10 steps to winning the best building contracts
Are you hoping to move your building firm upwards and win more of the premium building projects? Here’s our 10-step plan to improving your odds of bagging the bigger, more profitable projects. Spoiler alert: You don’t need to make massive transformations to your business. We’re talking about small changes you can make to the way you work, starting today.
1. Be confident
To win the better projects, you need to set your stall out as a serious player and create the right impression from the outset. To entrust you with their property – not to mention their life savings - they need to be sure that you’re a trustworthy business. If you can project confidence in your own abilities, you’re much more likely to convince the homeowner that you’re the right choice for the project.
2. Present yourself professionally
View any interactions with the potential client as you would a job interview. The way you present yourself is key to winning them over. When you first meet the client, demonstrate your professional role by wearing smart-casual attire. Make sure all communications are polite and professional. These might sound obvious but many a client has been put off by a builder walking muddy boots through their house or including emojis in an email!
3. Demonstrate good time-keeping skills
Before a client chooses the builder for their project, they’ll be sub-consciously assessing every interaction they have with each building firm. They’ll be looking for a builder that can deliver on time. Arrive punctually for meetings - and respond promptly to emails - and you’ll reassure the homeowner that you’re good at managing your time. The builder who displays good time management skills will stand out as the more desirable choice.
Demonstrate the value of your building expertise when discussing the client’s plans
4. Share your knowledge and experience
Look for opportunities to demonstrate the experience and wisdom that you’re bringing to the project. For example, share insight on building materials or design choices which would add value to the project. Listen to the client’s needs, give thoughtful suggestions and you’ll clearly demonstrate why you’re the builder they need on their project.
5. Quote quickly and include plenty of detail
Getting a detailed quote into the client’s hands, as soon as possible, is a key part of the sales process. If you’re tardy returning the quote, the homeowner may worry that you’ll be slow to deliver in other areas of your business i.e., getting their extension finished on time! Though the quote should be returned to the client quickly, it’s important that it is accurate and thorough. An itemised quotation helps explain the costs to the potential client.
If you use industry-leading estimating software to produce your quotations, great! You’re no doubt providing a good level detail, which will justify the costs to the homeowner. If you haven’t yet adopted estimating software, check out EstimatorXpress or Take-off & Estimate Kit. These are excellent software tools which not only produce job-winning quotes, but also reduce the time you spend estimating.
If you mention to the client that you produce your estimates using software tailor-made for the building industry, you’ll enhance your profile as a professional and meticulous building firm.
6. Show the client your insurance details and trade-related qualifications
Make your insurance details available for the client to see and you’ll reassure them that you’ve dotted the “i”s and crossed the “t”s. Also share your trade-specific qualifications. Other builders may not think to do this and it will differentiate your business from the less scrupulous building firms. These are small steps that will reinforce your professional and dependable reputation.
7. Follow up with the client after the quotation
Keep in close contact with the client until you’ve sealed the deal. When you deliver the, schedule a time to talk through any questions they may have, once they’ve read through the quote. This conversation will allow you to discuss any queries the client has and explain any differences between your quote and those produced by other builders.
Your website should be working hard to promote your building firm
8. Make your website work for you
A website which showcases the quality of your work will attract the best clients. If you can, include before and after photos of recent projects, client reviews and case studies of the work you’ve undertaken. Speak to previous clients to obtain testimonials or photographs to use on the website. It’s worth the effort. An impressive website will set you apart from the rest. Also considering sharing 3D models, if you do design work, or time-lapse videos of projects you’ve worked on.
9. Set up a business email address with your domain
Use your domain name for your business email address. For example, having an email address such as enquiries@SmithBuilders.co.uk looks much more professional than smithbuilders@hotmail.com. It’s a small detail but the little details matter to premium clients.
10. Keep on top of your credit rating
Savvy homeowners are looking for reputable building firms with good financial health. They will carry out due-diligence so make sure you maintain a good credit rating.
Next steps
As we’ve discussed, showing your professionalism at every stage will enable you to get the best clients on board so think about changes you can make now. The value of an accurate, smart-looking quote cannot be overstated. Using estimating software will support your bid to win the projects with a bigger profit margin. Not only does a detailed, well-presented quote look the part, it also justifies the costs to the client. If you don’t already use a tool such as EstimatorXpress or Take-off & Estimate Kit, check them out today with a free, no-obligation trial: