5 reasons you didn’t win the building project
Think the biggest reason you’ve lost out on building contracts is that you’re too expensive? Wrong! You could be forgiven for thinking that being too costly is the main factor in failing to nail a contract; nine times out of ten the prospective client will cite high costs as the reason. It’s non-confrontational; it’s an easy way out. In reality, it’s one of the less common reasons for losing out on a building contract.
These are the most common reasons why a builder may fail to win a building contract:
Return the quote late and you risk missing out on the building contract
1. The builder took too long to produce the quote.
If a builder takes weeks to turn around the quotation, can he be relied upon to keep the building work on schedule? It’s easy to see why a homeowner might be reluctant to work with a builder with questionable time management skills. Moreover, if you turn your quote in late, the homeowner may already have chosen a builder who returned their quote promptly.
2. The quote wasn’t detailed enough.
The quote plays a key part in the sales process. It justifies where the money is going. The homeowner wants to know what they’re spending tens of thousands of pounds on. They want to know that the costs you’ve estimated are accurate and that the work isn’t going to end up costing twice as much as the initial quote. A detailed quotation gives the homeowner confidence. It demonstrates that you’ve got an eye for detail and that you do things thoroughly.
3. The builder didn’t sound or look professional enough.
It goes without saying that homeowners want to employ skilled, professional builders. Ensure you present yourself accordingly. Arrive punctually for any meetings with the potential client, wearing smart-casual attire – muddy work boots have no place! The homeowner will be looking for a building firm owner with a confident demeanour. After all, they have to trust you with their life savings. Ensure all communications are polite and professional. For example, use a business email address with a business footer. Remember, details matter.
Take note of the details and you’ll earn the client’s trust
4. The builder failed to take proper notes and missed stuff.
This follows on from the two points above. For the homeowner to feel confident about working with a building firm, they need to know that the builder is a) listening to their requirements and b) paying attention to the details. Taking notes during your meetings demonstrates that you’re responsive to their needs and you take a thorough approach to your work.
5. The builder was too cheap.
You might find this difficult to believe but bear with us… Sometimes prospective clients may say that the quote is too expensive when in actual fact they think it’s too cheap. They don’t believe the builder could do the job properly for the price quoted. It’s easier for the homeowner to say “sorry, you were too expensive” than “sorry, we think you’re too cheap”. It’s a way of avoiding conflict. If you’re in the habit of dropping your price to try and win contracts, you may be on the receiving end of this “excuse”.
What can you do to win more, quality building projects?
If you can present your business differently from the cheap builders, you will instil confidence in the homeowner that you are the right building firm to trust with their life savings. You will win more work. Good customers are looking for a good builder and will pay extra to get one so don’t be tempted to drop your prices.
Estimating software can help with all of these potential barriers to winning work. Using software such as EstimatorXpress or BuildingWorks helps you to produce quotes quickly, provide ample detail, include everything and price accurately. Importantly, a smart, itemised quotation demonstrates your focus on detail. What’s more, you can explain to the customer that you use purpose-designed estimating software to produce your estimates - another clear sign that you’re a professional outfit.
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