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[Music] [Applause] hey donovan everett with da everett construction group coming to you to talk about how do sales work in the construction business particularly for our business so for us we're uh we're a relationship based business where we're not out uh bidding every single thing that is hitting the street we are actually a customer base customer relationship based business where we're out building relationships with our customers to uh to help them solve their problems through the through the construction process we want to bring value um we're not the low low bid we're not the low bid contractor out there low bid and everything we're really relationship based and and for us the sales cycle is is a pretty long sales cycle where first of all we're identifying what what are the potential projects out there in the early stages of the of the project where it really hasn't been designed yet uh where there's just a thought or a where it's getting ready you know where they want this project to happen so early on we're identifying those and we're whether that may be through design partners or clients themselves or other partners in the industry that may be on the uh on the know of the construction process and we're really starting early on to understand what that project is what what the what the client needs what are they looking for into it and then trying to align a winning strategy around what that is to help win that client over and that process goes may go for months we're meeting with them and talking with them to to understand what they need what they're looking for in the construction process what they're looking for in a construction partner and as we're learning that process we're back here at our office developing a game plan to help execute a strategy to let that client know we understand what they're looking for we understand their problem and here's how we're going to solve it and once they understand and it clicks that they understand that we have a great solution to their problem that sales process is really kicking in and we and we're relying on ourselves to probably position ourselves to to bring that project into our wheelhouse and and to sign that client on to build their project form and as i said it's a long sales process we try to shorten it as much as we can by by letting them know that we can solve their problem early on in the process but our sales cycle is relationship and once we do that we go to work and once we go to work the sales doesn't stop because we have to really do what we say we're going to do we have to we're out there executing but along the way what strategy we gave them to help solve their problem we got to make sure we're doing that and that requires checking in with them uh every just every step of the way certain milestones of the construction process because we want to make sure we are doing what we what we sold to them because we're setting up for the next cell hopefully this client is not going to build their last project just that one project we're looking for a long-term relationship with the client we're hopefully building not their first project not their second project we want to be we want to build all their projects so we're that sales cycle is all the way through from beginning all the way to the end and when we end that project with them we want to know that we did what we say we're going to do but also too that they believe it and felt like they got what we sold them so the next time they have another construction project that we're their first call guys those tips i know they help they work for us if you have any questions go to my social media outlets linkedin facebook instagram ask me a question i'll get back to you and until then we'll talk to you next time [Music]