Max Kalles is a seasoned IC from Canada and his presentation covers how to sell a solution to the construction sector.
His key take away is on how to use stories to sell. I like that type of thinking as that is the way that I prefer to sell.
Why do businesses in home services need WSI;
- The Yellow pages ties you into a contract and it is difficult to measure the return on investment
- Many of their websites have not been professionally built
- The construction industry normally spend large amounts on marketing
So the value that we can add is that we can take the entire problem from them and meet with them on a monthly basis to discuss how many leads they received.
Many construction companies struggle to get consistent leads. This makes them an an ideal industry for a WSI consultant to partner and offer their services on a monthly basis.
This industry vertical doesn’t really want to spend too much time on technology and marketing so they are an ideal industry to work with.
Max conducts seminars that are focussed on the construction industry and he gets them all into a room together and educate them on how we can help them with lead generation.
We have access to many case studies and should take advantage of our white paper series to build our credibility.
Max goes on to show us how to offer a phrased approach
- Test & prove phrase
- Gain market share
- Market domination phase
The above covers:
- Microsite
- Pay Per Click
- Search engine optimization
- Paid directories & banners
- Email marketing
- Social media marketing
Max shares his presentation “Stop being an Apple, start being an Orange” that all of us could use and refer to.
The Law of competition
- Customer researches 6-10 websites.
- They call 3-4 of them for quotes
- They choose 1 to hire
- There is no second place
Max suggests that we use his case studies and stories.
How’s that for the power of the WSI network. Where can you find a business opportunity where experts in your industry share information freely with one another.