Accreditation requires 6 credits of elective coursework. Sales/marketing courses may apply toward this requirement. Re-Accreditation requires 2 credits that have not been previously completed in the sales/marketing category.
(MKT102) Negotiating with the Educated Buyer
Beginner Course - Presented By Pete Brown
This course addresses the challenges of negotiating and discusses multiple negotiating strategies. You will learn about the seven deadly sins that can destroy a great negotiation opportunity. This course will expose the buyer so that you can identify multiple buyer types, including the average buyer and the savvy buyer. Comparisons are offered so that you can differentiate between negotiating strategies and identify the 12 common buyer ploys. Learn about the critical areas common to all negotiations and the real difference between win/win and win/lose. You will be challenged with making changes to your own methods for negotiating in a sales situation.
(MKT103) Bid Management and Negotiation
Beginner Course - Presented By Brian Drucks
Discover a detailed and disciplined process for discerning when to bid or not bid on a scope of work. Realize how profiling your customer and your company will keep you on track for developing the right bids and proposals suitable to your operation. You will examine how to fine-tune any bid to ensure you will avoid cutting into profit when you're cutting prices and learn principles that will allow you to maximize production rates, increasing crew performance on any job. Finally, we review methods to evaluate the buyer and the job to ensure that bids are value engineered, leading to successful operations.
(MKT105) Marketing Strategy I
Beginner Course - Presented By Tom J. Birkenmeier
In this course, you will learn why "brand awareness" is linked to sales leadership in any category. Examine media solutions that are right for your business and prioritize them for cost effectiveness, and discover how not to "box yourself in" when branding your company's products and services. Branding and personification will help you identify the attributes that shape the perceptions of your brand personality.
You will also learn to visually plot your product and your competitors' product or service position. Insightful methodologies are defined, giving you ways to improve information extraction, organization, and ideation techniques. You will learn to build a comprehensive cornerstone-marketing communications document, allowing you to plot your marketing success.
(MKT106) Winning the Job With a Higher Bid
Beginner Course - Presented By Pete Brown
This course explores an extraordinary new way to look at selling. Aimed at getting beyond the traditional methods of closing business, you'll get answers to questions concerning important details of the sales cycle. You will be walked through the buyer-seller relationship and learn new ways to exploit the common and traditional elements in customer relationships. If you find yourself competing on price, this course will demonstrate that control is the key to recurring success in sales. The relationship between quality and price are examined for their direct relationship to value and how to translate the combination into sales.
(MKT107) Marketing Success for Commercial and Industrial Contractors
Beginner Course - Presented By Brandt Domas
In this course, you will see how a good marketing and communications buzz assists your business during expansion. You will learn where to look for new contracts and how you can take them from business suspect to real prospect. We examine the details that will allow your company to become a public relations engine, providing continual marketing and communications. Attention is applied to the possibilities you may find in becoming the niche expert for a new marketplace, allowing you to gain considerable ground on the competition. You can review methods for sharing your expertise that will cause you to become known for your depth of knowledge.
(MKT108) GO FOR THE GOLD: Marketing to Grow Your Business
Beginner Course - Presented By Richard Greene
In this upbeat presentation, PDCA CEO Richard Greene walks you through easy-to-implement marketing concepts that can help you get more business by "mining" your prior customers, "cultivating" your current customer list, and "digging" for new customers. He will remind you of the 7 most important seconds of the customer relationship, tell you how home-made pie grows revenue, and explain how thinking about your dentist can result in repeat business. This is a fun-filled hour of reviewing old tricks and new tips to help market your unique business expertise.
(MKT109) Groupies Are Not Just for Rock Stars!
Beginner Course - Presented By Steve Burnett and Josh Abramson
While you may be good at playing an air guitar, you're probably better at running a painting company. So, how do you satisfy that desire to have a caravan of groupies? Become the "go-to guy/gal" for clients and their friends by following a very simple plan for the off season -- without breaking the bank! Steve Burnett of Burnett Painting and Josh Abramson of A.Allbright Painting reveal their tested methods for being the ultimate service professional.
