How Adopting These Sales Tips and Techniques Can Help You Build a Sustainable Business

As an experienced contractor, you know sales is about more than just prospecting, cold calling and generating leads. The core of a successful sales program is building trust with your customer base. Building relationships with customers not only creates loyalty but also increases the chances that they’ll recommend your business to a family member or friend. While sales may seem straightforward, learning new tips and techniques can help ensure you’re doing things right and staying competitive.

Here are seven sales techniques and how you can implement them to help your company succeed.

1. Update pricing

Due to the pandemic, pricing is changing way more frequently than it used to. Ensure you’re charging customers the necessary amount by updating your pricing regularly. A good rule of thumb is to check your prices at least once a month. You can connect with distributors to understand how long pricing is held or use myABCsupply to check current pricing on the building materials you order from ABC Supply.

2. Include sales escalation clauses

Documenting price increases in contracts is crucial. As costs fluctuate, it’s important to include sales escalation clauses in your contracts to ensure you aren’t losing money. Keep letters from manufacturers and distributors documenting cost increases to prove legality. Contractors can find manufacturer price increase announcements on ABC Supply’s website.

3. Qualify bids

Customers want to understand the reasoning behind your estimates. Be sure to share what you understood the project as and give several bid options. This shows that you have flexibility and care about your customers’ needs.

4. Integrate software

It’s no secret that automating processes increases efficiency and thus your company’s bottom line. Stay ahead of your competitors by integrating software into your business. Combining several programs into one will help you keep details organized and impress your customers. Some examples of software contractors can use include AccuLynx, an all-in-one software designed to streamline every aspect of a roofing business, and Salesforce, a customer relationship management software.

5. Be present in customer meetings

Being physically present and mentally present are two different things. In today’s virtual setting, it’s even more obvious when you’re not fully engaged. Come prepared with questions but actively listen to show you’re really hearing your customers’ wants, needs and challenges. You can actively listen by putting aside distracting thoughts and using your body language to show you’re engaged.

6. Focus on benefits and features

Customers are interested in how your product or service can solve their problems. That’s why it’s important to highlight the value of the products you recommend in addition to their features. For example, by simply saying, “I recommend metal roofing,” customers aren’t aware of the benefit. Instead, you can say, “I recommend metal roofing because it reflects solar radiant heat, which can reduce cooling costs.” It’s important to focus on how your solution will help the customer achieve their desired outcome.

7. Build meaningful relationships

Customers want to feel like you understand them and their world. You’ll want to take the time to get to know your customers, because that will dictate how and when you engage with them. Try focusing on who you’re selling to rather than what you’re selling. This will help create the foundation necessary to form a long-lasting customer relationship.

Sales techniques play a key role in the success of your business. To learn more about fostering meaningful customer connections, read how social media platforms such as LinkedIn and Facebook can help.