Matt Shoup- The Importance of Relationship in your Sales Process


Kevin Price, Host of the Price of Business on Business Talk 1110 AM KTEK (on Bloomberg’s home in Houston) recently interviewed Matt Shoup.

About the interviewee

Matt Shoup, President & CEO of M&E Painting
Matt Shoup was born an entrepreneur. At the energetic and determined age of 9, Matt started his own neighborhood lawn mowing and snow shoveling business. From there he peddled candy out of his middle school locker, only to have that business shut down by the school. Matt worked his way through high school and paid his way in to college. While at Colorado State University, Matt worked for and was a top producer for a national college painting company. After graduating from CSU in 2003 and marrying his college sweetheart, Emily, Matt went to work in the corporate mortgage industry. The mortgage industry and Matt did not get along and Matt was let go in March of 2005. With over $100,000 in debt and down to his last $100, Matt founded M&E Painting that same day and quickly elevated his company to be the top name in residential painting in Northern Colorado. To date, M&E Painting has served over 5,000 customers and produced over $15 million in revenue.

Tell me about your firm (number of employees, location, type of companies you work with, etc.).

M&E Painting is based in Loveland, Colorado and serves the Northern Colorado community exclusively. We are proud to work with Sherwin-Williams as they provide the highest level of products while maintaining an elite level of company and personal integrity and responsibility. M&E Painting employs eight people who sit at the Leadership Table and, in the busiest of times, up to 30 painters, repair technicians and power washers.

Tell us about why it is important for you to establish a relationship with your potential clients.

Doing so transcends you from being a transactional provider to a trusted advisor who your client will know, trust and confide in for life. Investing in the relationship shows your client you are in things with them for the long haul. Knowing what they really need based on knowing them as much as you can willl allow you to serve them better in the future.

What do you do to establish relationship with the key players?

Reach out, invite them to sit down and connect. Provide value by seeing what I can do to serve and connect with them. I never pitch, sell, or pressure. I always get to know them and how I can serve them. I stay in front of them from time to time to keep in touch.

What sales techniques have you found as ineffective in developing relationships, which ones work, and why?

Being pushy and cheesy never works. Be yourself and be unique. Do not be afraid to go out on a limb and show them who you really are, connect on a real and personal level and make the relationship grow.

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