(MKT110) Diversifying Your Painting Business
Beginner Course - Presented By Linnea Blair
Want to grow your business in a shrinking market? Does it seem like the market for your services is smaller than it used to be due to consumers spending less? Or is your market just fine, but you are looking for more ways to grow your business? Diversification is a strategy that many companies use to grow sales. Diversifying your business offerings can increase profitability through greater sales volume obtained from selling new services to an existing market or from finding new markets for your new or existing services. Learn different ways you can diversify your business, things to consider when using diversification as a strategy, diversification ideas and strategies for painting contractors, and how to market your new services.
(MKT111) What Every Painting Contractor Needs to Know about Profitable Lead Generation
Beginner Course - Presented By Mike Jeffries
The interactive presentation in this session is designed to help you discover the sources of dynamic growth that successful painting companies use. Learn where to focus your marketing efforts now, sources of business most companies never tap, and strategies for targeting the most profitable prospects.
(MKT112) The Painter's Definitive Guide to Government Contracts
Beginner Course - Presented By Malcolm Parvey and Debbie Alston
Federal government contracts present a huge opportunity for painting contractors, but they can be daunting if you don't know where to begin! This presentation will guide you through the process and help you feel confident enough to get started. It will take you step by step through the often-confusing world of federal contracting -- with no obscure jargon, and assuming no prior knowledge of this marketplace.
(MKT113) Green Business Opportunities
The White House Council on Environmental Quality (CEQ) bought multiple agencies together to develop a national Recovery through Retrofit initiative to increase business opportunities, grow green jobs, and boost energy savings. This course aims to: provide an overview of the Recovery through Retrofit initiative, outline the core business principles required of any firm interested in supporting energy retrofits, and identify available training and resources that support the Recovery through Retrofit initiative.
(MKT115) SEO: The Good, the Bad, and the Ugly
Beginner Course - Presented By Kellen Kautzman
Approximately 85% of all website traffic and 70% of all online purchases originate from a search engine. There are several aspects to search engine optimization and marketing that business professionals should be aware of to increase their companies' online profile, ensure that they stay competitive, and be found online by potential customers.
(MKT116) Four Keys to Convert Prospects into High Paying Customers
Beginner Course - Presented By Bill Silverman
If getting new customers in this tough economy with its cutthroat competition and low-ball pricing has been a challenge for you, then this is a course you should take. One thing that Bill Silverman has found in working with his coaching clients and from talking to hundreds of other small business owners is that: most of you are not hitting on all cylinders in your sales process, and great prospects are literally slipping through your fingers! In fact, Bill has found more than 35 gaps in the typical sales process resulting in thousands of dollars in missed opportunities. In this course, Bill will share some quick-hit strategies you can use right away to plug the gaps in your sales process and get more customers.
(MKT117) Creating an Effective Marketing Strategy
Beginner Course - Presented By Linnea Blair
A business can survive for some time with poor records, insufficient finance or a lack of management skills, but it can't last long without a market. Something has to be done to make the phone ring, and that thing is marketing. Yet perhaps the most common problem faced by business owners is their inability to effectively sell their products. There are numerous examples of businesses that are able to make high quality products at a competitive price, but have little experience or skill in finding people who are willing to buy them. Essentially, they do not have a marketing strategy.
This course explains the core concepts of a marketing strategy: identifying customer groups (target markets), which a small business can serve better than its larger competitors, and tailoring its product offerings, prices, distribution, promotional efforts and services towards that particular market segment (the marketing mix). A good strategy implies that a business cannot be all things to all people and must analyze its markets and its own capabilities so as to focus on a target market it can serve best.
(MKT118) Social Media Marketing for Painting Contractors: From Mystery to Mastery
Beginner Course - Presented By Linnea Blair
If you want to know how on earth social media could ever pay off for your painting contracting business, then this is the course for you. Whether you’re using social media already but think you could be getting better results, or whether you are still trying to figure out what all the hubbub is about, Linnea Blair of Advisors on Target has helped many painting contractors get online and get their message out. And now, she shares her best ideas and advice for how you can use social media marketing to reach the audience you want, get the clients you need and be more successful.
