buying? Whatever it is, it ain't what your selling.
Sam, I dont understand. The customer is buying an addition, or a build up. Typically around here, they are adding a master bedroom (suite) over the attached garage. For instance, the clients I met with on Saturday have a gorgeous ten acres in the rolling hills. The house unfortunatly was built in the 70's or 80s. They dont have a master suite by todays standards. When I'm done, they will. They will also be adding a 24 x24 workshop (custom drapery shop) over the garage for the Mrs to operate her business. She needs work space.
Who is your customer?
My customers are mr and mrs Average white collar Joe.
What he like? Normal. If they aren't normal, I'm leaving.
What's he afraid of? Getting a bad contractor that will make his life miserable.
blueJust because you can, doesn't mean you should!
Warning! Be cautious when taking any framing advice from me. There are some in here who think I'm a hackmeister...they might be right! Of course, they might be wrong too!
Blue,
The principles are the same no matter what you're selling.
They don't want what you, Blue, are selling. You are selling remodeling, they want a dream room.
You are selling skills and value, they want a space that will make them feel like a king and queen that just stepped out of Fine Homes magazine.
You are a commodity, there are 217 ads in the yellow pages for remodelers, contractors, carpenters, architects, designers, ad nauseum. They can all do the remodel. Heck, the HO can do it himself, if he wanted to. just ask Home Depot, or and DIY TV show.
They are afraid, every one of those 217 ads is a ripoff. Except, of course, the Architects, but they're SOOoo expensive.
There's three things that sell themselves. Fear, sex, and greed in that order. Ya wanna get laid? First you buy protection, then you find a partner, finally you talk about price. Very crude business, but that's the heart of it.
To sell to those three 'entities' you have to exude the oposite while appealing to them. That means that you are not to be afraid of, you are to be calm, professional and gentle; It means that you must never allow any sexual inference, inuendo, or suggestion to enter your Sales Persona, while still appearing attractive, well groomed, desirable yet unavailable; It means that you must be generous, not in lucre, (thats merely reverse greed, never give away value, it breeds distrust,) but in trust, friendship, apreciation, respect, and all that Boy Scout stuff.
>>My customers are mr and mrs Average white collar Joe.
>>gorgeous ten acres in the rolling hills. They dont have a master suite by todays standards. When I'm done, they will. They will also be adding a 24 x24 workshop (custom drapery shop) over the garage for the Mrs to operate her business.
Ha Ha Ha HA HA , oh you kill me. (|:>)
What he like? What is the mean age, income, savings, home value, acerage, education, length of marriage, career, etc of your target market? How does that compare to their 'better' neighbors, their 'lessers'? How many of them remodel each year? How much do they spend? How often, on average, do they remodel? What part do they remodel most often?
What are your strong points in the remodeling arena? I know framing is probably your strongest. Organization is one. Others? A well trained team. Age of business name? Reputation among peers? Within the community? Got any consultants in your rolodex? Archies? Decorators? Designers? Landcsape artists/pros? Bankers?
Those two paragraphs help define the elements that go into your PP. The flow remains the same; Introduce yourself; Put enough vocabulary on the table so your prospects can define themselves to you, while you listen. Add props (that also build trust and confidence in you) that give you the chance to describe their dreams and fears to themselves while praising those dreams and easing those fears.
Style? You want sexy like all Tauntons magazines, like Omni and Scientific American, like National Geographic and Playboy. Not like Sears, Penthouse, Easy Rider, or Walmart. Sean Connery, not Britney Spears.
Blue, I'm loving this. I hope I absorb all I'm saying.
SamT
Sam, that's some good stuff. I'm going to have to re-read an ponder this post before I can reply in an intelligent fashion.
Thank you. This is exactly the type of discussion I was hoping for!
blueJust because you can, doesn't mean you should!
Warning! Be cautious when taking any framing advice from me. There are some in here who think I'm a hackmeister...they might be right! Of course, they might be wrong too!
Sam T
I love that line about first you buy protection, then you find a partner and then you talk price.. With your permission I intend to steal it. very effective!
I grant copyright to the public ala Gnu.
SamT
blue... happy easter.. i'm skipping ahead 'cause i goota do easter..
here's one of the problems i see.. in your approach to remodeling..
<<<
56162.5 in reply to 56162.4
OK, I'm back.
What is the customer buying? Whatever it is, it ain't what your selling.
Sam, I dont understand. The customer is buying an addition, or a build up. Typically around here, they are adding a master bedroom (suite) over the attached garage. For instance, the clients I met with on Saturday have a gorgeous ten acres in the rolling hills. The house unfortunatly was built in the 70's or 80s. They dont have a master suite by todays standards. When I'm done, they will. They will also be adding a 24 x24 workshop (custom drapery shop) over the garage for the Mrs to operate her business. She needs work space. >>>
i never see that.. i always assume the customer is buying a dream.. THEY.. husband and wife (usually ) have been discussing this for a long time.. they probably are not on the same page.. you mission is to define the dream in terms of a doable reality.. make thier dreams come true.. show them how you can convert their desires into a real project..
mostly this consists of an interactive conversation with you taking notes and asking lots of leading questions..
you know where i'm going with this ..
once you have their dream defined you offer them the solution.. your SCA of how Advanced Building Concepts can deliver the first part.... th e working drawings and the specifications so ABC can then develop the price to meet ht ebudget..
you PP presentation should be more interacitve to ask those leading questions..
and you should be either taking notes or recording their answers so you can summarize at the end of the first meetingMike Smith Rhode Island : Design / Build / Repair / Restore
I agree Mike. I like the idea of taking lots of notes. That makes sense and eventually it will have to be done anyways, so I might as well start it off right.
I'm listening...please keep teachin'
blueJust because you can, doesn't mean you should!
Warning! Be cautious when taking any framing advice from me. There are some in here who think I'm a hackmeister...they might be right! Of course, they might be wrong too!
Awright, I'm ready to give this a rough shot.
Pick one.
Title page:
Your Vision, Our Work, Your Dreams Come True
Creating Dreams
Your Dreams Do Come True!
Your Dreams Fullfilled
Dreams Do Come True
Dreams; The Essence of Life
Enchanting Dreams
Dreams: Integrating your Visions Into Reality
Dreams Perfected
Visions to Dreams to Reality
Validating Your Dreams
by
Advanced Construction Concepts, LLC
Boogerin' man, BOOGERIN'!!!
Stay with your strengths!!
Sven Johnson
Welcome to Brokentime
Boogerin' man, BOOGERIN'!!!
Stay with your strengths!!
I tried that....it broke me...I gotta go down a different path!
How bout this:
Reformed Boogerer
Snatchin' yer Dreams from the Boogerers!
Don't Build it, Booger It!
Oh, Oh, I'm slipping back into my reality...
blueJust because you can, doesn't mean you should!
Warning! Be cautious when taking any framing advice from me. There are some in here who think I'm a hackmeister...they might be right! Of course, they might be wrong too!
