Before you can sell your services and products you need to first understand what the potential customers are looking for and why they would want to do business with you. If you are clear about the benefits that you provide to your customers and are able to give them clear reasons as to why they should purchase only from you, it will set your company apart from the rest. Your customers need to feel good about doing business with your construction company so make sure that they are aware of how you will help them do more with less and help them save money.
If you are having trouble coming up with a list of benefits that you provide to your customers you can try to put yourself in their shoes. This way you will know what you need to convince your customers to purchase only from your company.
Look for Potential Customer Targets and Leads
The first step of your sales process should include identifying all the previous, repeat and potential customers. You need to first review the past few years contracts and create a list of all the customers who might turn into long time repeat customers. After that you need to look for other potential leads that might turn into regular customers. You need to sort the list of your leads according to their needs, potential, project type and location. Using a tracking software system to compile the list will make that easier.
A Consistent and Effective Marketing Plan
If you want to improve construction sales you need to implement a consistent and effective marketing strategy. The effectiveness of any sales plan depends on your ability to do it consistently over a long period of time. Simply reaching out to your customers once through a phone call or an e-mail would not be enough. Once you have a customer target list you need to figure out how you are going to penetrate potential customers and get their attention.
Set Up a Meeting
Getting in front of the customer is necessary if you want to make a sale and enter into an agreement with them. You need to set up a consistent mailing program before you set up a meeting so that the customers are already familiar with your company and the services you offer when you meet. If you are selling used earthmoving machinery you can let the potential customer, take the equipment for a test drive. If you are a contractor you can explain to the potential clients why doing business with your company would be beneficial for them. Either way meeting with the potential buyers will only increase your chances of making a sale.