Telemarketing, Telesales, Business Development – What’s the difference and what does my construction business need?   When it comes to sales and marketing, most construction business owners just want to know how they can get more projects in the door. The problem is there are lots of terms people use to describe the services they use to deliver this… one common confusion is over the terms telemarketing, telesales and business development.  Everyone will have a slightly different definition and certain preconceptions associated with these terms – but here is what we mean by them, and where we think they are most suited.   Telesales   For me, this immediately brings up images of call centres full of (mostly young) people wearing headsets and doing 100+ calls every day. It often has negative connotations as it is associated with nuisance calls and scams.  However, it does have its place in the construction world. It can be a very effective way of reaching high volumes of people, and when done well is neither a nuisance nor a scam. It is most effective where the sale being made is of low value, or free, and the decision-making unit is simple – i.e. one person. It’s therefore most effective when used to promote products or events.  This is not a service CMS provides as it requires a completely different skillset to the highly relational development approach we advocate.   Telemarketing   For many, this is very similar to telesales – but I would argue there is a difference, particularly in its value to construction marketing.  You would typically expect this approach to involve more research and a lower volume of calls, but still a relatively surface-level engagement. It is, therefore, well suited to booking sales appointments or gathering market intelligence.  This sort of approach is ideally suited to campaign work, rather than long-term engagements, but can be used in both scenarios. If you think you have a telemarketing requirement in the construction industry, CMS can help – contact us to find out more.   Business Development   This term itself can mean many different things… for our purposes though, you could more accurately call it telephone-based business development. This is how we describe our core-service at CMS.  Our primary medium is the telephone, but the aim is very different from a quick sale or booking an appointment. The aim of our call – and of course, many subsequent calls – is to develop a relationship, because relationships produce business. This is particularly true in construction.  Because we are often working with specific project leads, you could be forgiven for thinking that a quick response – i.e. opportunity to tender/price – is what we are looking for. The truth is that telephone-based business development, when done well, will not only result in opportunities on those projects, but also initiate the kind of relationship where regular opportunities are passed your way.     If you would like to discuss how we can help your business by providing part-time telephone-based business development support then please  contact us .

Telemarketing, Telesales, Business Development – What’s the difference and what does my construction business need?

When it comes to sales and marketing, most construction business owners just want to know how they can get more projects in the door. The problem is there are lots of terms people use to describe the services they use to deliver this… one common confusion is over the terms telemarketing, telesales and business development…

      5 Things I learned at the 2019 South East Construction Expo     

  

    
       
      
         
          
             
                  
             
          

          

         
      
       
    

  


     The South East Construction Expo, held on the 26th September 2019, was an eye-opener for me in many ways. It was a well-attended event and one we were proud to have the opportunity to speak at, as our MD David delivered 21 tips for your construction sales…  Here are five other interesting things I learned elsewhere at the show:   1.       Despite the doomsayers – construction is alive and well   Yes, the industry is facing challenges, and forecasters say hard times lie ahead – but don’t they always? Believe me, I am not trying to be flippant, but it’s important to redress the balance sometimes. The South East Construction Expo was a busy show, and there was much evidence of innovation, sustainability, mental health high on the agenda – alongside news of bright-spots, even in the financial forecasts.   2.       25% of all plastics produced are used in the construction industry      

  

    
       
      
         
          
             
                  
             
          

          

         
      
       
    

  


     There is incredible momentum in the wider political landscape behind the reduction of single-use plastics – but are we, as an industry, doing our part. As part of the Glenigan presentation, Paul Hetherington of Marhall-Tufflex explained how there is still very little demand for plastics with recycled content. This seems disappointing when almost all construction plastic waste is recyclable and recycled content plastics are the same price as virgin plastics. It seems we have work to do to meet our sustainability rhetoric with our practice.   3.       Video is highly effective when it comes to marketing and sales      

  

    
       
      
         
          
             
          
             
                  
             
          
             
          

          

         
      
       
    

  


     A great presentation by James Johnson of Picture Book Films in Brighton gave us sales and marketing types some serious food for thought:    Video boost information retention by as much as 5x    People will spend, on average, 67% longer on your website if there is video    Google owns YouTube therefore video is an SEO goldmine!    Of course, it needs to be well thought out and well put together or it will fall flat – it is well worth committing budget to doing it properly.    4.       Grant funding of £170m to help construction improve quality, productivity and sustainability      

  

    
       
      
         
          
             
          
             
                  
             
          
             
          

          

         
      
       
    

  


     Mat Colmer of Innovate UK explained how this government organisation is supporting the construction industry with grants in the three main target areas of improving quality, productivity and sustainability within the built environment. He also told us about a current, live £36m grant fund for collaborative R&D projects specifically aimed at SME construction companies.   5.       Joined up thinking is essential in building design   This drive for sustainability in building design is all very well, but what about the poor folk who have to live and work in these places? I heard a story at the show of a large new building in the City. On completion it was praised for its beautiful architecture and state of the art sustainability features. Only problem was, the people who worked there couldn’t stand to be in the building as no one had properly considered the working environment inside. It’s important that in developing new and innovative approaches, we don’t sacrifice the basics or practicality of design.     Looking forward to next year’s show… will we see you there?  http://www.constructionexpouk.co.uk/

5 Things I learned at the 2019 South East Construction Expo

The South East Construction Expo, held on the 26th September 2019, was an eye-opener for me in many ways. It was a well-attended event and one we were proud to have the opportunity to speak at, here are five other interesting things I learned elsewhere at the show…