Mastering the Job Site Visit

Introduction

Job sites are a key source of business in the construction and equipment industries.

• Understanding the dynamics of a job site is essential for sales professionals.

• A sales rep's approach should be about adding value, not creating a distraction.

Key Concepts

• Job sites are the pulse of construction: They reveal current projects and future opportunities.

• Safety First: Always wear proper Personal Protective Equipment (PPE).

• Observation is Key: Before approaching, assess the site's activity. Avoid showing up during critical times like concrete pours or meetings.

• Respect the GC's role: Check in at the job trailer to introduce yourself. This allows them to manage the site effectively.

• Value-Added Proposition: Sales reps should bring resources, not just sales pitches. They should aim to make the job site more efficient.

How to Add Value

• Be a Resource: Help the GC to find the necessary equipment and materials so the project can run smoothly.

• Be Prepared: Tile sales professionals should be ready with measuring tools, samples, and a camera or phone.

• Offer Mock-ups: Demonstrate how tile will look with grout.

• Document Everything: Take photos of issues, from multiple angles and including overall context.

• Listen: What are the concerns of the team on site? What are their perspectives?

• Be Kind: Your presence might be disruptive.

Key Takeaways

• Job site visits are not just about selling: They're about building relationships and providing solutions.

• Focus on being a resource, rather than just making a sales pitch.

• Always be prepared, respectful, and aware of your surroundings on the job site.

• Make sure to check in at the job trailer.

• Always be prepared with PPE and a way to document.

Call to Action

• Consider how you can make job sites run more efficiently..

• Be prepared for your next job site visit by using the provided checklists.

• Think about what value you are bringing to the job site.

• What is your next project?