Have you ever wondered why some builders and tradies get so many clients and have so many people wanting to work with them that it seems like they have all the luck in the world?
Fortunately, it’s more than just luck. There are many components that make a builder or tradie good at selling their services and becoming the go-to person everyone wants to work with.
You might say that you’re a builder and not a salesman, but that is the old way of thinking. In today’s business world, if you don’t go out there and promote yourself, you’ll never have the successful business that you’ve been dreaming of.
With that in mind, here are some tips on how you can improve your sales in your construction business.
1. Grab Their Attention
The very first thing that you should do is to catch your prospects’ attention. With effective marketing, you’ll be able to connect to them and show them that what you offer is what they’re looking for.
Create a message with them in mind. Think of their pains, fears, and desires. Your message should evoke emotions as people purchase products or services that make them feel good.
After that, make sure that they see your message everywhere. On your website, your social media pages, on your truck… everywhere. Remember, “out of sight, out of mind”.
2. Have an Effective Sales Process
Catching your prospects’ attention is not enough. There are even people that might inquire about your services, but then they’re carrying a lot of doubts about you. This is why you need an effective sales process to guide them along the journey to becoming your paying clients.
Your sales process should be able to explain if and how you can help your prospects with their needs, build confidence through testimonials from previous clients, and remove doubt with a guarantee.
Prepare yourself to answer them by listing possible questions and rebuttals. If you must, practice what you have to say so that when it’s time to address those questions or hesitations, you are able to deliver your message confidently.
If your sales process doesn’t work, don’t stick to it. Find out where the problem is and fix it. Never stop improving your sales process until you find one that works for you.
3. Dedicated Team
Imagine a restaurant that has a good atmosphere and great food, but awful customer service. No matter how delicious their food is, the customers will never forget about the way the employees made them feel. Their reviews will always target the customer service and people will stop coming. Eventually, the restaurant will close.
That’s how important customer service is, and it will not be effective if you don’t have a dedicated team.
Find people for your team who are not just qualified to work because of their credentials and knowledge about the job, but also with the attitude they have towards work and people. Your team will be the oil that will keep your business running. You will be depending on them most of the time, so make sure that you choose wisely. They should have the same goals that you have for your business and will do whatever it takes to get to that goal.
Once you have found good people for your business, take care of them by providing them with training and helping them improve. Create an environment at work that they would be proud of…that YOU would be proud of.
4. Good Management
Your team will not become the best team that you want them to be if they see you coming into work late or slacking off.
Be a good leader. If you don’t know how, then learn it through educating and training yourself. Your team will follow you and will do whatever it takes to make your business successful if they find you worthy of respect and admiration.
Finally, put systems in place. Make expectations crystal clear for you and your team when you have everything set out. Putting systems in place ensures that you don’t have to repeat yourself over and over again.
Getting better sales for your construction business consists of not just one focus, but many pieces that work together harmoniously. Find where your mistakes are, fix them and improve until you have an effective process that’s working for you.