Always Promote Your Business

I'd been having problems with my water heater, and I finally got tired of lighting the pilot. My neighbor, who had experienced the same problem, recommended a water heater repairman. The repairman got to my house within 30 minutes and had the problem solved within the next 30 minutes.

Of course as I handed him my check , I explained what I do: help contractors build their businesses. I also gave him a business card and an information piece with a few marketing tips. He then informed me that he was part of a larger plumbers association and invited me to take part in their meetings. We then discussed the importance of networking. You know I'll be following up.
The following may be common sense, but they're worth repeating:

- Always be ready to promote your business, whether or not you're in a business setting.

- Always have your business collateral ready, especially when you're in a networking setting.

- Always be able to articulate what you do.


List 5 Reasons to Hire You

How many different architecture firms can you name? How about interior design companies, construction companies, design-build firms, real estate professionals, or building products suppliers? Now, how many of them offer the same services (or products) that you do?

With so many service professionals to choose from, how does a prospect differentiate you from your competition? Give potential clients five reasons to choose you:

  1. Identify your niche market - your specialty. You don't have to practice this market exclusively, but you should be able to identify what you're best at.
  2. Identify your prospect's needs and fears, and let them know how you will ease their pain.
  3. Explain your approach to problem solving.
  4. Outline the unique backgrounds and experiences of your employees, focusing on their unique perspective in the building industry, and let prospects know how your employees will be part of the solution.
  5. If I gave $5000 to you and three of your competitors, how would your solution to my problem be different?