Northeast 2017 Build Expo Show Directory

Build business with build expo
FEATURED EDUCATOR
Presented by Tom Woodcock
Construction Sales Coach :: Seal the Deal
Construction Industry Sales Nuts and Bolts : keynote
Maximizing Associations to Gain Customers: keynote
TUESDAY :: 1:15PM - 2:15PM
Many contractors have never been instructed on the basics of selling in their industry. They regularly make the
same mistakes over and over again, losing them project after project. Often, they’ve neglected to develop a
method to their sales madness and shoot from the hip. This can result in poor performance, low profitability or
worse, failure. We will cover:
1. Proper sales discipline 2. Setting targets 3. Maintaining customers
4. Expanding customers 5. Profit focused selling
Expectations in sales improvement can be expected in attending. Sales non-improvement can be expected by not attending.
Target Audience: Architects, General Contractors, Subcontractors, and Suppliers
WEDNESDAY :: 1:15PM - 2:15PM
Many contractors never join relevant associations that can produce revenue for them. Even worse they spend
the dues money and don’t maximize the effectiveness of the association. We will layout how to determine what
associations to join, how to work them and get business from your involvement. The single greatest way to find
grouped customers and network contacts is right in your backyard association! Work them to the fullest and
you’ll never make a cold call again!
Target Audience: Architects, General Contractors, Subcontractors, and Suppliers
Beating the Low Bid Game: Closing Deals in Construction
KEYNOTE AREA
KEYNOTE AREA
9:30AM - 11:00AM / Tuesday
Many contractors struggle to get their clients to pull the trigger. They hope the bid they turned in will work
some magic. Then itdoesn’t and they blame the customer. There are techniques to be in a better position with
the customer and tilt the scales. Few practice them effectively.
KEYNOTE AREA
1. What’s my position with the customer?
2. How do I make sure my bid is the benchmark?
3. Why am I always second?
4. What is my “real” close rate?
5. How do I eliminate my competition?
Target Audience: Architects, General Contractors, Subcontractors, and Suppliers
Beating the Low Bid Game: Getting the Next Job
9:30AM - 11:00AM / Wednesday
Getting the second job after winning or losing the first can be a challenge. Your posture after success or
failure is critical to the next opportunity. Many contractors and vendors create their own issues in relation to
securing additional business. Even though they’ve just finished a deal with the customer. What are the ways of
getting that next opportunity?
KEYNOTE AREA
1. What to do after a loss or win?
2. Why do I have to compete on every project?
3. What should my expectations be of my customer?
4. How do I self evaluate?
5. How do I gain customer loyalty?
Target Audience: Architects, General Contractors, Subcontractors, and Suppliers
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