Advanced
Boogerin'
Concepts
We'll stick with you like a booger!
Sven Johnson
Welcome to Brokentime
I vote for this one
Dreams: Integrating your Visions Into Reality
I like that, but I'd say:
Advanced Construction Concepts: We Turn Your Dream into Reality
Or just:
We Turn Your Dream into Reality
Your Vision + Our Expertise = Reality
How about this?
YOUR VISION: OUR EXPERTISE: Advanced Construction Concepts.
Blue,
I still gotta go with the first page (Splash or Title) being just your logo and/or brand.
SamT
I can do that Sam.
Advanced Construction Concepts LLC
presents:
now onto slide two:
Your Dreams-Our Company-Your Reality
Okay....I'll tweak this later
Lets get to the meat and potatos.
blueJust because you can, doesn't mean you should!
Warning! Be cautious when taking any framing advice from me. There are some in here who think I'm a hackmeister...they might be right! Of course, they might be wrong too!
Frame 2)
2)Objective
State the desired objective
Use multiple points if necessary
I see my objective as this. I want to be their contractor of choice. I want them to know that we know what we are doing and we will deliver whatever we promise.
blueJust because you can, doesn't mean you should!
Warning! Be cautious when taking any framing advice from me. There are some in here who think I'm a hackmeister...they might be right! Of course, they might be wrong too!
power point prez's can be breat .. or very confusing and/or boring.
Part of my wife's job(s) the last coupla years has been setting up and giving various presentations ... travel related to consumers .. travel related to agents ... and now financial related to prospectice customers ... I've seen all sorta them along the way.
My advice ... I'd get someone else to set it up. I think this calls for a marketing pro.
I'd call some local colleges and see if they have marketing/corp communications programs. Talk to a coupla the teachers. See if this could be a class project ... or maybe they can recommend an advanced student or recent graduate that'd love to have a project for their own portfolio.
Jeff
Buck Construction
Artistry in Carpentry
Pgh, PA
My advice ... I'd get someone else to set it up. I think this calls for a marketing pro.
Are you saying that we dont have enough collective wisdom in here to explain a remodeling company's presentation. The presentation doesn't have to be specific to me; it just has to answer the call for any full service remodeler.
Now, that makes me think. Jeff, do you use a standard presentation for your firm or do you just wing it every time? Personally, I want to create a standard presentation, one that covers all the bases. My goal is to be thorough so that I don't miss anything that I really think I should be telling them.
I got the idea after thinking about how/what I was taught in the many seminars I took. After giving it a second and third thinking I began to think that possibly 90% or more of skilled contractors omit the very important sales presentation formalities such as: name of company, length of time in business, special skills of business, special tooling of the business, depth of the team behind the skill guys, referrals, testamonials, value vs cost, licensing, special training, etc. etc. etc.
Basically Jeff, if I know that my leads are going to entertain three bids, the chances are very high that the other two won't match my presentation, as long as I put the effort into creating one. In fact, chances are very high that the other two guys won't even show up! But, in the rare case that they do, I'm still going to put the whupping on them because 1)I have 30 years, 2) I will be prepared with a polished presentation. 3) I have equipment 4) I have a qualified competent lead carpenter program 5) oh yeah, did I mention, I have 30 years!
Now, onward we march....
blue
blueJust because you can, doesn't mean you should!
Warning! Be cautious when taking any framing advice from me. There are some in here who think I'm a hackmeister...they might be right! Of course, they might be wrong too!
I wing it!
remember ... I do remodeling. I pretty much never do the same thing twice ... am never bidding the same project twice ... or to the same customers twice.
ever job is different ... ever customer is different. Usually the materials and techniques are different from one to the next also.
Last big project was a very high end full basement conversion. Very "high tech" look ... ultra modern for lack of a better word. Had to work around and coordinate miles and miles of wires for all the computer and stero equip. The customer and a techy emergiency room Doc that researched each and every material to be used and had strong and well informed opinions on each material and the various construction techniques.
Current big project .... nice middle age lady who's husband died halfway thru their restoration of a 100+ yr old victorian. She knows the "look" of what she wants ... she depends entirely on me for the scope and direction of the project. She wanted to start talking new kitchen first ... I said let's get yer house fulla broken windows fixed first, huh?
I present everyone with the same pic portfolio .. but the sales talk flows the way it has to for the individual customer and is tailered to the project at hand.
The first guy could care less that I rebuilt my first old double hung window at age 12 .... and this lady could care less that my electrician can wire CAT6 and hide an internet router in her closet.
I'm not saying U can't come up with a great list of info to be included ... I'd say U need that first ... don't let someone else tell U what's inportant to U ... but ... as far as actually setting up the power point presentation .... I know myself ... I'd be much better of handing it over to someone else at that point.
Jeff Buck Construction
Artistry in Carpentry
Pgh, PA
I present everyone with the same pic portfolio .. but the sales talk flows the way it has to for the individual customer and is tailered to the project at hand.
That's exactly what I'm after Jeff!
I'm not going to do any presentations unless we are talking about a semi-major addition of some kind......50k and up. I'm just thinking that this collectively would be a good sales lesson.
I've already started learning from Sam T and Sonny and we haven't even gotten by the Title page!
I know how to sell rough frames to builders. I walk in, pluck a number that's ten thousand higher than I think they'll pay, and we start haggling. In the end, if I want to work for them, I do it on their terms, if I deem it acceptable.
I think selling to homeowners is different. I'm trying to learn something here.
Now...get outa the way!
blueJust because you can, doesn't mean you should!
Warning! Be cautious when taking any framing advice from me. There are some in here who think I'm a hackmeister...they might be right! Of course, they might be wrong too!
What you want, no, NEED to do is sell what is different about you and sell "TOTAL Satisfaction"
1)SCA: gets customers needs "on paper" (cause if you don't write it down, it didn't happen!!!)
B) Your customer feedback process: assures things stay under control and issues get resolved quickly and efficiently.
III)Special products and methods: show how you will give them the best available materials and more importantly QUALITY installation.
4)The completion meeting: where you are going to walk thru with them and make sure everything is satisfactory before you ask for final payment.
V) warrantee: You may have left but you still are there standing behind your product. Not gone like the wind ....
You HAVE to differentiate your self in these ways!!
anyone can cobble together an addition, But YOU will give them something special: Peace of mind that they are getting the best(which they will be happy to pay for!!)
You stand apart from the crowd, that is what you want to sell, the rest is(are ) the tools with wich you will get'r done!!!
Sven Johnson
Welcome to Brokentime
Thanks Mr T. You've spurred some great ideas. After breakfast, I'll start putting some of this stuff into the presentation.
I'm thinking Hotline.....maybe we could leave them with a Nextel if they don't have one.
blueJust because you can, doesn't mean you should!
Warning! Be cautious when taking any framing advice from me. There are some in here who think I'm a hackmeister...they might be right! Of course, they might be wrong too!
