Comments on: Sell the Benefit of Your Construction Services http://constructionlawva.com/sell-benefit-of-your-construction/ Thoughts on the construction landscape from Christopher G. Hill, Virginia construction lawyer, LEED AP and member of the Virginia Legal Elite in Construction Law Sat, 19 May 2012 09:22:16 +0000 hourly 1 http://wordpress.org/?v=3.3.2 By: Christopher G. Hill http://constructionlawva.com/sell-benefit-of-your-construction/comment-page-1/#comment-3878 Christopher G. Hill Tue, 04 Jan 2011 16:54:14 +0000 http://constructionmusings.solopracticeuniversity.com/2009/05/sell-the-benefit-of-your-construction-services/#comment-3878 Great thoughts Nick. I appreciate your continued readership and comments. Great thoughts Nick. I appreciate your continued readership and comments.
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]]> By: Nick Pacella http://constructionlawva.com/sell-benefit-of-your-construction/comment-page-1/#comment-3877 Nick Pacella Tue, 04 Jan 2011 16:50:33 +0000 http://constructionmusings.solopracticeuniversity.com/2009/05/sell-the-benefit-of-your-construction-services/#comment-3877 I read a story recently about the company Hermes that relates to the Chuck's comment of not becoming irrelevant. Hermes was founded (over a hundred years ago", a fact that is not what draws customers to their logo today. They began as harness makers and moved into custom saddlery. Now I am sure that there are people out there buying saddles but the business never recovered from Mr. Ford's success. If they had not had the foresight to cross over into custom leather wear they would not be the iconic maker of 'au couture that they are today. Beating your own drum or blowing your horn will only drown out the sound of your customer's. By asking questions and listening to their answers you may just create a pleasing symphony and a lasting relationship with your customer. I read a story recently about the company Hermes that relates to the Chuck’s comment of not becoming irrelevant. Hermes was founded (over a hundred years ago”, a fact that is not what draws customers to their logo today. They began as harness makers and moved into custom saddlery. Now I am sure that there are people out there buying saddles but the business never recovered from Mr. Ford’s success. If they had not had the foresight to cross over into custom leather wear they would not be the iconic maker of ‘au couture that they are today.

Beating your own drum or blowing your horn will only drown out the sound of your customer’s. By asking questions and listening to their answers you may just create a pleasing symphony and a lasting relationship with your customer.

]]> By: mhanwork http://constructionlawva.com/sell-benefit-of-your-construction/comment-page-1/#comment-1614 mhanwork Fri, 06 Nov 2009 14:39:40 +0000 http://constructionmusings.solopracticeuniversity.com/2009/05/sell-the-benefit-of-your-construction-services/#comment-1614 @constructionlaw oldy but goodie. I have stuff sitting in the hopper, so if you ever want another, let me know. @constructionlaw oldy but goodie. I have stuff sitting in the hopper, so if you ever want another, let me know.

]]> By: Matt Handal http://constructionlawva.com/sell-benefit-of-your-construction/comment-page-1/#comment-94 Matt Handal Mon, 01 Jun 2009 19:53:45 +0000 http://constructionmusings.solopracticeuniversity.com/2009/05/sell-the-benefit-of-your-construction-services/#comment-94 Chuck,<br /><br />Thanks for the comment. I've always found that "combined experience" sets off the BS detector. I think it would be better to say that we helped 100 people with your exact problem. That's showing "social proof," which is one of the key ways to influence a person's decision. Chuck,

Thanks for the comment. I’ve always found that “combined experience” sets off the BS detector. I think it would be better to say that we helped 100 people with your exact problem. That’s showing “social proof,” which is one of the key ways to influence a person’s decision.

]]> By: Christopher G. Hill http://constructionlawva.com/sell-benefit-of-your-construction/comment-page-1/#comment-93 Christopher G. Hill Fri, 29 May 2009 13:45:28 +0000 http://constructionmusings.solopracticeuniversity.com/2009/05/sell-the-benefit-of-your-construction-services/#comment-93 Thanks for the comment Chuck. Your input is always welcome. I agree. Your firm's experience means less than what you can do to benefit the client. Reputation may get you the initial contact, but selling the benefit gets you the business in my opinion. Thanks for the comment Chuck. Your input is always welcome. I agree. Your firm’s experience means less than what you can do to benefit the client. Reputation may get you the initial contact, but selling the benefit gets you the business in my opinion.

]]> By: Chuck Newton http://constructionlawva.com/sell-benefit-of-your-construction/comment-page-1/#comment-92 Chuck Newton Fri, 29 May 2009 13:40:07 +0000 http://constructionmusings.solopracticeuniversity.com/2009/05/sell-the-benefit-of-your-construction-services/#comment-92 I have often thought the tried and true in legal marketing had become staid and boring. The one that I see among firms in our area is something like "Over a hundred years of combined experience". Well, maybe that sounds good to them, but it sounds a old as Ben Franklin to me. It is almost the antithesis of being in touch and on top of the game. But, that is my opinion. I have often thought the tried and true in legal marketing had become staid and boring. The one that I see among firms in our area is something like “Over a hundred years of combined experience”. Well, maybe that sounds good to them, but it sounds a old as Ben Franklin to me. It is almost the antithesis of being in touch and on top of the game. But, that is my opinion.

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