Customer

  |  Posted in Sales

The Value of a Building Materials Customer

It’s too bad there isn’t an asset for customer value listed on the balance sheets of building materials companies.  Maybe then they would pay more attention to this important metric….

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  |  Posted in Marketing, Tips

The Need to be a Multi-lingual Building Material Marketer

To be an effective building material marketer, you need to be multi-lingual. I don’t mean you have to go out and buy a Rosetta Stone course to learn Mandarin. What…

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  |  Posted in Business, Sales

You Really Don’t Understand Your Building Material Customer’s Business

You’re probably clueless about your customer’s business. Whether it’s a contractor, builder or dealer, odds are you don’t really understand their business.  You probably have a narrow view of the…

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  |  Posted in Marketing

Key Motivations of Building Material Customers

When you develop a marketing program or prepare for a sales call with a building product material channel customer, you need to make sure you are talking to their primary…

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