<<<<
Basically Jeff, if I know that my leads are going to entertain three bids, the chances are very high that the other two won't match my presentation, as long as I put the effort into creating one. In fact, chances are very high that the other two guys won't even show up! But, in the rare case that they do, I'm still going to put the whupping on them because 1)I have 30 years, 2) I will be prepared with a polished presentation. 3) I have equipment 4) I have a qualified competent lead carpenter program 5) oh yeah, did I mention, I have 30 years!>>>
my assumption is thta the average customer doesn't wnat , nor can they afford the time to entertain three bids.. they don't want to deal with one stranger after another ... they have no yardstick to judge one contractor against another..
my assumption is that i can define their wishes and show them how WE can deliver, so they don't have to deal with anyone else ..
they may have already been talking to someone else.. but obviously they didn't have a meeting of the minds with the others.. so.. either we will have a meeting of the minds.. or i won't need to devote any more time to this one ... and can move on to the next one..
if we have a meeting of the minds then they have hired our team to start the process ( your SCA )Mike Smith Rhode Island : Design / Build / Repair / Restore
Mike, that's an interesting perspective and one that I can wrap my arms around. Basically, you're assuming the close and explaining how the process will work. At the end of the session, are you filling out the SCA sales order?
blueJust because you can, doesn't mean you should!
Warning! Be cautious when taking any framing advice from me. There are some in here who think I'm a hackmeister...they might be right! Of course, they might be wrong too!
I am constantly amazed at how unappreciative the public is when they hire one of us. Even the small example of those in our industry that is represented here is one group of sharp, intelligent, and dedicated guys (and obviously their spouses).Blue, you did one hell of a job in your version of The Process for your operation. I just finished reading it. My compliments, and BTW, you did not plagiarize it. I've been giving it away for years to anyone who wants to revise it to their own personality and operation type. On another note, I realize the importance of What" customers are buying - a dream of sorts. But while they know "What" they want, they still don't know "Who" they want. Our job is to clarify and make them aware of options to the "What", but as important - to us it's more important - the "Who" they want, and that's where our main concentration should be. They already have the "dream." My job is to sell the "me."And yet on one more note, collaborating as I see being done here is one of the terrific aspects of both the Internet and the forum. What an advantage new contractors have that many of us didn't when we started. I just trashed my Political file Folder. This is where it make a man proud to be among the caliber of such people the peers of mine that are represented here.
Thanks Sonny for the compliment on the re-write. I think it's important for me to again re-write the entire thing for myself and my company. I'm thankful for you supplying the fundamental ideas but I know I have to present it in my own words, format and most importantly flow. I understand now that the SCA presentation is a subset of the bigger picture and I will be presenting it that way in the future.
Congrats on trashing that Pol folder. That is such a waste of energy that I refuse to register for entry into the Tavern. I realize that each of us define our own world of entertainment and I guess you could say that I've decided that Business and specifically the business of construction and contracting is now high on my agenda. I'm having a lot of fun trying to right my ship.
Others have mentioned that their skilled trades are their passion and I can relate to that. I lived that life for many years and I understand the virtue of that. Somewhere along the way, Business has become my passion and I look forward to succeeding in it in a big way, much bigger than I ever strived for.
I hope you will continue to collaborate in here, especially on this project.
Incidently, that information regarding the caulks and sealants is awesome. I can see where you would separate yourself from the pack simply by seriously exploring tiny components of the building process and being able to expound on it when the proper time comes...like when your doing a walk around inspection with the clients.
I've got a bit of catching up to do.
blue
Just because you can, doesn't mean you should!
Warning! Be cautious when taking any framing advice from me. There are some in here who think I'm a hackmeister...they might be right! Of course, they might be wrong too!
Mike,
your points are very good especially the part about showing up with a super presentation. A little caution here if I may. Read the book, Shut Up and Sell.
It points out the weakness in your approach.. (but you are absolutely right when you say 90% of it is showing up with a super presentation prepared, my only negative is that there are times when a salesman will talk himself out of a deal he had earlier)..
Learn to carefully tailor your sales presentation to the client, you can do that by learning to read body language and eye contact. (not very hard, there are several good books on the subject) That will tell you when to ask for a signature and when you still have objections to overcome.. It will also tell you when to speed up your presentation or carefully explain something..
A good salesman knows what leading questions to ask, sure in a way it's part of the quailifcation process but it's also a way to ensure that your clint follows what you are saying and find out if he agrees with your statements..
frenchy... you are so right!
the hardest thing for me to do is to shut up ..
i've had to learn to edit what i say.. never use 10 sentences when 3 will do..
and questions usually get me more than talking
there have been numerous times whenre i've had the deal closed.. then i'll say a few more things and i see a light come on in their face.. and they're backpedalling away..
nowadays , when i use my presentation book.. i try to sit bewteen both people.. slowly turn the pages.. make comments like "this is a house we did on Green Lane"
looking for common ground and trying to get questions or comments from them that will show me what direction to take the conversationMike Smith Rhode Island : Design / Build / Repair / Restore
If I were your potential customer, this is what I would want to know, aside from cost:
List of nearby recent installations that I could visit.
What is your on-time completion record?
What is your record on budget/costs?
Are you licensed, bonded, and insured?
How do you set up payments?
What type of contracts do you use? Would you use any of the AIA Owner-Contractor agreements?
What do your work sites look like? Are they clean and safe, or strewn with parts and debris?
How do you propose to protect the existing structure?
What do you do about sanitary facilities for your workmen?
Will my children be exposed to vulgar language, drunkards, and drug abusers?
Do you employ known sex offenders or illegal aliens?
How do you settle disputes?
Above all, I would walk out of a PP presentation. Show me pictures with captions and put all the text in a glossy leave-behind.
uh, chuck.. do you really want to address this to me ?Mike Smith Rhode Island : Design / Build / Repair / Restore
I just took the easy way out and answered Yes to all?
Hope I get the job.
Jeff Buck Construction
Artistry in Carpentry
Pgh, PA
Chuck, those are all good questions and I covered 90% of them while we had our conversation.
I can say No, I won't use AIA contracts because they are pro architect.
I think you are misinterpreting how I intend to use a PP presentation. I don't intend to actually stick it in a machine and let it do the sales presentation. The PP would be printed out and it would be "pictures with captions and put all the text in a glossy leave-behind.
thanks for the suggestions.
blue
Just because you can, doesn't mean you should!
Warning! Be cautious when taking any framing advice from me. There are some in here who think I'm a hackmeister...they might be right! Of course, they might be wrong too!
Chuck,
That list is applicable to you and does not reflect what others may want in their presentation. Some may have a prime concern of just the right look, while others want specific colors or features. A given persons hot buttons are tremendously varible and if you regularly hit those hot buttons you get the deal..
Besides talk is cheap, In your whole life have you ever heard a salesman say, my product is cheap, the service is terrible, and you'll regret buying from me, but here, my price is cheap!
Nah, it never happens. To make a sale all you need to do is create excitement, resolve objections and close the deal.. The methods and technique of doing just that is what makes a good salesman and why the average carpenter is so bad at it.
create excitement, resolve objections and close the deal
Excellent summation!
