Five-star sales tips

It’s no coincidence that the same builders always attract the most desirable and profitable jobs, while enjoying excellent client relationships. Here, we outline five tips that will help transform your business into a market leader

Just as a winning home is a combination of great design, materials and experienced project management, so is a successful building business. While not greatly powerful on their own, the following tips used in conjunction with one another will help give your company the aura of quiet confidence that clients are looking for.

1. Captivating slogans

First impressions count and can be the single biggest factor in a prospective client’s decision-making process when selecting a builder. It’s important their very first encounter with your company is captivating, connecting and elicits a positive response.

Consider the impact of a powerful slogan – one that drives customers to pick up the phone and call you. Imagine having a website, signs and vehicles that attract people to you because your slogan connects powerfully.

Then imagine how reassured they feel when they connect with you and discover you deliver on what you say. Consider the following when developing your business’ slogan:

• Is it captivating?
• Does it connect?
• Is it generating responses?

2.  A customer-focused sales process

A customer-focused sales process outlines in advance the steps a customer needs to take in order to arrive at the best possible solution, even if that means using another builder! It should be proven and explain simply what needs to do be done to:

• Explore your client’s needs and aspirations.
• Introduce them to previous clients (who rave about you).
• Calm their nerves with your iron-clad guarantees.

The confident builder knows that his sales system works; there is no need for him to try to coerce the client.

To build your own customer-focused sales process, start by documenting what you currently do. List each step and write a script, then continually improve it over time till you figure out what works.

When your process is good, you won’t need to hire top salespeople to get great sales – just good people who will follow your well-oiled system!

3. Conscientious people

The impact a conscientious team of builders, designers and salespeople can have on a prospective buyer is huge; they can turn your clients into raving fans. Imagine if everyone shared your company vision, took ownership in achieving it, and were willing to go the extra mile to provide a great customer experience.

Take time to learn how to create a culture that you’re proud of. If you don’t know how, push yourself to learn – it will transform you and your business.

4. Credible carpenters

It’s no good if you have a fantastic sales funnel and can’t deliver on your promise. If you’re unable to, you shouldn’t be in business and most likely won’t be for long.

Once work has started, it’s in the hands of your tradespeople. If they fail, it’s costly and you are reliant on them doing a good job. When your customers love your team, they’ll tell others.

Confident and successful builders choose their team members carefully, ensuring they have adequate knowledge and qualifications. They manage them well and give them the resources they need to do a good job knowing that, in the end, the company will be judged by their workmanship.

Never compromise on your key tradespeople!

5. Competent accounting

Money is the oil that keeps everything in your business flowing smoothly. It needs to be transferred correctly and on time.

When it isn’t, it’s catastrophic! Incorrect or late invoicing and poor cash-flow management can kill an otherwise great business. Learn the basics of good accounting administration and put in place sound practices for invoicing and receiving money.

There is often a big difference between a winning and an average building company, but in most cases that big difference is simply a combination of many small ones. Take heart! They can all be fixed.

 

About The Successful Builder

Graeme Owen, based in Auckland, is a builders’ business coach. Since 2006, he has helped builders get off the tools, make decent money, and free up time for family, fishing, and enjoying sports. Get his free ebook: 3 Reasons Builders Lose Money and How to Fix Them for High Profits at http://TheSuccessfulBuilder.com.