By Tracy Schubert
Contractors who are successful have satisfied customers. The Pro Tips On series of online and print option books is designed to make the relationship you build with customers solid. Educating consumers about construction is a mutual gain for both contractors and their clients. It is an investment in time that results in positive endings and job-generating, community word of mouth. The program as is delivers a view of the best and you now have the opportunity to represent your great work in the books.
The affiliate program will help you with the basic sales process:
Market and advertise to generate leads. Builders will be able to add finished project photos to the gallery section and manufacturers can represent product options in our style guide area.
When an inquiry comes in and you direct them to the book to purchase online through Shield Wall Media (www.shieldwallmedia.com), you will make money on those leads. A person willing to buy a book is a good prospect for your business.
If you purchase print copies to sell you will make money on those sold copies. To create a beneficial relationship with potential customers, you may choose to purchase books and give them away. There are lots of ways the affiliate program can benefit your business.
For example, a serious inquiry about your area of construction comes into your business. You begin to talk about their needs, wants and limiting factors. You present the features and benefits of what you are able to provide. The customer leaves trying to process a lot of information and has time to then develop additional questions. They leave and you put a book in their hand and they have many answers at their fingertips. The book series is designed to keep customers engaged…and inspired to want what you can provide. Utilizing the three “C”s by controlling the story, providing a solid basis for comparison with other contractors and conversing meaningfully is certain to leave an impression.
Your customers will then call you with their thoughts and questions. Knowing their educational resource helps your business, because you can anticipate what they are going to ask. It provides a mutual reference for discussion. Someone might say, “I see on page 47 that raw cut metal edges can rust. How do you avoid that in your installation?” You can talk about what they read and provide them the answer. The series helps you overcome unfounded objections upfront with the dispelling myths content.
Part of selling product is properly understanding needs and wants. Once the customer understands what they want, you will be able to provide it to them. This series of titles will help customers expand their knowledge base to better understand the scope of what they are contemplating and ask you targeted questions. Establishing you as credible and responsive to their needs, puts you above the competition.
The books reinforce the benefits of quality so you are able to be better prepared to go against lower price options and sell folks what they can best afford for long-term gain.
This Pro Tips On is designed to act as a pass-along resource and referral standard. To learn more about our affiliate program options visit www.protipson.com.
Anyone who is involved in the construction trade is welcome to sign up for a free print or digital subscription to Metal Roofing Magazine, which has been advancing the metal roofing industry since 2001. This go-to resource for metal roofing professionals is published 7 times per year.