Expert contractor tips for closing more sales

There is a successful three-part formula for closing more sales in the construction industry: gain the homeowners’ trust and confidence, provide a functional design that solves their problems and offer a fair price.

Below are the three key contractor tips for closing more sales and why they are important.

1. Build a rapport with the homeowners

The first key point in this formula on how to close more remodeling sales is connection – specifically, connecting with the customers.

The homeowners are making a huge decision about the company or the contractor they hire to remodel their home, and they have heard many horror stories about consumers being ripped off or about remodels turning out poorly. The homeowners need to believe that you can successfully complete the project, and trust that you will not take advantage of them.

Here are some simple ways to build a rapport with potential customers:

• Listen. Ask yourself: Why did they call? What do they need solved? Potential customers will appreciate it if you try to understand their needs.
• Keep your commitments. Always show up on time. You may think it’s not a big deal to be late occasionally, but it is. If the customers can’t trust that you will arrive on time, how can they trust you to complete their project in a timely fashion?
• Watch out for the little things. Anything can sour a relationship – even a disagreement or a poorly told joke can cause customers to lose faith in you.
• Be enthusiastic. People like to work with people who are upbeat and excited about the work they do. If you don’t act like you truly want the job, or that it’s “just another job” to you, the potential customers will worry about your commitment to the project.

Among the three contractor tips for closing more sales, this is the first key point in the sales formula because if you can’t win over the homeowners, they won’t become customers.

2. Deliver attractive, functional designs

Your design work should not only be attractive, but functional. If it creates issues for the homeowner, then it is not a successful design. The design should look good and solve the homeowners’ issue or needs.

Remember: Even if the homeowners love your design, they still need to love you because they can always take your plans to another construction company that they trust more.

3. Offer fair prices

In order to win over potential customers, you also need to take price into consideration. However, this does not mean that you need to have the lowest prices. If you provide great designs and work, you should not have to offer bargain prices.

Most homeowners understand that you get what you pay for, and are willing to pay more to ensure that the job is well done and on time. When you build trust with the homeowners and have great designs, the homeowners will pay a fair price.

Taking these three simple contractor tips for closing more sales into consideration can help you increase sales for your construction business. Remember, the most important point is the first one: connecting with the clients. If you don’t connect with the homeowners, the other two points won’t even come into play. Always focus on building a trusting relationship with potential clients and current customers above all else.

This article is based on a Pro Construction Guide podcast about this topic. To listen to a podcast, click here.

 – Andy Wells, president of Normandy Remodeling, with Kelly Farrington