Blog for Building Materials Companies

How to Keep Up With Changing Building Materials Customers

  |  Posted in Sales

How to Keep Up With Changing Building Materials Customers

The building materials customer isn’t the same one you have known for years. Things are rapidly changing, and it’s affecting everyone from homebuilders, architects and contractors to dealers, distributors and big boxes. 

Everyone is learning to adapt by selling virtually. Architects, owners and builders are exploring the new needs of their customers. Dealers, distributors and big boxes are learning how they need to evolve.

If you want to be successful, you need to keep up with these changes.  

Here Are Two Ways to Keep Up

1. Study More 

Trade magazines, associations, bloggers, podcasters, YouTubers and others are all sharing great insights. In normal times, most of these resources have nothing new to say. Most of them tell you what you already know or promote a product.  

Today, however, they are sharing valuable insights, experiences and recommendations that you should be following. 

If you want to take it to the next level, you should be doing the same. Share your thoughts and be part of the conversation. 

2. Talk to More Customers

Now is a great time to talk to customers. Listen and learn from them. Ask them: 

  • How is your business being affected?
  • What changes are you making?
  • How can we change to better meet your needs?

The more customers you talk to, the more you’ll be able to see trends. You will see the changes your customers are making before others. You can also help them by sharing what you are hearing.

The best way to learn more about your customers is to approach them like an anthropologist.  Look at your customers as if you have discovered a tribe of people you didn’t know existed. The big differences or changes will be obvious. The real value is in the small details that are easy to overlook. That’s where your customers are making the most important changes to their businesses.

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About The Author

I am the leading sales growth consultant in the building materials industry, I identify the blind spots that enable building materials companies to grow their sales and retain more customers.  As I am not an ad agency, my recommendations are focused on your sales growth and not my future income.

My mission is to help building materials companies be the preferred supplier of their customers and to turn those customers into their best salespeople. Contact me to discuss your situation.