When does a construction specification become a sales lead?

Another excellent bog article from Xerodocs.

My favorite lines:

Getting specified by architects and design professionals doesn’t immediately equate to a sales lead. This is a common misunderstanding in the industry, and is often overlooked by brands desiring a position in the market.

A specification is the professional recommendation or preference for a product based on its merits and suitability for a particular project. While it’s an important step, it does not guarantee a sale. It’s not a lead to hand off to a sales person.

The construction specification becomes a sales lead once the project moves into the bidding phase. It’s at this point that contractors start looking at the specified products and reach out to installers and manufacturers for quotes.

This transition from a document on an architect’s desk to an active inquiry from a contractor marks the evolution of a specification into a genuine sales lead.

The blog continues with suggestions on how to capitalize on the specs.

https://zerodocs.com/3-part-construction-specification/

Contact me if you have any questions or suggestions.

Colin

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Colin Gilboy
Publisher - 4specs
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