Building Products and Services

SALT Marketing is a trusted growth partner for Building and Construction Products Suppliers. Our customers in this category typically target strategic partners such as Architects, Builders or Contractors that provide significant repeat business. SALT is seeking clients in this category with Operational Maturity - when we get you to RFQ, we need you to win.

Since SALT is targeting strategic partners for our Building Products Clients, the sale tends to be more relational in nature. We’re looking for partners where we can build a lasting impression on behalf of our customer.  While this may mean complex projects with longer sales cycles, the repeatability in the relationship results in sustainable growth. The opportunities SALT brings for our Building Products Customers typically results in over $100,000 in annual revenue potential.

“We started working with SALT Marketing during the middle of a pandemic and they were able to absolutely supercharge our sales efforts. They are fantastic at converting those cold introductions into warm leads. I can’t thank SALT enough for their assistance during a very trying time.”

- President- Regional Skylight and Glass Company

Client Capabilities

• Custom Marble and Stone Products
• Custom Skylights and Glass
• Custom Doors and Windows
• Ground Penetrating Radar Services
• Custom Fixtures such as Pulls and Knobs

Frequently Asked Questions

Can we provide continuing education to design partners such as Architects?

Yes. Many Building Products Companies don’t realize that Architects require a certain amount of continuing education.  By providing a strategic message, most will agree to a meeting or lunch-and-learn where you can present information that meets these requirements. This is a fantastic way to get in the door with qualified accounts.

We don’t have a target list.  Can SALT help us to identify ideal customers to call on?

Yes, SALT subscribes to industry leading data sources and has an internal database of 6 million contacts. We build our target lists based on industry, geography, size, and other factors determined in onboarding.

Who owns the contacts and the data as a result of the engagement?

As the client, you hire SALT for time, talent and process. We work on your behalf using your brand name to gain entry to new customers.  While we track and have access to the data through the engagement, you own everything we gather.

We have an existing internal sales team, can SALT still help us?

As we dig deeper into internal sales teams we often find they are fairly technical staff - sometimes former engineers.  These teams frequently work within the existing book of business and lack the personality and process for prospecting. SALT would argue that we have the time and process to serve as the dedicated hunting team.  You benefit from the specialization of tasks by keeping your technical sales staff focused on higher value activities.

Examples of Success

• Opportunities Identified
• Typical Process
• Success Story

Client Discovery

SALT hold a series of on-boarding calls to become a seamless extension of your team—to accurately represent your business.

List Building

Qualified, dedicated humans at SALT use their expertise and knowledge of world class tools to create a custom prospect list.

Account Qualification

Leads are qualified based on how good of a match they are for you.

Contact Verification

SALT finds the right people—the decision makers. We obtain contacts, email addresses, and phone numbers.

Nurturing Relationship

We nurture the contacts, building trust using your brand over time. Regardless of interest, we nurture relationships within qualified accounts.

Opportunity Identification

Hand-off takes the form of a call, face-to-face meeting or webinar. During this, we set up the QFTA - Qualified First Time Appointment.

SALT engaged with a Denver based Custom Glass and Window Company.  The client was interested in booking appointments with strategic Architects who often specify custom glass into their designs.  SALT worked with the customer to determine opportunities for continuing education for Architects and began to prospect local partners. In a 12 month period, SALT generated 48 new introductions.  . . . read more by downloading the case studies below:

Download Case Study