Have you ever wondered why some of your competitors are succeeding in the construction business? How are they consistently hitting their sales goals? It isn’t just luck that is working in their favor. There is much more to it. They are ready to take risks and do anything that’s needed to be the frontrunners. Most of us fear about taking risks or trying something new. We are so comfortable with the old practices that we don’t intend to expand our boundaries.
“A ship in harbor is safe. But that is not what ship is built for”- John A. Shield.
To climb the stairs of success, you need to alter your strategies. In the construction business, planning and re-planning is necessary. “If you don’t know where you are going, you’ll end up someplace else.” ― Yogi Berra. So, you need to plan and embrace new techniques and tactics to excel.
As a builder or contractor, you must keep up with the changing trends in the construction business to stay ahead of the competition. Explore new ways and strategies to increase the sales for your business. Companies should be willing to deal with you.
Wondering how to increase sales in construction?
Here are few strategies that will aid you in getting better sales for your construction business:
1. Know the path you are about to tread- Understand your customers
The standards have risen in today’s construction business. Customers are too cautious and smart; they won’t invest easily. To deal with these wise players, you need to have an in-depth understanding about wants and challenges. Be prepared by gathering vital information about them.
Try to understand-
- Who are your ideal customers?
- Which field do they belong to?
- What are their expectations?
- What gets them infuriated?
- Which channel do they prefer for interacting?
Once you amass this information, then mold your offering according to their needs. When you know your prospects, you will be able to provide good buying experience to them. As per a study, 81% of companies with strong capabilities and competencies for delivering customer experience excellence are outperforming their competition.
“The single most important thing is to make people happy. If you are making people happy as a side effect, they will be happy to open up their wallets and pay you”- Derek Sivers.
2. Build a strong foundation- Have an effective sales process
“You can’t build a great building on a weak foundation. You must have a solid foundation if you’re going to have a strong superstructure” – Gordon B. Hinckley.
Similarly, to increase your sales, you need to have an effective construction sales process. Most contractors are so busy in building projects that they give less attention to their sales. For boosting the sales of your construction firm, you need to create a systematic sales process. The entire sales process from the initial contact to the closing stage should be clearly defined so that you can easily follow and quickly convert deals.
No matter whether you are a contractor or a builder, you need to pay utmost attention to your sales.
- Hold regular meetings to discuss new sales strategies
- Create reports using reporting tools and assess the sales performance
- Create a list of questions that you often face while interacting with clients
- Focus on proactive follow up after every bid or proposal
- Identify the loopholes and work on finding a solution
- Track the best sales practices
If your sales process is not working, then don’t cling to it. Keep improving, till you find the best one that works for you and helps in boosting your sales.
3. Make the most out of your meetings- Get the facts right
Every minute is precious in this business world. So, don’t waste yours as well prospect’s time. Use the valuable meeting time for finding facts and discovering needs of your prospects.
- Ask relevant questions
- Listen to their issues
- Constantly look for ways to solve their issues
The meeting is an opportunity to qualify the prospect for a lasting relationship. So, do not miss it. Don’t fear to question your prospects as that is the only way to find out meaningful facts about their business.
Below are few questions that you can ask your potential prospect-
- What are you looking for in the contractor?
- Have you researched on this project?
- Are you currently in contact with any other contractors?
- Is there something you are expecting that I would do differently?
- Do you have any plans or ideas in mind?
- What will be the deciding factors?
- Do you have any timeline for the project?
- What is your payment schedule?
However, you should ensure that you even keep your ears open while they are answering your questions. As their answers will have a wealth of information that can be helpful in pushing the deal forward and converting it.
4. Gain their trust and build credibility- Show them proof
Once you meet your prospects, the next step should be to seize the opportunity by presenting proof and offering a winning proposal. People look at you with a hope to fulfill their dream projects. So, ensure them that they have come to the right place by taking them to see a completed project or showcasing the cases studies or testimonial of past customers to show them what you can do.
Ask them if they would like to speak with a customer having the same requirement to overcome their concerns. Let your satisfied customers share their positive experiences with your potential prospects so that they can understand how good you are as a builder. This helps in building trust and credibility.
After you gain their trust, it is time to present a good proposal that will be mutually beneficial for both. Be calm and overcome their price objections. Don’t be too pushy, explain how they can benefit from your offering and win the project in a compelling way.
5. Float in the cloud- Use cloud-based technologies
Tap the cloud to embrace more opportunities. With the advanced cloud-based technologies like Salesmate CRM, Basecamp and Hootsuite you can easily manage your sales, projects, customer relationship and company reputation over various social platforms.
Moreover, with tailored solutions like CRM for construction, you can seamlessly address the sales needs of your construction business. It is the best tool to control your customer interactions, streamline sales process and spot project bids that have chances of winning.
Besides, with its mobile app, gain access to vital information from anywhere at any hour of the day. Easily view contract, check the status of your deals and follow up with the clients on-the-go. It is an easy, effective and most convenient solution for managing your sales and increase the revenue of your construction business.
Word-of-mouth is very valuable in a construction business. When you provide a good buying experience to your customers they will share it with others; this will increase your chances of winning new customers.
“A satisfied customer is the best business strategy of all”- Michael Lebouef
For providing utmost customer satisfaction, you need to keep experimenting with new strategies and implement advanced technologies like CRM for construction to build long-term relations with the clients.
Salesmate CRM for construction is the best way to bolster customer relationships and increase your construction sales. Using this high-end tool, you can effortlessly manage your industry contacts, create insightful sales report, spot opportunities, get notified about important projects and integrate with various third-party applications to work with more functionalities.
To get a better understanding of this tool, you can try it for free or get in touch with our team they will clear your doubts about its excellent features that can help you in growing your construction business.