Selling Alternative Materials

When selling alternative materials and construction techniques, you need to know your customers as well as the products. It could make the difference in whether or not you close a sale. So, what types of customers do you work for? Looking back on my own customers (and I assume they're pretty typical), I've outlined the most common types of customers you'll be dealing with on a regular basis:

• The customer is looking for a basic, affordable structure; will sacrifice looks and conveniences to get it.

• The customer is looking for the biggest bang for the buck; will sacrifice quality.

• The customer is interested in premium products, but for reasons other than a premium item; wants a product that will hold up under a disaster.

• The customer is willing to pay more for a premium product to get a product that's a little unusual.

• The customer is willing to pay more for a product in order to achieve maximum energy efficiency for their home, to save on their utility bill!

Perhaps you could add a few additional types to this list. If so, then you're on the right track to really knowing your customers. It may seem trivial, but this knowledge can really help as you prepare your bids. You can select just the right product at just the right price. It really could make a difference whether or not you get the job!

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