It funny Frenchy, if were talking about rough framing, I can do the above. I did a lunch with a sales rep for a "system" house. I was investigating whether we had a fit for our business models. In no time at all, I managed to create that excitement. He knew he wants us to do his framing. At some point in the near future, we probably will.
Now, I'm trying to learn how to create that same buzz when I'm dealing with the endbuyers.
blueJust because you can, doesn't mean you should!
Warning! Be cautious when taking any framing advice from me. There are some in here who think I'm a hackmeister...they might be right! Of course, they might be wrong too!
Blue,
The key to deaing with the customers is to ask open ended questions and then carefully listen to their answers. That part, listening to their answers is the really tough part. It's human nature to half listen while you mentally prepare your response.. please don't do that. Instead repeat their answer back to them as if you are asking for clarification.. that does several things all of them good.
first you come across as someone who's listening to them (you'll be amazed at how rare that really is.)
Second it allows a clarification of critical points in a way that doesn't seem threatening..
Third it allows the customer a chance to convince you (of a variety of things such as things that are important to him or things that others have glossed over etc..) , something that's very important to some people.
Forth it sets a dialog you will feel comfortable asking and they will also feel comfortable asking, once people are involved in a dialog they start to connect.. when that connection is made the deal is done..
The really difficult part is to remain at relativety high energy level without seeming phoney is really an art and not a skill. You must convey excitement while not seeming either brash or superficial.. That's where body language/ eye contact comes in. If the customer has crossed arms and doubting eyes you need to start softly and still push the energy level every time he relaxes his stance..
It gets really tough when it's the nineth time today you are making the same basic speech..
Thanks for the lesson Frenchy.
I've got another appointment tomorrow and I think I'll reread every bit of this thread again when I wake up.
I'll pay particular attention to your suggestion: repeat their thoughts back to them.
I'm also going to use the "What if" strategy, and the "negative phrasing" talking patterns.
That's a lot of sales training goals for tomorrow, but that's okay, I don't mind failing. I figure I might have to burn as many as 25 or 50 leads before I figure out what I'm doing. I'm thankful for your advice because I might get the job done in 35 leads, instead of the 50.
By the way, were still in play on all the leads we've chased so far even though I've been awful!
blue
Just because you can, doesn't mean you should!
Warning! Be cautious when taking any framing advice from me. There are some in here who think I'm a hackmeister...they might be right! Of course, they might be wrong too!
Blue I was reading through this thread again, just wondering how everything turned out?
That's a great question CAGIV.
Weve managed to do a couple of remods, one shell package and basically ended up doing just as much framing for builders as we have done in recent years.
We also came to the decision that we don't want to do ANY remodeling and we don't want to do ANY framing for builders. We also don't want to do ANY business in MI.
So, we know a lot about what we don't want to do. The question begs though...what are we going to do?
I just got back from a fact finding and scouting trip to Texas. I zoomed up and down I 35 and had the pleasure of meeting some fellow breaktimers. Bruce Haikola generously gave me a tour of Austin and some outlying suburbs. He picked my wife and I up early one morning and he gave me a very excellent synopsis of the city. Thank you Bruce! I hope you find time to post pics of that house you are starting.
The next day, Ed Hilton and his wife Lil escorted us around the North end of San Antonio. It was a delightful day and we had a bit of fun walking through models and I learned a great deal about how houses are built in the southwest. Ed generously picked up the lunch tab and now I'll have to schedule a return trip to repay my debt! My wife and I soaked up the southern charm and hospitality and we were amazed at how far a dollar would go if we decide to buy a Texas mansion!
So, to answer your question: my last year here in MI was almost as bad as the previous year and I don't see any reason to attempt to rebuild my business in this state. If I was going to stay here, I'd focus my attention on picking up foreclosures.
We do intend to move our business operation to Texas and possibly some other state. Personally, I'm leaning toward commercial development because the tract builders are creating a very large demand for retail services. As I drove through the developing areas, I was very interested to see that there were very few vacancies, especially in the newly constructed strip malls. There is a ton of commercial work being performed but there is also a great need for more. This represents an investors haven and I'm fairly certain that I'm going to focus my efforts in this arena. I'm just now gathering data and prices regarding this type of business so I really cant speak too intelligently about it at this time.
I know for certain though that I don't want a million dollar residential remodeling business and that carpentry just won't be getting it for me anymore. I haven't ruled out building custom home though. We still chasing some property here in MI and ironically, I got the best lead of the year while in my car on the way home from the airport! I think someone's trying to keep me in MI!
It won't work!
blue
Sound's like you'll end up with an interesting story to tell next year as well.
What is wrong with MI, and how long have you lived there?
I don't know anything about framing for builders, but I do know remodeling can suck, it's hard dirty work and clients can often be a royal pain, that said I still wake love it and look forward to going to work everyday, even the days I know are going to suck.
Take next weekend, Local home show, 3 days, 23 hours of constant on my feet, smiling, and talking with person after person, after what will be an already long week, that's going to be rough, and Im still looking forward to it.
So what is it that you love doing so much it doesn't matter how shtty you know it can be?
The only thing I love doing is framing. But!!!!! I'm not willing to frame and not make any money. I don't like adding water to my soup....five days in a row!
I cannot think of one element of remodeling that appeals to me and that's why we don't remodel much of anything. We just finished doing a basement and I feel like I've polished a turd.
blue
Frenchy,
I don't know if you were actually responding to my comments, but if you were, you totally missed the point.
The thread was started by saying that he was providing GC services. That means that the designs and colors are selected already. The sample books and sketches are gone and it's time for hammers and nails. If it is a design-build proposition, there are additional tasks to discuss, but none in the manner of which you speak.
I did not mention anything about stating cost in the presentation. While cost is always on the client's mind, this presentation is not the format for that information. Relating to cost, however, is the method of billing. Is he going to sucker me into paying the full amount up front, or will there be an equitable method? I trusted that the presenter could fill in those blanks, as I was just hitting topics.
After all is said and done, what makes the sales presentation say, "Buy me?" You must have heard from previous clients some features that differentiate you from your competition. Let your satisfied clients sell for you.
And, actually, any carpenter can create excitement and resolve objections.
Chuck,
A classic mistake is to speak about nuts and bolts to a process guy and sell process to a nuts and bolts guy..
If Blue is selling an end user and trying to sell the value of a better quaility frame to someone who's eyes glaze over at such discussion, all is not lost, he can then focus on things that means something to the end user..
It is often a mistake to use what has made you successful with one customer as your focus on another customer..
Listen, ask open ended questions, and only once you understand the customers hot buttons do you start to sell.
Blue,
since your are gonna be a Professional Reboogerer now...
There is an excellent article in the April JLC.
Service through Structure is the title.
check it out.
