As I was leaving I spotted a contractor loading 2 pieces of 8' Closet Maid shelving into the bed of his truck. It's already closing in on 90 degrees and the sweat was just pouring off his face. He appeared to be in his 50's.
I asked if he was doing some "HoneyDo" work for the 4th. His answer of "No, it's for a house I'm building" gave me the perfect opportunity to explain why he should be spending the 4th cooking hot dogs and drinking beer rather than working on a house.
Then I explained that I write a blog about modular home construction and handed him my business card.
I asked where the jobsite was located.
Answer: 7 miles away.
I asked why he was picking up the shelving himself.
Answer: he gave all his guys the weekend off.
I asked how long it will take him to make the trip to and from Lowe's.
Answer: about an hour
And finally I asked how long it would take him to install the shelving.
Answer: about 45 minutes.
Are you seeing a pattern here?
Within a couple of minutes he gave me one of his "pain points" and I told him how to alleviate it. Simply go Modular!
He was very interested in learning more and promised to contact me after the weekend as he had to get back to work and be home before his wife, who didn't want him working on the 4th in the first place, got upset with him.
The lesson for all modular sales reps is there are a lot of site builders out there that don't realize the pain you could save them by going modular. Plus the extra time they will have for their spouse.
Maybe we should be talking to the spouse!