Identifying potential clients
At this stage, the main task is to kuwait phone number identify companies that can become customers of the product from the relevant contractor. These can be construction companies, design bureaus, architectural departments, etc. The range of interests also includes:
General contractors for construction projects.
Installation companies.
State, municipal, private customers.
Subcontractors.
Customers of competing companies.
Managers of construction sites, etc.
Formation of a client base
The project sales department is responsible for this step. Specialists must collect the most complete information about each of the potential clients, using materials from the official websites of companies, publications in the media, all kinds of conferences and seminars, exhibitions, etc.
Cold calling potential clients
The project sales department is also responsible for this stage. The task is not just to contact any specialist of the client company, but to talk specifically with the relevant decision-maker (DM): the project director, the company manager, etc. It is necessary to take care of the conversation script in advance, this will significantly simplify the answers to many questions.
Once contact has been established with the client's responsible person, a meeting must be scheduled. This is a standard action that is much easier to perform than the sale itself. During the meeting, all the details can be discussed and a trusting relationship can be established.
Stages of project sales
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Meeting with the client
At the first contact with the customer, you should show him marketing materials that clearly indicate what projects the company is working on, and answer any questions that may arise. The goal is not to make a sale or establish contact. You need to make it clear that the contractor is a professional in his field. An excellent move is to offer free development of some simple product, for example, a storm sewer project - this will help establish contact and move on to the next stage of project sales.
Monitor the progress of project sales
If we compare project sales with running, the process is closer to a marathon than a sprint. Many operations are carried out with regular frequency, details are agreed upon between the contractor and the customer, new marketing materials and design solutions may be offered, and follow-up meetings are held to remind the potential client of the previously made offer.
Some events may not be entirely formal, such as a joint dinner at a restaurant or even a visit to a sauna. It depends on how close the contact is.
Project stages "P" and "R"
Each project goes through certain stages.
Phase "P" - before its examination is completed.
Stage “P” – working project (already examined).
At stage "P" there are only the basic parameters of the object necessary for the examination, data on specific equipment is not yet available. Here, working documentation is designed. Stage "R" is developed by the specialist who performed the work on "P", but here specific specifications, equipment, materials are already included in the project.
Completion of the project sale
Since the “P” and “R” stages are carried out by one design company, the chance of concluding a deal increases as soon as a dialogue is established with the chief project engineer (CPE) and chief architect (CPA), and other specialists who provide up-to-date information.
Partner in Project Sales
When working with a designer, you need to remember one important thing: the seller has an ally in the person of the owner of the building under construction. So, if the project already has an estimate of materials, equipment provided by competitors, you can pay attention to their shortcomings in price, quality, etc. The customer can directly influence the designer's decisions at any stage of the work.
"Black Sociology"
In project sales, the contractor must sell, and any legal means are used for this. One could say that the seller acts as a predator during the transaction, and the client is his victim.