MrT, SamT, DanT,RonT,Ms.T…<!----><!---->
<!---->
Whatever…<!---->
<!---->
Welcome to Breaktime!!!<!---->
Where…<!---->
The free advice is worth every Penny!!!<!---->
:P<!---->
<!---->
Mike,
don't feel alone. It was my greatest weakness untill I read the book and followed along with an old guy who recommended it to me. He could sell million dollar printing presses with a few questions and then a simple hand writen quote on the spot.
To me a quote is a real sign of sales weakness.. Why should my price be the target others shoot at, maybe I have a better product or better service etc.. how is that listed in a quote? I love to get a blank quote sheet out and have it available while I make my presentation. That way everybody clearly understands that I'm here to conduct business not an auction.. When I see they are ready to buy, the numbers go down, the details are spelled out, and it's pushed over for a signature as if of course we're ready to sign. While they are debating I pull another form out and tell them here, this is how easy it is to tear up if you change your mind.. I never want an unhappy customer.. rrrriiiiiiiiiippppppp! buyers reluctance is a very real problem but when you take away their fear of commitment they usually are happy. If not you've given them a way out.. I don't ever put any sort of cancelation fee into the deal, I can never deliver the equipment that moment so they have plenty of time to sleep on it.. (quick retort to that delaying tactic, sure you can sleep on it but wouldn't you be more comfortable in your own bed? the little humor relieves the concern and it shows that they've already slept on it and such a delaying tactic is really silly at this point)
Their signature tends to stop the shopping, at a minimum they warn the other salesmen that they've already signed a deal. On the rare occasion when they call me up the next day with a lower price my retort is that I make them sell the lower price to me.. How much less do you think he will do to reflect that cheaper price? I mean we all know there is no free lunch...
Blue,
Be very carefull about using tools like that. Sometimes when you drag it out and set up for it the customer, eye's glaze over and you're not selling..
It violates a basic rule of selling, that is, be ready to close when the customer is ready to buy..
Any comprehensive DVD would be far too long and cover material that really isn't relavent to the customer.. Never, Never , Never, say anything in a sales presentation that isn't relavent and needed. It will at best add confusion and make a simple process seem more complex than you'll want it. At worst it can cost you a sale that would otherwise be made.
I don't say don't make the DVD, what I do say is that it should be a training tool for your salesman and provide a referance should a question arise.
"Sure Mr. Customer, here's how we do that.... or here's how that will look, etc. "
Frenchy, thanks for the advice. I'm thinking along the same lines as you. I just want to create a comprehensive sales presentation that covers all the points. I'll keep an outline of the various components in my flip book and when I'm talking about that particular topic, I'll flip to it.
Bob Walker graciously emailed me some similar suggestions. He advocated having several "subsets" in the presentation that would be only used if they applied.
I also like your advice "don't say anything that isn't relevant and needed" and " be ready to close..."
Thanks again.
blueJust because you can, doesn't mean you should!
Warning! Be cautious when taking any framing advice from me. There are some in here who think I'm a hackmeister...they might be right! Of course, they might be wrong too!
Blue,
Like you, I intend to have a sales staff. I want a business that will make money for me while I'm in Europe or somewhere for a month or two.
I want to talk about the entire sales process and the use of "The Presentation." (PP)
To me, the sales process starts with the Knowledge Base that all my salesmen must know. This KB includes construction techniques (broadly,) construction flow, costs, materials selection and availability; markup, profit and OH; marketing; sales techniques and personas; buying techniques and personas; in short, everything. It will probably wind up as a 100-200 page notebook. I see that I will need to give a 40 hour class on the KB. I'm a sales and services corp so I gotta do it. Reminder to self: all biz's are sales and whatever.
The PP must meet several needs; It must be attractive, comforting and inspiring to the prospect; It must be a trail guide to the salesman, reminding him of what to do and say, and how to act at any given moment. It must remind the salesman of what to look for in the prospect to recognise when to close, when to overcome, and when to just listen.
The PP can only be 20 or 30 pages/slide long, 10-20 is better. Each picture is followed by a page of bullets or talking points. It's real purpose, trail guide, must be disguised from the prospect. The PP cannot meet all this by itself, as you can see. It is really just a tickler for the real Salesmans Guide. The SG is what the salesman must commit to memory and even it is just a tickler for the Sales Process.
The sales process is taught to the sales staff after they have completed the KB. But I am going to be developing the KB after the SC. And probably both of them as I do an SG. That's ok, because they all tie together and the exact order of development can be fuzzy. The KB is a living and growing document. The SC is a changable document, and each SG will be developed by each salesperson to fit themselves. The PP is changed only after much consideration.
The SC is a fully detailed structured conversation with planned branches or possibilities, not a spiel. See J Buck. The Salesmans Guide (SG) is an outline of the SC. The Presentation (PP) is a reminder of the structure of the conversation.
From this, you can see that the PP cannot be prepared until the structured conversation (SC) is at least outlined.
I see the developement of the Structured Conversation to go like:
Goal; Sell our service (remodel)
Mileposts in reaching the goal
1) Introduction of salesperson and company.
2) Brief description of what we provide.
3) Give the prospect enough vocabulary to describe his wants and fears to me.
4) Listen.
5) Describe the prospects dreams and nightmares back to him. a. Be ready to close.
6) Listen. Wait for confirmation of the dreams and nightmares. a. Deal with nightmares. b. Be ready to close.
7) Get details of prospects dreams a. Resolve differences between what they want and what is available. b. Be ready to close.
8) ETC, ETC, ET AL
The salesman has to create his own SG to fix all this STUFF in his mind.
Now to create a theoretical PP to go with this SC. This is one of several, each aimed at type of remodel, ie, MBR, Kit, MBath, GreatRoom, all strucrured alike so all SG's fit
Slide 1; Logo
Slide 2; Picture of completed MBR/ bath/whatever
Slide 3; Bullets of what we provide.
Slide 4; Picture of Bed showing wall trim and HW floor. Change to fit remodeled area.
Slide 5; Bullets, ie, wall treatment, floor types, trims, etc.
Side 6; ETC, ETC, and so on.
What the PP does; Supports the SG and SC by:
Slide 1 reminds salesman of paras 1 and 2 of SG. ( He has memorized his own SG, which reminds him of the full SC.)
Slides 2 and 3 remind of paras 3,4,5,and 6.
Slides 4 and 5 remind of paras 7, 8, and 9.
And more of the same.
So, Blue, as you can tell, I think you're trying to HACK this presentation, instead of Boogerin' it. Tell me about your Structured Conversation.
SamT
Wow Sam, you have me on the hotseat now!
YOu just unloaded a couple hours worth of studying for me. I'm going to have to get serious now.
Okay, I'm in agreement about everything, the Presentation, KNowledge Base, Sales Guide, Structured Conversation, all that ....everything!
Your talking the language that I'm after.
Thanks for giving me the road map. Now, I'll have to once again rethink all of this.
blue
ps Holy Crapola!
pss What have I gotten myself into?
pps I'll get it done!Just because you can, doesn't mean you should!
Warning! Be cautious when taking any framing advice from me. There are some in here who think I'm a hackmeister...they might be right! Of course, they might be wrong too!
