A new focussed team approach to residential sales is beginning to pay dividends for small projects business.
The Trade Team held their first proactive sales day recently to target hotel and bed and breakfast business.
It saw them briefed ahead of the day and given access to relevant reports to enable them to identify potential opportunities.
The day kicked off with a full team virtual meeting before spending the day contacting customers to discuss our offer within smaller projects.
A series of catch-up Teams calls were held throughout the day to discuss progress and exchange ideas about what was working well.
The end result was a number of leads, the development of new relationships and changed perceptions among customers who thought Ideal Standard and Armitage Shanks didn’t operate in that area.
Business Development Executive Mustafa Rahman said: “As a team we thought it was a great opportunity to work together and really enjoyed the chance to do something different while working at home.
“Between the team, we gained four new project leads for customers we are not currently dealing with as a business, we built new relationships for potential future projects and we changed a number of customer perceptions, as many of the target audience said they would have never considered us for this type of project previously.”
The idea for proactive sales days was developed by Regional Team Leaders Jamie Maguire and Tom Ball.
Jamie said: “When we came up with it originally it was because we needed to make some headway with small residential projects.
“What we said we would do was to focus on small hotels and B&Bs as a one-off so then we changed it to focus on merchants.
“We are going to do one a month on various themes. The 29th of this month will be Wolseley, speaking to their external sales people and asking about merchant-led smaller projects; something different every month to drive proactive sales.”