The internet, HGTV and readily available information from manufacturers does, in fact, provide a lot of information. But it could be argued that the information is as confusing as it is helpful.

Consider that you are involved in construction projects every day of your life while the consumer may build or remodel once or twice in a lifetime. This means the consumer has a very clear picture of the before and after picture, but not much idea of the process in between. My tip is to sell “in-between.”

The in-between is the time when their home is a job site. It means surprises and unexpected delays. It means a change in lifestyle for the homeowner. On your first sales call, ask your client what construction experience they have. You may discover they have little clue about the challenges they are about to face. This is the moment for you to establish your credibility.

Start by educating your client about problems that can occur and how you avoid them in the first place. You can explain how their proper planning involvement, under your guidance of course, can make a difficult job run smoothly. Help them plan for the care of pets and children. Let them know their neighbors might have concerns and that you offer to meet them prior to the project to help ease tension (and potentially get a referral in the process!) Clearly lay out how a properly scheduled project can work…with their cooperation.

Before you make a sales pitch, first set expectations. You will inspire confidence in the buyer and get a leg up on your competition.

Rick Davis is a contributing editor to several construction industry magazines and a nationally recognized sales trainer. You can sign up for his daily business tips at www.buildingleaders.com