Remember in Season Five of The Office, Michael Scott left Dunder Mifflin to start his own company?
Remember how he and his employees sat around the phone waiting for someone to call? And how after they didn’t get initial sales, they ended up underbidding Dunder Mifflin so much that their company could never make ends meet?
Have you ever felt like you work for Michael Scott Paper Company?
Sales are at the heart of every company, and construction is no exception. If you want a steady stream of clients, these five strategies will help you get on your feet, make more revenue and bring in regular construction clients.
1. Reevaluate what projects you’re bidding on.
So you need clients. The best way to do that is to pitch every remodeling or corporate job, right?
Nothing is more embarrassing than bidding on a project that you can’t afford and then having to turn it down after. It tarnishes your reputation and does nothing for morale.
Instead, focus on what your construction business’s realistic capabilities. Use construction management software to help manage your bids. Construction bidding software can even help figure out what your capabilities are. Stay focused on what your business is good at—and stick to it.
2. Go for the accolades.
One of the best ways to build your brand is to apply for—and win!—business awards.
But you don’t have to start so big. You can focus on accreditations, like Salmon Safe Accreditation, the UK’s Acclaim Accreditation, or ABC’s Accredited Quality Contractors. Post these accreditations on your website and issue press releases when you achieve them. This will help drive attention to your construction business.
You know your niche and you’ve made yourself attractive with some awards and accreditations. Now it’s time to put all that hard work to use.
If you’re doing remodeling work in a neighborhood, show off your brand in as many places as possible. People are always snooping in their neighbors’ business to begin with—might as well give them something to talk about: you.
Ask your clients if you can use them for referrals and list yourself on Yelp. When picking a construction company, clients are going to want to see that you’ve done good work before. They want a brand they can trust.
For more information on how to market and brand your construction company, click here.
4. Make it easy for construction clients to reach out to you.
Can a potential client email you? Call you? Instant message you? Tweet you? Facebook message you? Make sure that all of your avenues of communication are open, and have someone ready and available to take prospective buyers’ calls.
Being available means allowing all channels of communication to take leads—and it’s up to you to respond to them. Don’t leave your Twitter account wasting away or your email account cluttered with unread messages.
And if you’re in a more niche part of the construction industry, like an electrician or elevator installer, you shouldn’t hesitate to give out your personal number. Your fast response time means that your customers will be happy that you can fix their problems quickly—and that leads to better reviews and a leg up on your competition.
5. Be human.
In a world where so much is automated, a personal touch can go a long way in the construction industry. Try to get to know your clients—not just what they want out of a contract, but where their daughter is going to college and what their favorite football team is. People love to talk about themselves, so, if they seem to have the time, chat them up.
After completing a job, follow up. Send a thank you note that expresses that you enjoyed working with them and that you hope that they can give you a referral.
These five steps will help your construction company increase its sales. But I’m sure that there are many more opportunities to grow your business than what I’ve mentioned here. How are you attracting new clients? How do you get regular construction clients? What tips and tricks would you like to share? Leave your answers in the comments below!