Five Ways to Boost Sales by Building Relationships

Posted September 12, 2017

In the busy construction industry, it’s easy to scratch completed projects off your list and move on to the next one.

However, for contractors, maintaining good relationships is crucial when it comes to getting new customers and growing your business. Here are five ways your team can build meaningful relationships for the long term.

1. Be a Trusted Adviser

To grow relationships with potential or new customers, it’s important to establish yourself as a reliable expert and partner, instead of a one-time service for a quick solve or basic need.

Discuss setting up regular meetings or check-ins with customers, reassuring them that everyone will consistently be aligned on items like project timeline and pricing.

2. Give Customers Spending Power

Does your company offer financing options for customers? If not, consider discussing financing programs with your supplier, so you can empower your customers with more purchasing power. This will help you give them more buying power, which could help increase the scope of job(s), too.

ABC Supply can assist you with offering customers affordable financing with its In-Home Financing Freedom Program. The popular “apply and buy” model, provided through GreenSky, makes it simple and fast for customers to apply, and the process is completely private.

Plus, they’ll likely remember you when considering future home projects, as they may not have that option with other area contractors.

3. Talk Up All Your Services

In today’s crowded business landscape, customers have various options for completing their projects. If you have diverse product offerings (think gutters and siding plus windows and doors), make it clear to customers right away.

Not only could it open their eyes to more project ideas, it can help them remember all the services your business offers when they’re looking for help on home projects later on.

4. Leave a Lasting Impression

Salesperson with customersWhen it comes to sales, using basic business principles can be surprisingly helpful in turning prospective customers into long-standing partners. Keeping the first impression you make top of mind will help you stand out from your competition.

Remember to be respectful, friendly and presentable during all meetings with customers, whether it’s first introductions or the third follow-up visit. Be positive and smart, showing homeowners that they’ll enjoy working with you on projects now and down the road.

5. Say Thanks

It’s always a good idea to send a simple thank-you note after all meetings with potential customers, showing them you’re appreciative of their time and willing to take time out of your schedule to reach out to them.

You can also use it as an opportunity to check in on any potential business. You never know, even if the last time you spoke they weren’t quite ready to step into a new project, maybe they’ve budgeted the funds to move forward.

Remember to visit the ABC Supply blog for more tips on guiding customers and building your business.