I want to talk about the entire sales process and the use of "The Presentation." (The Power Point presentation)
To me, the sales process starts with the Knowledge Base that all my salesmen must know. This Knowledge Base includes construction techniques (broadly,) construction flow, costs, materials selection and availability; markup, profit and OH; marketing; sales techniques and personas; buying techniques and personas; in short, everything. It will probably wind up as a 100-200 page notebook. I see that I will need to give a 40 hour class on the Knowledge Base training. I'm a sales and services corp so I gotta do it. Reminder to self: all biz's are sales and whatever.
The Power Point must meet several needs; It must be attractive, comforting and inspiring to the prospect; It must be a trail guide to the salesman, reminding him of what to do and say, and how to act at any given moment. It must remind the salesman of what to look for in the prospect to recognize when to close, when to overcome, and when to just listen.
The Power Point can only be 20 or 30 pages/slide long, 10-20 is better. Each picture is followed by a page of bullets or talking points. Its real purpose, trail guide, must be disguised from the prospect. The PP cannot meet all this by itself, as you can see. It is really just a tickler for the real Salesman’s Guide. The Sales Guide is what the salesman must commit to memory and even then it is just a tickler for the Sales Process.
The sales process is taught to the sales staff after they have completed the Knowledge Base training. But I am going to be developing the Knowledge Base program after the SC (Sales Conversation?); and probably both of them as I do a Sales Guide. That's ok, because they all tie together and the exact order of development can be fuzzy. The Knowledge Base is a living and growing document. The SC (Sales Conversation?) is a changeable document, and each Sales Guide will be developed by each salesperson to fit them. The Power Point presentation is changed only after much consideration.
The Sales Conversation is a fully detailed, structured conversation with planned branches or possibilities, not a spiel. See J Buck post for his sales presentation thoughts. The Salesmans Guide (SG) is an outline of the Sales Conversation. The Presentation (PP) is a reminder of the structure of the conversation.
From this, you can see that the PP cannot be prepared until the structured conversation (SC) is at least outlined.
I see the development of the Structured Conversation to go like this:
Goal; Sell our service (remodel)
Mileposts in reaching the goal:<!----><!---->
1) Introduction of salesperson and company.
2) Brief description of what we provide.
3) Give the prospect enough vocabulary to describe his wants and fears to me.
4) Listen.
5) Describe the prospects dreams and nightmares back to him. a. Be ready to close.
6) Listen. Wait for confirmation of the dreams and nightmares. a. Deal with nightmares. b. Be ready to close.
7) Get details of prospects dreams a. Resolve differences between what they want and what is available. b. Be ready to close.
8) ETC, ETC, ET AL
The salesman has to create his own Sales Guide to fix all this STUFF in his mind.
Now, here’s how to create a theoretical Power Point presentation to go with this Sales Conversation: this is one of several, each aimed at type of remodel, i.e., MBR, Kit, MBath, Great Room, all structured alike so all Sales Guide's fit
Slide 1; Logo
Slide 2; Picture of completed MBR/ bath/whatever
Slide 3; Bullets of what we provide.
Slide 4; Picture of bed, showing wall trim and hardwood floor. Change to fit remodeled area.
Slide 5; Bullets, ie, wall treatment, floor types, trims, etc.
Side 6; ETC, ETC, and so on.
What the Power Point does; Supports the Sales Guides and Sales Conversation by:
Slide 1 reminds the salesman of paragraphs Nos.1 & 2 of Sales Guide. (He has memorized his own Sales Guide, which reminds him of the full Sales Conversation.)
Slides 2 and 3 remind of paras 3,4,5,and 6.
Slides 4 and 5 remind of paras 7, 8, and 9.
And more of the same.
Sam, I had a hard time interpreting that post. It was almost cryptic to me. Since my brain gets scrambled easily when dealing with this sort of organization, I had to edit the heck out of your post. I've rewritten it, and the confusing areas are still in red.
I've printed it out and now am trying to fit all your suggestions into my power point. I think I'm on track now. Thanks.
blueJust because you can, doesn't mean you should!
Warning! Be cautious when taking any framing advice from me. There are some in here who think I'm a hackmeister...they might be right! Of course, they might be wrong too!
Blue,
I'm sorry, sometimes my head gets way amind of my fimgers.
SC meant Structured Conversation. Although sales conversation has some of the same conotations.
SG meant Salesmans Guide, a term I chose from when I was an instructor in the Navy, Instructors Guide (IG)
I am making up these terms as I go, so feel free to change the terminology. I did try to use definitve terms, but who knows?
SamT
Sam, Oh, yeah...I forgot about that term Structured Conversation.
Now I'm going to have to go back and restudy....
anyways, Your dissertation was very helpful. It gave me a better grasp of what I was trying to accomplish. I banged out a preliminary PP today in anticipation of getting it ready for the opening rounds of a new client this afternoon.
Even though I was extremely pressed for time, I decided that I was going to get it done and get it printed before I left the house. I managed to print it out and stuff it into the jackets, rushed a printing of the SCA explanation and dashed out of the house running ten minutes late, meaning I'd get there five minutes early if all went well. I had to stop for gum because I had coffee breath.
I got there on the button at 4pm.
Because I never had a chance to actually look at the presentation or proof read it, I decided to keep my book closed. That was okay though, because all of the presentation highlights were dancing in my head and I simply went through the interview as if I had the book opened.
Basically, I'm saying that the writing of the presentation firmly fixed my road map in my head, just like you said it would.
Anyways, heres my first draft. I won't rearrange anything at this time....this is just the way it came out as I pounded my keys, frantically trying to get it done by my self imposed deadline. I was basically trying to put buzzwords on the paper, with pictures interspersed. There wasn't any time to do the pictures or any nice formatting and layout, but the words did help, even though I never looked at them.
I already wrote my notes about this sales run. I've graded myself low....a D. I got good points for connecting with Mom, the decision maker, but never quite managed to connect with Dad. I pretty much dragged their dream out of them, and point blank got them to tell me what they were afraid of. In the end, I didn't come away with a deposit for a SCA, but they did indicate that they were going to the mortgage company now because I confirmed that we probably could meet their budget of 125k and get most of their wants done. They have to figure out how to fund it all now before they'll committ to the design fee. I don't blame them
Heres the first draft of the PP.
Advanced Construction Concepts, LLC
Your Dreams
+
Our Expertise
= Your Reality!
Advanced Construction Concepts, LLC can build:
Additions
Major Remodels
New Homes
Rough Carpentry
Design/Planning
Shell Packages
Consultation/Inspections
Is this the right time? Is this the right project?
Have you already waited too long?
Are there some financial matters standing in your way?
If not now, when?
What happens if you wait?
So, what’s stopping you?
Can things go wrong?
Weak skills
Poor organization of company
Poor financial standing
Substandard Materials
Lack of professional planning
Future problems
Hidden defects
Long drawn out process
Anger and resentment
We Can Help!
