8 ways to create a winning sales process for construction marketing
Creating effective sales tools will help you achieve your goals and grow your construction business – and here’s how to do it.
If you’re not taking time to focus on sales, you’re not giving your construction company the opportunity to reach its potential. Increasing sales should be a top priority in your construction company’s strategic plan for continued success.
Prioritizing your sales process will give your business a competitive advantage, help dictate where to center the attention of your construction marketing and, ultimately, promote growth.
Here are eight steps you can use to help fill your project pipeline, increase job sales and achieve your long-term goals.
- Dedicate time and resources to sales
As the owner or president of your company, you should be dedicating a third of your time to the sales process and winning new work. If that time commitment sounds unattainable, you might consider hiring a dedicated sales associate. This person can use sales tools to help keep track of incoming leads, make daily sales calls and fuel the fire by keeping your job funnel full.
- Decide on a target market
Once you can allot time and resources to sales, you’ll decide on the client audience you want to target. Your target market can include potential clients, existing or past clients and ideal clients you’d like to reach with your construction marketing. Defining your target clientele will make it easier to market your services and will almost guarantee a healthy amount of business.
- Put that list into action
Now that you’ve compiled a list of clients you’d like to target, it’s time to get to work. Take the time to set up a sales calendar that will help you manage when and how often to make contact. Know when it’s the best time to make calls or send marketing emails. Making a regular, but not intrusive, effort with sales tools and tactics will keep you fresh in the minds of potential clients and will increase the chances of them reaching out when they’re ready to build a new home or start a renovation project.
- Create long-lasting client relationships
When it comes to making sales, forming loyal client relationships is one of the best construction marketing strategies you can use. Being in the construction industry, you know that client referrals make up a large portion of your incoming prospects. And people are more likely to refer their friends and family if they’ve had a great experience. That’s why fostering relationships with your clients is not only important for securing their future business but also their referrals.
- Don’t be afraid to ask for referrals
Know how to ask your clients for referrals in order to build your client list and land more jobs without spending a ton of valuable time and money. Client referrals are a great way, if not the best way, to get more business without dedicating too many resources.
- Use your website as a selling tool
Today, everyone goes straight to the internet to find what they’re looking for. If your construction company isn’t online, chances are you’re losing out on a whole lot of business. Putting effort into your website works wonders when it comes to construction marketing and driving up sales. If you’ve got a well-designed, easy-to-use website with quality photos of your work, you’ve definitely got a higher chance of landing jobs over your competition.
- Perfect your sales pitch
Potential clients have so many options when it comes to choosing a company for their renovation project or building their new home. That’s why you’ve got to put your best foot forward and do everything you can to stand out when it’s time to make the sale. A paper brochure isn’t enough anymore. Take the time to create a nice presentation and consider highlighting how you’ll keep your clients involved throughout the process. If you’re a Buildertrend user, this is a great time to shine a light on the Customer Portal to set yourself apart and land that sale.
- Prioritize social media
The market research firm Statista found people around the world are spending an average of 145 minutes, nearly two and a half hours, on social media each day. This means your clients and potential clients, especially the younger generations, are more likely to reach out if you’re active and using construction marketing on platforms such as Facebook and Instagram. Using social media is a great method for collecting leads because people who like what they see can quickly send you a direct message to reach out. After all, the DM is basically the new email.
Take your sales process to a new level with Buildertrend
Ready to up your sales and lead-generation game? Buildertrend’s construction project management software is here for you. Manage your incoming leads, land more sales with the capabilities of the Customer Portal and efficiently transition prospects into active jobs.
Schedule a demo today to see how Buildertrend can take your sales process to the next level.
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