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Issue 12

May 2008  

  New! Quad-Deck Product Manual

Just Released!!

The new Quad-Deck Product Manual is a comprehensive and informative document outlining product information, technical specifications and installation procedures for ICF floors and roofs.

Please register to download your copy.


Tips & Tricks

MEDIA INTERVIEWS

Media interviews are often a better form of awareness for your company and products than actually spending money on advertising. Media is seen as an independent third-party and are generally, more trusted.

It's easier to interview with print media since they usually have more time for research and to assemble their story. With on-air interviews you need to be very concise with your message otherwise it may get lost on the cutting room floor.

To ensure that you are able to communicate the key messages that you want, make sure you map out your strategy before the interview. Remember, a media interview is not a conversation, the journalist is a conduit to gather information and reaction to a particular point of view or storyline. Make sure you:

  • Know the 3 key points you want to communicate - any more and it's likely that the journalist will pick which points to publicize.
  • For a print interview, ask for the questions or interview framework in advance so that you can prepare.
  • Don't ramble. Be clear and concise on your points - this will help the journalist in his/her editing process.
  • For a televised interview, remember to breathe! A lot of the footage will probably never make it on air. Take a moment to collect yourself before responding.

They say that any press is good press, but knowing first what it is you want to say will tell your story and build the reputation of your company and your products.

We'd be happy to assist, contact us.


GREEN BUILDING TIP

Concrete C02 Fact Sheet

The NRMCA has recently issued the Concrete C02 Fact Sheet. This publication was created to help understand the complexities of climate change and the greenhouse gas effect. It provides an overview of the concrete industry's commitment to minimize environmental impact related to carbon dioxide emissions.

Download the fact sheet.


 Looking for ICF House Plans?

There are a couple of websites that we recommend:

coolhouseplans.com
greathousedesigns.com

Check them out!


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Pre-Construction Meetings - Make Your Job a Success

Information is one of our greatest assets when we have it and our biggest challenge when we don't. This is especially true in the building business. One of the best ways to share information about Quad-Lock ICF with the team members on a building project is a pre-construction meeting. Attendees should include representatives from the ownership, the design and engineering teams, code compliance and building trade suppliers across the project.

Read the full story.

Sales Corner...

How do you improve your selling skills and increase sales? The best professional sales people understand their customer's needs and offer the best solution to meet those needs. Make it easy for potential customers to say YES rather than NO. If your product or service does not solve the customer's problem and offer value, then your product or service is irrelevant. The question is how do you find out what is important to the customer? Quite simply, you ask!

A sales call routinely has some variation on the following:

  • INTRODUCTION
  • QUESTION & ANSWERS
  • QUOTING
  • CLOSING
  • FOLLOW-UP

These components could be in one call or over many calls depending on the complexity of the sale. I have seen experienced sales representatives meet with potential prospects and miss the mark completely. Here is a good example, I will use Joe as a fictional sales representative: Joe meets with his new prospective client and after exchanging pleasantries, Joe starts telling his client about his company's history, exemplary customer service, and lastly about his product. Joe proceeds to pull out glossy literature of his products followed closely by sharing references of successful sales across town. Joe thinks he is on a roll and the potential customer listens intently. Finally after 30 minutes, the client stops Joe in his tracks and asks a question. Joe, I appreciate you sharing all this information with me but I have one problem. Do you know anything about my business and why I made this appointment in the first place? Joe had made a critical mistake on this call. He continued to talk about his company and his great products and never once asked the customer what was important to him. This happens all too frequently when sales representatives are excited to be at the appointment and automatically begin spewing information they think is important or will impress the client.

Sales representatives should listen more and talk less. Remember that the potential customer's time is valuable to him. Joe was asked to the meeting because the potential customer has a need he has identified. In Joe's situation, he should have been prepared and asked specific questions, ultimately steering the direction of the sales call. Questions such as these are good examples:

  • Thank you for inviting me in today. What would you like to accomplish with this meeting?
  • In regards to your project, what is important to you?
  • If you could fix one thing about your existing supplier, what would it be?
  • What features and benefits appeal to you most?
  • How did you hear about our company?
  • How much do you know about our product offering?

I am sure you see the idea and where Joe could have done a better job asking probing questions. It is more important to understand your prospect's business model and needs than it is to tell him how great you and your Company are. If you focus on the needs of your prospect and hone your questioning technique, you will save a lot of time and close more sales. And remember, after the probing questions you will have a clear of what the customer needs - THAT IS WHEN THE REAL SELLING BEGINS.

ICF and Energy Savings...

John Hatfield brought to our attention that we should be more specific when making energy claims relating to ICF construction. We are after all, only one component in the overall design of an energy efficient building.

With that said, here is John's position: "That Quad-Lock as an integral part of an energy saving design can assist the total building envelope with an energy reduction of 30 to 50%. This envelope would include Energy Star windows and a minimum roof assembly that incorporates an R-30 insulation and an integral air leakage barrier system."

ICF Builder Magazine recently ran a story on "Five Steps to a Successful Zero Energy Home (ZEH)" and have given us permission to share it with you. View that article and our info on Energy Performance & R-Values.

We Need Your Help...

 Proven Energy Efficiencies

As part of our on-going development of materials to assist in the sale of Quad-Lock, we want to create a library of statistics about structures built with Quad-Lock Insulating Concrete Forms. You can help us by submitting your energy bills, along with the bills from a comparable house in your neighborhood for us to add to our library. When you do this Quad-Lock will pay your highest month's energy bill for your troubles.

Contact us for more information.


Hope you enjoyed reading your Quad-Lock E-Connection. Remember that you need to tell us, if you'd like to receive future issues. It's as easy as entering your email below.

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Best regards,
Quad-Lock Building Systems

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