30 Years of Experience
Top Graduate of Apprentice Program
Full Support Network
Licensed and Insured
National Association of Home Builders
Full Time On Site Supervision
Rough Frame Specialists
Full Equipment and Tooling
Ready to Move Forward?
Who might be available when you’re ready?
What happens if you delay the decision?
If the project is the right thing to do, why not start now?
What do most Homeowners want/need?
Experienced Workers?
Dependability?
Excellent Communication?
Competitive Pricing?
Hassle Free Installation?
Comprehensive Plan?
Straightforward Answers?
Definite Timeline?
Quality Materials?
2nd Story Build Overs:
Dramatic upgrade to the neighborhood
Improves the quality of life
Adds significant Equity
Expands living space
Don’t have to move
Have room for Master Suites
Can plan for future
Is this project important to your lifestyle?
Family relationships improve
Will it really happen?
Today’s needs
Is now the right time?
Showpieces and Playscapes
Lifestyles are different
Maintenance free
Classical, Traditional, Modern styles
Families, Pets, Grandkids
Workshops
Entertainment Areas
Recreation
Today Is the Right Day!
Eliminate maintenance
Free up valuable family time
Improve living conditions
Upgrade Lifestyles
Is there a reason to wait?
Paint the New Picture of Your House
Beautiful New Siding
Appealing Roof
Charming Windows
Grand Façade
Splendid Profiles
Delicate Details
The Interior Belongs to You!
Stunning Floor treatments
Enticing Bathing Areas
Classy Wall Treatments
Cozy Sleeping Rooms
Elegant Window Treatment
Dazzling Lighting Fixtures
Convenient Appliance and Fixtures
Exquisite Cabinetry
Add Value & Upgrade Your Lifestyle
More Equity
More potential Buyers
Lower Utility Costs
Higher Appreciable Values
Enhanced Lifestyle
Room to Live
Worry Free Process
Dependable Service
Safe Professional Installations
Stress Free Relationships
Lifetime Relationship
Happy and Safe Enviorment
How Do We Proceed?
Plans and Specifications
Review Preliminary Plans
Revisions
Finalize Plans
List Details and Fixtures
Attach a fixed Cost to each item
Formulate an Agreement
Build
Any Questions?
Just because you can, doesn't mean you should!
Warning! Be cautious when taking any framing advice from me. There are some in here who think I'm a hackmeister...they might be right! Of course, they might be wrong too!
Uhhh .... Blue?
"Major Remodels"
Wouldn't that actually involve ... uhh ....
Remodeling?
why there's no money in remodeling!
I heard that from someone around here .... ?
and ... good luck! Time for an old dog to learn new tricks, huh?
Jeff Buck Construction
Artistry in Carpentry
Pgh, PA
Uhh Jeff, I read "Who Moved My Cheese?"
One thing I know for sure, there aint no money in framing for builders. There are many illegals entering our trades as competition and it's time to shift gears. We actually lost money last year and I was actually trying to fix it. I'm just being realistic. It's called "doing what you have to do". One other minor thing: we have a great lead carpenter available. If he wasn't available, we wouldn't be considering any of this.
blueJust because you can, doesn't mean you should!
Warning! Be cautious when taking any framing advice from me. There are some in here who think I'm a hackmeister...they might be right! Of course, they might be wrong too!
Blue,
yeh! I read who moved my cheese over strong objections, I thought the concept was hokey ,
Untill I realized just how brillant he was..
Advanced Construction Concepts, LLC
Your Dreams
+
Our Expertise
= Your Reality!
Advanced Construction Concepts, LLC can provide:
Additions
Major Remodels
New Homes
Rough Carpentry
Design/Planning
Shell Packages
Consultation/Inspections
Is this the right time? Is this the right project?
Have you already waited too long?
Are there some financial matters standing in your way?
If not now, when?
What happens if you wait?
So, what’s stopping you?
Can things go wrong? Keep this part in the SG, Not the PP
Weak skills Draw these bullets out of the prospect,
Poor organization of company Answer them in the PP.
Poor financial standing
Substandard Materials
Lack of professional planning
Future problems
Hidden defects
Long drawn out process
Anger and resentment
We Can Help!
30 Years of Experience
Top Graduate of Apprentice Program
Full Support Network
Licensed and Insured
National Association of Home Builders
Full Time On Site Supervision
Rough Frame Specialists
Full Equipment and Tooling
Ready to Move Forward?
Who might be available when you’re ready?
What happens if you delay the decision?
If the project is the right thing to do, why not start now?
What do most Homeowners want/need?
Experienced Workers?
Dependability? Color all dem Qmarks red and get rid of 'em
Excellent Communication?
Competitive Pricing?
Hassle Free Installation?
Comprehensive Plan?
Straightforward Answers?
Definite Timeline?
Quality Materials?
2nd Story Build Overs: Part of Targeted PP
Dramatic upgrade to the neighborhood know what they want when set appointmentImproves the quality of life
Adds significant Equity
Expands living space
Don’t have to move
Have room for Master Suites
Can plan for future End Targeted Part
Is this project important to your lifestyle?
Family relationships improve
Will it really happen?
Today’s needs
Is now the right time?
Showpieces and Playscapes Part of Targeted PP
Lifestyles are different
Maintenance free
Classical, Traditional, Modern styles
Families, Pets, Grandkids
Workshops
Entertainment Areas
Recreation End Targeted Part
Today Is the Right Day!
Eliminate maintenance
Free up valuable family time
Improve living conditions
Upgrade Lifestyles
Is there a reason to wait?
Paint the New Picture of Your House Part of Targeted PP
Beautiful New Siding
Appealing Roof
Charming Windows
Grand Façade
Splendid Profiles
Delicate Details End Targeted Part
Targeted Picture here
The Interior Belongs to You!
Stunning Floor treatments
Enticing Bathing Areas
Classy Wall Treatments
Cozy Sleeping Rooms
Elegant Window Treatment
Dazzling Lighting Fixtures
Convenient Appliance and Fixtures
Exquisite Cabinetry
Add Value & Upgrade Your Lifestyle
More Equity
More potential Buyers
Lower Utility Costs
Higher Appreciable Values
Enhanced Lifestyle
Room to Live
Worry Free Process
Dependable Service
Safe Professional Installations
Stress Free Relationships
Lifetime Relationship
Happy and Safe Enviorment
How Do We Proceed?
Plans and Specifications
Review Preliminary Plans
Revisions
Finalize Plans
List Details and Fixtures
Attach a fixed Cost to each item
Formulate an Agreement
Build
Any Questions?
Edited 3/30/2005 12:52 am ET by SamT
Sorry Blue, I could not get the color coding I wanted. damm prospero.
Anyways I think you'll get the idea of what I was trying to convey.
I think that everything Chuck mentioned has to be in the Knowledge Base, which the saleman can carry a sanitized version to refer to when he's to... uh... suffering from a bout of CRS.
I got more home work for us. Yeah US, I got to do all this fer mahself too, ya know.
