Do you sometimes wonder why some of your competitors are succeeding more than you in the construction industry and how they are steadily hitting their sales targets? Well, it isn’t just luck that’s working in their favor. There’s much more to it.
Companies that are willing to take risks, follow the ongoing sales trends, and do anything that’s needed to be the frontrunners are the ones who are leading the way with sales. And nowadays, as we enter into 2022, chances are that to climb the stairs of success, you ought to change your strategies.
Planning and re-planning are essential in the construction industry, and you might need to plan and embrace novel techniques and strategies to excel. Below, you can find four effective ways to increase your construction company’s sales and start strong as we enter the new year. And if you don’t know where to start, this article is for you.
1. Create A Strong Foundation: Have An Effective Sales Process
To begin with, to increase the sales of your construction company, you need to have an effective construction sales process in place. The irony here is that most constructors are so busy building projects that they give very little to no attention at all to their sales process.
Well, to boost your company’s sales, first, you need to create a systematic sales process. The whole sales process, from the initial contact with the prospective client to the customized bid proposal template that should outline your project’s focal points and finances in the best way possible to the closing stage, should be clearly defined that you and your sales team can easily follow and promptly convert new deals for your business.
This would entitle you to hold regular meetings with your team to discuss new sales strategies, create reports and assess the sales performance, come up with a list of questions that you often face while interacting with prospective clients. Also, focus on proactive follow-ups on your bid proposals, identify the loopholes in your processes and work on finding solutions and employing the best sales practices.
Don’t cling to it if your current sales process is not getting the job done. Instead, keep improving your approach until you find the one that works well for you and helps advance your sales.
2. Learn How To Make The Most Out Of Your Meetings
Every second is precious in the business world. So you need to stop wasting your and your client’s time and make the most out of the valuable meeting time to discover the needs of your prospects and find facts. To do that, only ask relevant questions, listen to their issues, and look for ways to solve their problems.
Each meeting is an opportunity to qualify the prospect and build a fantastic relationship that will result in a sale, so don’t miss it. Don’t fear to question your prospective clients, as that’s the best way to find meaningful facts about their business.
Besides asking questions, ensure that you keep your ears open while they’re answering what you want to know. Their answers will have a fortune of information that can be useful in pushing the deal forward and converting it.
3. Invest In Proper Branding
In 2021 and beyond, branding is essential, first, because even pet shops are fully-branded these days plus is something that can set you apart as a professional construction company compared to other businesses that appear as they work from the back of their truck.
While there’s absolutely nothing wrong with that, your image is a reflection of your perceived value, and that’s how you can close more deals and charge premium rates for your projects.
So, if you wonder what can you do to improve your construction company’s branding, some of the easiest and most effective ways to do so include:
- Creating a brand new logo;
- Investing in a professional-looking website;
- Creating professional documents like requests for information, contracts, brochures;
- Make professional business cards;
- Make branded polos with embroidered logo for you and your team.
4. Invest In An Estimating Department
While employing an in-house estimator is perhaps the best way to price your jobs, the reality is that not all construction businesses can afford the additional payroll expenses of hiring an estimator. For that reason, you can hire an outside price estimator and get your estimations on the go as you need them, as it’s a crucial task in the lifecycle of any construction deal.
This is by no means a comprehensive list of effective ways you can use to increase the sales of your construction company, but following these tips will get you off to a good start. Focus on your efforts and kickstart the growth of your construction company.