Construction Processes to Increase Sales
If you are in the construction industry, you need to learn follow these construction processes to increase sales. Experience is indeed the greatest teacher and in this field of work it truly shows. Not only does the evidence show for one or few days, but a construction project can last for generations. Before you can get to the actual craft of construction, attracting and contracting that lead is even more important.
There are soft skills and hard skills in business. Examples of soft skills include communication skills, time management, the ability to work with others, critical thinking and problem-solving skills. Trades like steelwork, framing, masonry etc. involved in the construction industry are considered hard skills. The truth is, without the soft skills required to close the sale, your hardcore construction trade workers would literally starve to death. To truly grow any construction company to significant value, it is important to streamline your sales processes.
Early on in my career I lost a few contract opportunities trying to go for the sale much too fast. What these experiences thought me was that I had to create a sales plan with specific steps that would take care of the processes involved in a sequence that would give me the results that I require. True sales is like making a proposal to the one you love. It never moves from hi, what’s your name, can we get married? That would never work.
You must take some time asking the pertinent questions that will equip you with the knowledge you need to get to the next step. A winning sales process is arguably the most effective strategy that a construction company or any company for that matter can construct. More important than all other trades, ensure that your sales team is the top trade in your company. When you make sales your main priority, you help to guarantee that your company always has work and that is what fuels your success.
The Sales Process in Construction
For any business to thrive they need leads. Leads are potential customers that you have attracted either through strategic marketing or word of mouth. By the way, word of mouth remains the number one source for attracting clients. Your reputation is the best marketing campaign that you can invest in. In order to satisfy your clients, you must qualify and contract them first. How do you do that?
The first step is to design and construct an effective marketing plan. You need to have ways, means and strategies to get the attention of your potential customers. Everyone is not your customer. Your customers are those who need to have your products and services. So how do you find those who need you? This is really the question that you should be asking yourself.
What problems do you solve for your customers? Other questions you should ask is on what and where is your competition lacking? In order words, what can your company do to stand out in front of your competitors? As you know there is always room for improvement. And as such it important to always keep studying and paying attention to your industry. Study your company, study your industry and the trends in technology for example and study your competitors.
Benefits of a Streamline Sales Process
Before your leads start reaching out to you, you need to have a system in place to welcome them and guide them through the process. Create a step-by-step formula that address their needs and provide them with the solutions they seek with a lead form. Be patient and understand that even if your goal is to get them to sign your contract, it remains a step-by-step process. Focus on responding to their needs in the best way possible and answer every concern they may have. Clients sign when they feel comfortable with your sales representative and confident in your company and the services that you provide.
Part of your sales team should always be focusing on these three aspects of your business. The answers that this constant research will bring to your team will provide all the material you are going to need to design efficient and effective marketing campaigns. Find out the pain points of your potential customers and use the information from the research to construct your best marketing strategies you have ever put together.
The more customers that sign up is the more opportunity you give your company to increase sales. One of the best ways to increase sales within your sales process is to create prequalifying contracts before you pull out your general contractor contract. This special step will help you differentiate paying clients who are ready to go from leads who just want more information from you. Spend more time nurturing these qualified leads and get them to sign your general contract as soon as possible.
Keep in contact with your leads who wanted more information. Sometimes all it takes to convert a warm lead, is paying a little more attention to their questions and concerns. Once you have their complete attention, walk them through your sales process and get them to sign that contract.