While these "prospects" are fresh in your mind, before you get to know them as clients, create two personas for them. What's a "persona"? It's a caricature of a character. The character must be very well known and bring an instant understanding of the nature of the persona. Like James Bond, not the spy, that's his job, but the man, the guy who is particular about his drinks, his cars, shid, he's picky about everything. Dresses well, suave, charming , etc.
Some personas: Marylyn Monroe, sweet innocent likes males dumb blond, etc. Dirty Harry; direct, taciturn, knows his biz and doesn't care what others think. Clark Kent, More than he seems. Dr. Doolittle, Einstein, the forgetful prof, Wonder woman.
Virtual personalities. You tell me I gotta sell to James Bond and I know what he's like. Select personas that your sales force can relate to.
Eventually you will want about 7 men and 7 women.
Right now you have an SC and a PP that you know works for the persona combination you just dealt with. Create an SC (using this PP) for them for each of the products you sell. Cut and paste from this set as much as possible so you can just plug targeted sections into the SC just like you do with the PP.
Remember that you have 1 PP with plugin targeted sections, where each targeted section is for a different product. Additions, Major Remodels, New Homes; I can see that you might need different PPs' for Rough Carpentry/Shell and Design/Planning and Consultation/Inspections.
Create personas based on people you already know that have "character," create plugins for the SC for these personas.
You have three completely different catagories of product listed in your rough PP, Finished Construction, Rough Construction and Bagless. For the purpose of our discussion, I am just going to use the Finished Construction package. The principles apply to all three catagories, even though they need seperate PPs' and SCs'.
When you are done, you will have the basic PP with three sets of plugin bullet pages, one each for Additions, Remodels, and, Newhomes. You will have plugin picture pages for Kitchens, Bathrooms, Master Suites, and whatever folks in your area tend to remodel or add on. One other set of pictures for new homes completes the package.
You will need Structured Conversations (Plugins?) for each Persona type that will buy any Finished Construction package.
The salesman carries seven virtually identical PPs for the Finished Construction package, three each for Adds and Remods, and one for New Homes.
His appointment slip tells him that the couple is a Wonder Woman/James Bond type, so he reviews his SG to refresh the suave and powerful keywords and fears, etc. in his memory.
When he is reading the PP with the prospects, the pictures and bullets remind him of the flow and content of the SC for the particular product the prospect wants.
Like a nail gun. One gun, three sizes of nails.
I sure did not know I knew all this.
Don't lissen to them other peoples, I do too know it. I think so anyway. Maybe? Good guesser?
SamT
Thanks for your help Sam. I've got a bit more studying to do-I'll do it later and start tweaking and restructuring the PP.
YOur help is a lot more valuable than you know. I wouldn't think twice about starting out the framing process on a 10000 sf monster house, but this pp stuff is like Greek to me.
The most helpful thing was just getting the basic gameplan planned.
blueJust because you can, doesn't mean you should!
Warning! Be cautious when taking any framing advice from me. There are some in here who think I'm a hackmeister...they might be right! Of course, they might be wrong too!
Blue,
>>YOur help is a lot more valuable than you know.
That goes both ways, my friend. You couldn't make me be able to do this for myself with love nor money nor even threats. When I'm "helping you" it Just flows out.
SamT
When I'm "helping you" it Just flows out
Sam, I understand that feeling!
I didn't have time to work on the PP today, but I'll get back to it.
blueJust because you can, doesn't mean you should!
Warning! Be cautious when taking any framing advice from me. There are some in here who think I'm a hackmeister...they might be right! Of course, they might be wrong too!
I have been observing this conversation and I must say its been amazing. I am a Graphic Designer I Chicago area. I also remodel houses and maintain a handful of rentals, so I have some handyman skills. Breaktime is amazing so when I saw this post, I just had to say something.
Content wise, just amazing. I understand each guy has different selling points and strengths, so I don't think there is one for sure presentation that will be the end all, and of course for each job it needs to be tweaked. But your theory on buyers and how to sell are just great, things I could have never thought of. I have learned a lot and will use this abundant source of information.
What I am wondering is are you going to do this by yourself or hire out someone to really polish this thing up and make it sexy? (to quote a earlier post) I get the feel that you will just pound out these great point and put in some "nice formatting and layout" Are you going to get this stuff up on a web site? Will you email a copy of the presentation to the buyer and let them look at it later, besides the print material. You could bring along a CD and show it to the client then leave it for them to review? These things don't cost much, after the original design.
What I see from most business presentations, is not that "sexy" it seems like even taking photos is a challenge. Yet I could be overstating and putting too much on design of a sales tool, I mean the talent and experience you bring to the table is the big seller right? The ability to serve the client and put out one heck of a product, is the main goal. I would just hate to see you have all this great content and material and have the every day joe just bored out of his skull in yet another PPT presentation.
"Beer is living proof that God loves us and wants us to be happy." -- Benjamin Franklin
Maseo, I don't really know where I'm going with this PP. My main motivation is to build my sales presentation book, of which I currently have NONE! I've been in business since 1982 and never really had or used one. Somewhere in the last three years, I've advanced my marketing and sales skills and, due to my brilliance (please note the sarcasm), I've decided that a presentation book and a presentation thought process would be helpful.
I don't intend to bore anyone. I have visions of creating a fairly good personal presentation book, mainly because I actually have some credentials and I also have built some nice stuff.
At this point, I'm simply trying to get out of kindergarden when it comes to sales and marketing.
blueJust because you can, doesn't mean you should!
Warning! Be cautious when taking any framing advice from me. There are some in here who think I'm a hackmeister...they might be right! Of course, they might be wrong too!
Maseo, one more thing. I forgot to mention that I'm currently in negotiations with a rather sharp sales guy that would immediately create a very impressive PP. He would also institute some very serious systems to develop leads, then nurture them over a very long time.
If we have a meeting of the minds, I won't be discussing this pp anymore....I'll just fade back into the fields.
blueJust because you can, doesn't mean you should!
Warning! Be cautious when taking any framing advice from me. There are some in here who think I'm a hackmeister...they might be right! Of course, they might be wrong too!
Sounds great, good connection with the sales guy. Many individuals think they do a great job with design because its so easy now a days on a computer. To me its like the neighbor that remodels his kitchen and asks your opinion. Its always best to just say its looks great, instead of asking why he used a raditor hose for a p-trap, or if he has heard of a level.
I just know when guys do great remodeling work, a good designer can really put the extra POW into the presentation to help the next client really see all the high quality craftsmanship.
It would be great to see something when you get done, larry"Beer is living proof that God loves us and wants us to be happy." -- Benjamin Franklin
I agree Maseo.
Theres probably a very good chance that we would have the PP and a full compliment of marketing materials done professionally. I've done my share of boogerin' in areas I'm not competent at and the results are predictable.
blueJust because you can, doesn't mean you should!
Warning! Be cautious when taking any framing advice from me. There are some in here who think I'm a hackmeister...they might be right! Of course, they might be wrong too!