Rockcote Sales Guide

MAINTAIN Relationship Management

These are customers who we believe are actively using/selling/specifying Rockcote render on a continual basis or have the potential to.

We want to be involved in every opportunity to provide product for their business and strategically grow their wallet share, while ensuring we foster that strong relationship and avoid any problems that may arise. We want to gain valuable information on what our major growth customers are quoting on: current project lists, best contacts, etc.

It’s important to find out who they are; what do they do; what their needs are; and how our products and services are applicable to their projects. By doing this we can find out if their needs are compliance driven, service driven, or quality of product. We should always aim to find out their specific needs and tailor our conversation to them. It’s not always price driven. Sell them our solutions not just individual products at individual rates and focus on fostering a long-term relationship. These calls are made to the decision makers.