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Build Relationships with Specifiers |
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To build a strong sales base, construction companies need to spend more time selling to specifiers. But these are busy people! How to meet them? - Use CPD
Many specifiers' organisations require their members to undertake Continuing Professional Development (CPD) to ensure they enhance and increase their knowledge as professionals. Usually this requires them to complete 35 hours a year of development. Building product manufacturers play a key role in supporting this through publications and seminars. Specifiers recognise this and support manufacturers delivering CPD either at design offices or regional meetings.
CPD is one of the most effective methods for a sales person to meet, and build relationships with specifiers. But to be effective material has to carefully designed. It must be relevant to specifiers, meet the professional bodies' requirement of not overtly publicising the manufacturer, while at the same time ensuring that those who attend clearly perceive the salesman as the technical expert in his field. When delivered effectively (a skill in itself) they will involve him in projects and specifying the manufacturer's products. Competitive Advantage has extensive experience in developing effective CPD material and can provide training on its delivery.
Chris Ashworth 2003
© Competitive Advantage Consultancy Ltd
For more information see:
Selling to Specifiers
Case Study 8 Sell on benefits not price
Case Study 14 Developing a Specification Sales Approach
Selling to Specifiers white paper
Effective Specification Selling training programme
Delivering CPD Seminars training programme
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