January 9 - 11, 2018
Orlando, FL

How to Identify & Qualify Your Best Customers

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Tuesday, January 9 | 3:30 - 4:30 PM

Location: OCCC - West Concourse, Level 3, Room W 304 G

Format: Building Knowledge Session Level of Content: Intermediate

Who Should Attend: Remodelers, Single Family - Small Volume Builders, Single Family - Custom

Track: Custom Building & Remodeling

Speaker Handouts and Other Documents

Speaker(s): David Lupberger, BS/Psychology, Remodel Force, Boulder, Colorado

What It's About:

Small business owners wear dozens of hats and have limited time and resources. The Harvard Business School refers to this phenomenon as "resource poverty." Working in this environment, time is one of the most valuable resources business owners have, and due to limited time, successful business owners need to focus their energy on "high-impact activities," such as attracting and qualifying the right clientele. This session will give you the information you need so that you never again go on a sales call with an unqualified prospect.

What You'll Learn:

  • Learn how to identify the "sweet spot" in your target market and follow up properly.
  • Understand how to identify the demographics of your best clients to capture additional sales.
  • Determine what questions to ask a potential customer over the phone so that you don't waste valuable time on an onsite sales call with an unqualified prospect.
  • Examine how to maximize the time spent selling to targeted clients.

Continuing Education: NAHB - 1.00 CE hour(s), NKBA - 0.1 CEU(s)

How to Attend:

Participants must be registered for a full registration package or a 1-day education with expo pass package valid for the day of the session they wish to attend. Seating for Building Knowledge sessions will be on a first-come, first-served basis.


Tags: Custom Building & RemodelingRemodelersSingle Family - CustomSingle Family - Small Volume Builders

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