Increasing Construction Sales

Historically, construction sales utilized the standard sales formulas for success. Selling jobs required building trust and a reputation for delivering quality work, on-time, within-budget.

Today’s DIY (do-it-yourself) homeowners may not have the repair and remodeling skills your grandpa did, but they will do what it takes to get what they want, and the internet is their training field. Acuity Insurance says professional contractors need to tread lightly when working with DIYers:

• Products – Inform them you have access to products they can’t find or are inferior and high-cost at big box stores.
• Safety – Don’t assume they understand the risks.
• Source – Patching the problem area may not fix what caused it. Explain the existing conditions.
• Time – Your skills can make quicker work of projects; they often drag on for busy DIYers.
• Warranty – Your work is guaranteed. And their DIY installations can also void manufacturers’ warranties.

Construction Sales Tips

Here’s a collection of construction sales suggestions from leading construction educational and service blogs:

BuilderTrend.com says successful sales create and adhere to a process:

1. Identify past, repeat, and potential customers.
2. Dedicate time and resources to sales.
3. Decide on a target market and begin the connections.
4. Create long-lasting client relationships.
5. Ask for referrals.
6. Ensure your website is a superior selling tool.
7. Prioritize social media.

Are you doing what you can to secure more bids?

1. Visit the site to understand requirements.
2. Have thorough client discussions to clarify what they want.
3. Showcase your experience and successes.
4. Offer value-added services; design assistance, etc.
5. Prepare a detailed cost estimate.
6. Include easy-to-understand scope of work in the bid.
7. Don’t underprice but stay competitive with your bid.
8. Maintain client communication throughout the job.        

CBO says analyze why your clients choose you and to invest your time in customers that are worth your time:

1. Identify past, repeat, and potential customers.
2. Implement a consistent marketing plan.
3. Set a meeting.
   • The first meeting is a fact-finding session.
   • Always send a thank-you for the meeting.
   • Evaluate the customer; pros and cons of doing business.
4. Present a winning proposal.
5. Follow-up aggressively.
6. Create loyal customers.

Construction sales strategies also include monitoring your competitors and other construction projects in the areas you want to work. Our knowledge gives you power. Contact Construction Monitor.