Perhaps you are a single-person operation or maybe you have an entire construction sales team… Either way, we all face the same challenge of continually growing our construction sales. It is easy to get comfortable and set in our old practices. However, this limits our ability to expand, explore new strategies and increase sales.

As we all know, life can throw hurdles at us at any point, and sometimes they are just high enough to hinder us from winning the race. This is why it is so important to have an effective construction sales practice in place. Therefore, we have put together the following article outlining the 6 key construction sales activities and tips to boost sales. So, when you trip over any of life’s hurdles, you will be much better equipped to get up and finish what you started.

1. Determine Your Ideal & Potential Customers

It is crucial that you know your customers. A great way to do this is by creating a customer list, including exisiting and potential customers. It is also a great idea to understand what your ideal customer looks like:

• What are their general characteristics?
• Where are they located?
• Are they residential or commercial?
• What is the typical size project they contract for?
• How do they make purchase decisions?
• What are their expectations?

Understanding your ideal customer allows you to effectively prioritise your construction sales; to get maximum return for your sales efforts.

2. Create an Organised Construction Sales Process

Although it’s easy to get caught up in projects, it is crucial to implement an effective construction sales process. Map out the entire process from the first point of contact, to closing off the deal. These clearly defined steps will allow you to easily follow along and seamlessly convert deals. Here are some key tips to consider:

• Create a sales plan calendar to keep yourself and your team updated with to-do tasks.
• Hold regular meetings to keep on track and develop new sales tactics.
• Schedule time to cold call; this is a key sales tool in the construction industry.
• Organise your emails into categories to keep yourself organised (e.g. clients, opportunities, etc.)
• Follow up after each bid or proposal to stay on top of opportunities.
• Track your most effective sales practices; keeping tabs on these will allow you to implement quality tactics.

As we mentioned earlier, it is easy to get caught up in our old ways. If your sales process is not providing you with the results you need then it’s time to move forward. Keep working towards a sales process that is optimised for you and your team; this is what ultimately will help boost your sales.

3. Have a Customer-Centric Focus

Customers are key. Because no business is a business without its customers. Keep in mind in the construction industry, people are not making small purchases, they are buying an expensive service or project. And, with expensive purchase comes increased expectations…

“Here is a powerful yet simple rule. Always give people more than they expect to get.”

Nelson Boswell

Customers will expect to be taken care of throughout the process. Look for opportunities to exceed a customers expectations and watch your sales increase through customer referrals.

4. Keep Track of Your Sales

Data is another key element to construction sales success… tracking your sales activity allows you to create an effective plan and determine which activities increase sales. Here are some considerations to make when tracking your sales data:

• How does your sales performance compare to your goals?
• What is your conversion rate and winning percentages?
• How many touchpoints does it take to close a deal?
• Which element of your work sells best?
• What geographic area impacts sales the most?

This data can also influence your marketing strategies and tactics…

5. Ensure Your Marketing is Up to Scratch

Did you know? 63% of customers locate and engage with contract company through a website, and 30% would not consider a business without a website… Therefore, having a website with easy usability and clear contact details will effectively set you up to get leads. Moreover, prioritising customer testimonials and reviews is important and these can be included across your website, google page, and customer testimonial videos.

Want to learn more? Check out this article on the importance of digital marketing for builders through 3 expert tips

Taking it back to the important elements of construction sales, effective brochures and emails are crucial to facilitating the sales process. First of all, you have to ensure that you are targeting the correct audience and using the right medium to capture them. Email marketing is commonly seen as one of the most cost-effective marketing activities and can be scaled alongside your business’s growth. Brochures are vital to ensuring the retention of your potential buyers. If your business cannot produce eye-catching, stunning marketing materials, most prospects will yawn and wave away at your opportunity. If it does not look good, people won’t stick around to hear or read what you have to say.

6. Make Use of Cloud-Based Technologies

Cloud-based technologies make it easy for you to manage your sales, projects, customer relationships, and reputation. A local hard drive does not cut it anymore. With most workforces becoming increasingly decentralised, moving your processes into the cloud allows your business to be accessed anywhere, anytime, and therefore enables constant improvements and scalability through software updates.

Looking for an easy, effective solution to manage your sales and house and land stock? PiPr is here to help. Not only does PiPr help you manage your construction sales process, this cloud-based software creates stunning marketing materials for you, so you don’t have to!

Check out more about what PiPr has to offer here or feel free to get in touch.

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