Use the Internet
This tool brings information to your fingertips. Search web sites to locate information about the market such as housing permits and lead resources. Some of our favorites include:
- The National Association of Home Builders—www.nahb.org
- Census Bureau—www.census.gov
- The Blue Book—www.thebluebook.com
Then, visit company and competitors' web sites and anything you can Google to gain more information on your target audience, their goals and ways to build relationships.
This week’s tip comes from Rick Davis, president of Building Leaders, Inc. and author of the book, Strategic Sales in the Building Industry. Based in Chicago since 1998, Building Leaders Inc. specializes in sales and sales management education in the building materials industry. For more information, visit www.buildingleaders.com or call 773-769-4409.