Custom Builders Need a Custom Sales Strategy: Get Tips to Boost Your Company’s Profit
If your company custom builds properties then you need a custom sales strategy just for your company. Learn how to get one.
Custom Builders Need a Custom Sales Strategy: Get Tips to Boost Your Company’s Profit
As a custom builder, you have unique aspects of your job that others in the construction business may not have. You must be good at taking risk, getting permits, negotiating with a wide range of people, and managing construction projects. Of course, on top of all of that, you must also be good at selling. The good news is that there are a few tips that you can follow that could significantly raise your profit. Read on to learn more and then check out the great prices and huge selection on construction supplies available from Grove Hardware.
Building trust is one of the most important things you can do
One of the bets sales processes involves a series of what are known as “mini-closes.” For example, when you call a potential investor or buyer and ask to meet with them, when they agree to set up a meeting then you’ve achieved a “mini-close.” It may seem tedious to continually meet with people or companies that may or may not end up turning you a profit. However, if you’re professional at every step and build trust with them, they may end up advocating with you even if they don’t decide to do business with you themselves.
Develop a customer mindset
It may be difficult as a builder who’s used to looking at schedules, plans, and relationships with subcontractors and job site suppliers to remember what it’s like to be the customer. Take the time to really sit down and write out a sketch of who the buyer is. Think about who they are, what their needs are, where they’ll be in the process, and what other options they’ll be considering. When you being with a strong idea of who’s going to buy a custom build, then you’ll be able to filter every building decision through the mindset of this end customer.
Make connections with previous buyers
As you’re looking for new buyers, don’t discount how helpful a past buyer can be. Look at the people who wrote you checks and ask yourself what made them motivated to choose your custom buildings. You’ll have plenty of competitors who build beautiful homes, but the question is what made you stand apart for past customers?
The best way to get answers is to ask buyers directly. It may not seem comfortable, but when you frame it as a follow up on their investment and ask them what it is about your company or your builds that made them decide to work with you, they’ll appreciate your thoroughness.
Be known for your quality
If you skimp a single time on a single job, assume that you will be found out. If you want customers who tell their friends, family, and co-workers what an incredible custom builder you are, then you need to be incredible. At Grove Hardware, we can help you find the right balance between quality and value. Reach out today by calling 909-544-4331 or stop by our shop at your convenience.
