There are many options when it comes to choosing a contractor. The more you can do to win over potential clients from the start, the better. Your success depends on the connections you make with potential clients during the sales process. Whether or not they hire you hinges on your ability to wow them.
Homeowners have high expectations for their remodel project or new home. When clients come to you, they’re preparing to make a huge financial investment. You should be ready to prove to them why you’re the right builder for the job. Give them multiple reasons why they should choose you over your competition. Faced with infinite information and extensive options, your initial interactions could be the difference between a sale and a loss.
Hear from two of our customers about how they use Buildertrend in their sales process and why it’s helped them land more jobs.
Wow your clients with that first impression
Potential clients won’t hire you if they sense a lack of knowledge or expertise. Clients want to know they can trust you with their investment.
So, make it easy for them. Make it obvious that you know the industry inside and out. Give them the assurance they’re looking for by explaining your procedures. Know your competition, material costs, the current market and the complete buying process, so you’re ready for all questions.
Go a step further and show potential clients what they can expect when choosing a builder who uses Buildertrend’s tech.
“When you have someone come into your office, you present about their project, and you can show them examples of how Buildertrend works,” said Jeff Sawyer, president and owner of TruNORTH Construction in South Windsor, Conn. “I think it really helps in the beginning of the process to actually sell the job. People are just blown away by the software and that it even exists.”
Showcasing Buildertrend’s project management software from the get-go will get them excited about their project and the process. It will reassure them that you’re the right contractor for the job, and you’re dedicated to giving them a great experience.
“I can’t count how many times we’ve heard things like, ‘WOW! That’s awesome! This is going to be so great,’” said Todd LaVine, general manager at Cove Builders in Plymouth, Minn.
You’re a construction pro. Let your expertise and dedication to the client experience speak for itself.
Really impress clients with how involved they’ll be in their project
It’s no secret that as a construction expert, you’ve got your work cut out for you when it comes to setting your company apart from the rest. After wowing your potential clients with that first impression, it’s time to take it up a notch with an in-depth preview of how they’ll be involved in their project every step of the way.
Seize this opportunity to give a full demonstration of your tech. Showcase your digital communication tools and make clients forget about your competition.
“During our proposals, we always pull up the Buildertrend Customer Portal view and walk them through all the benefits they will have,” Todd said. “How they get real-time visibility to progress pictures, project manager updates, communication with us through the Messages feature and so on. We give them a complete overview and spend a good 15 to 20 minutes walking them through all the functionality and benefits.”
Without a project management system, clients are often frustrated by a lack of daily updates, unexpected timeline changes or consistent delays. This is especially true for clients who are far from the job site or live out of state. With tech like Buildertrend, these frustrations are mitigated.
“We get excited feedback from older clients who are snowbirds and won’t be in town during their winter build,” Todd said. “They love the fact that they get this kind of insight into their build while they’re gone and can still feel like they’re a part of the process even though they’re a thousand miles away.”
Or if clients go on vacation, they’re still able to check in on their project.
“We’re in New England, so a lot of times, people will leave their house for a couple months and go to the Cape while we’re doing their projects,” Jeff said. “The Customer Portal allows us to interact with people that are on vacation and can still dial in to look and see what’s going on.”
Stop living in the past – the future is tech
Technological advances are not slowing down. Pen and paper are in the past, and the time when clients expect digital communication is now.
“If builders aren’t using Buildertrend, they’re missing a big selling piece,” Todd said. “We live in a technology age, and people expect this type of technology with their build. People want to see real-time progress, and there’s no better way to do that than with Buildertrend.”
Using a platform such as Buildertrend with its Customer Portal feature is a huge selling point, particularly for younger generations.
“Especially with the younger crowd, people in their 20s, 30s and even 40s,” Jeff said. “They’re a little more technologically advanced. So, that sets us apart because they’re looking for that type of software. We can really speak to that demographic, and they love it. They think it’s great.”
Giving clients the option to log in every day to check progress, even on the go from the mobile app, will definitely give you an advantage and help you sell more jobs.
Let us help you nail your sales process and land more jobs
Using Buildertend during your sales process will allow you to show your clients the importance of using software in construction. Promote your use of effective communication methods and build trust. To learn more about how to use Buildertrend to sell more jobs, schedule a demo today.