How could social media benefit your company? How do you find and reach the people who are most likely to hire you? Are you constantly bombarded by companies trying to get you to pay money for social media services you do not fully understand? What social media can you do on your own, and when is it time to hire someone to do it for you?
If you are like most business owners, you want the confidence and knowledge to create a professional social media presence that reflects your company brand the way you want to be known, and you want the tools to connect effectively with your audience to get more business!
Are you the owner of a small to medium-sized business who wants to get more leads and referrals through social networking? This is one training investment that is sure to pay off for you.
Online relationships mirror offline relationships. If you can connect with your current contacts through social media as well as in person, you will expand your ability to be at the top of their minds and become connected to their networks. In other words, you get your business in front of more eyes, more often!
(MKT119) How to Position Yourself to Win
Beginner Course - Presented By Ron McKenzie
A negotiation can be as simple as a phone call or as complex as a series of meetings where different contracts are reviewed. The importance of negotiation is critical to the overall success of your company. Negotiation is the last step before you get the project. Therefore, the word "negotiation" scares many people.
This course addresses negotiation issues for residential and commercial painting and decorating contractors. There is not one simple answer as every negotiation is different. What is important is to develop a process; this course also provides a framework for developing this process of negotiation.
(MKT120) 5 Proven Tactics to Help Your Ideal Client Find You
Increasing the chances that your ideal customers will find you online is top priority for your small business. In today’s market utilizing the internet is the most effective pathway to generate new leads with. Get one step ahead of the competition and learn the top 5 tactics to incorporate into your online marketing strategy so that the internet brings your business into success.
(MKT121) Get Leads From Your Own Backyard! Online Geo Targeting Explained
Learn how to generate more business in your local area by tailoring your online marketing tactics to reach your ideal candidate. After attending this webinar you will be able to understand what marketing strategies will lead your small business to a greater presence online.
(MKT122) Online Reputation Management - How to Protect and Nurture Your Businesses Online Image
A company’s reputation online can make or break its online brand awareness. From unhappy customers and unethical competitors, today’s technology allows anyone to write anything about your business. Understand how to protect and nurture your company’s character online while learning how to remove online “graffiti” by attending this webinar.
(MKT123) Erasing Online ‘Graffiti’ and Protecting Your Reputation Online
Beginner Course - Presented By Matt Murren of Local Market Sense
Join us for an hour long webinar to explain how important it is to protect your reputation online. Unhappy customers, angry employees, and unethical competitors can destroy your reputation.
If you think this isn't for you, think again. Now more than ever your prospects can assess your reputation in seconds, and it will be costing your business.
We will cover tactics you can start today to analyze your online reputation, as well as erasing or removing online 'graffiti' about you or your business.
(MKT124) The Nametag Principle
Beginner Course - Presented By Scott Ginsberg of "Hello my Name is Scott"
If they can't come up to you, how will they ever get behind you? This Program teaches business people how to position themselves as approachable leaders, engage the people who matter most and create an atmosphere of comfort, safety and listenability in their companies.
(MKT124) Proven Traditional and Online Marketing Strategies to Dynamically Grow Your Painting Business in 2013
Beginner Course - Presented By Mike Jeffries Rivers of Revenue, LLC
Setting standards of excellence, implementing a consistent and effective lead generation plan and then converting more of those leads into sales are the hallmarks that successful painting companies, carry out every day.
This Webinar is sponsored by:
(MKT125) Women Owned Small Business Program - A Guide for Contracting Officers
This course is about increasing contract opportunities for women owned small businesses
(MKT126) Business Opportunities: A Guide to Winning Federal Contracts
This course is designed to provide an overview of federal contract procedures and describe how to seell to the government.
