New Magic Bullet: Internet Selling

"Most builders are entrepreneurs—deal makers—more than managers, so they're always looking for a quick fix, rather than small, incremental improvements in their operations," says Colorado-based management consultant and Professional Builder columnist Chuck Shinn, whose next column will be appearing in our February 2007 issue. "Right now, with sales so hard to find, a lot of them are looking at software that automates prospect follow-up and contact management. They want more bodies in the pipeline that leads to contracts."

We'd expect to see growing interest in Internet selling, but Shinn says many builders are afraid of it.

If you attend the International Builders Show (IBS) next month in Orlando, Fla., expect to see lean, hungry builders prowling the exhibits for sales-related software, and packing the more than 40 seminars in the sales and marketing track. The smart ones will be asking every expert they meet how to take Internet selling to new extremes.

Head to www.buildershow.com to take a look at the seminar line-up.