(MKT127) EPA LRRP Rule for Paint Contracting Sales/Management
Beginner Course - Presented By Randy Fornoff of MTS Painting
This session covers the current EPA Lead Renovation, Repair & Painting rule. This knowledge will help determine business opportunities regarding bid requests, even if you do not handle this type of work. The class will cover sales techniques and estimating the cost of applying the new rule, helping you be an industry leader.
(MKT128) Maximizing Lead Generation from Your Most Important Marketing Tool: Your Website
Beginner Course - Presented By Mike Jeffries of Rivers of Revenue
This session will teach you what to do and what not to do in order to turn your website into a lead generation machine. If you have invested in a web presence for your company, you should be gaining the most impact from your online investment.
(MKT129) Three Keys to Unlock New Growth Trapped in Your Business
Beginner Course - Presented By Bill Silverman of AdviCoach
Has your business hit a plateau or even shrunk over the last few years? The bad economy may not be to blame! You may be stuck at one of the natural growth traps that plague all small businesses. Bill Silverman will discuss low-cost and no-cost strategies that you can use to unlock the huge profit growth that is trapped in your business.
(MKT230) SEO 2.0. Advanced Tactics. Simple Implementation.
Beginner Course - Presented By Todd Heskett
Get ahead of the competition and drive more traffic to your website with simple yet effective strategies that you can plug in on your own in just a few hours a week. We will present proven strategies that build on the basic SEO methods you've put in place thus far, and help you gain online market share, driving more exposure and increasing sales.
(MKT231) Estimating for A Profit
Beginner Course - Presented By Lynn Fife, Evergreen Technology
This seminar is where we start with how to calculate an accurate labor rate that is based on the facts of how much they need to bring in each month. We show them how to adjust the labor rate based on how many employees they have and how many hours employees work. We show take off techniques that are fast and dead on accurate. Finally, how to calculate labor and material needs that are tied to a “Field Budget Sheet”. We show how to monitor what is being estimated to what the employees are actually doing so the estimator can adjust estimating every month to stay on track and end up with fast, easy and dead on accurate estimating system tied to their profit structure.
(MKT231) Upselling, Down-Selling and Cross-Selling: How to Make More Sales in Business
Beginner Course - Presented By Jonathan Goldhill, CEO/Head Coach, The Goldhill Group
How stupid would you feel if the following was true? When surveyed after project completion, many homeowners say they would have spent more if their contractors had shown them more options! Well, it may be true, but it doesn't have to stay that way. By adopting a sales mindset, preparing yourself mentally for the call, arming yourself with sales scripts, listening and paying closer attention, you can add additional sales to your current projects. Everybody gets the same good and bad leads. So, learn how to convert those leads into sales - think selling, up-selling, down-selling and cross-selling - and cry no more over lack of business.
(MKT201) Marketing Strategy II
Intermediate Course - Presented By Tom J. Birkenmeier
This course covers full-circle marketing, showing you how to create sales through seamless integration. Building upon principles uncovered in Marketing I, this course will assist you in developing an integrated full-circle marketing matrix. Discover your marketing opportunities, strengths, weaknesses, and position your vis-a-vis competition. We review and identify, in order of customer importance, all factors that separate your brand, product, or company. Identify and implement the action steps necessary to create the "brand footprint" that will open and exploit your market opportunities.
(MKT202) Closing Secrets and Tips to Increase Business in 2013
Intermediate Course - Presented By Mike Jeffries
Most painting contractors are really good at painting but not quite as good at communicating why prospects should choose them. Knowing what to present and what to say can dramatically increase the percentage of prospects that say yes to your proposals.
(MKT403) Defining Your Vision and Mission Statement in Today's Market
Intermediate Course - Presented By Darylene Dennon, Solid Energy, Inc.
A business vision and mission are paramount to everyone's future growth and success of the business-no matter what size. The vision and mission not only guides the course of the business and its employees, it also is paramount in marketing your brand to prospective clients. It differentiates your business from your competition. It's important to understand exactly how to write Vision and Mission statements, and what differentiates you from any other business. Once you have established why you are in business and what you want your business to look like in the future, you can now create a marketing plan that works.