October 22, 2013 | By Joe Radcliff |
For the construction business, nurturing customers leads to growth.
The most valuable thing in the construction business is existing clients. In today’s tight economy and aggressive competition it is definitely a buyers’ market. So, personal selling techniques are the keys to growth.
Here are some valuable tips that I’ve learned from my construction business experience to grow and nurture your construction clients. While sales management in a specialty trade such as roofing construction can be better organized with tools and customer relationship management CRM software, there’s nothing like the on-the-ground personal connection fostered by an experienced sales professional.
- Customer Focus:
The client has to be your only focus all day from open to close. How are you going to “WOW” them? I like to call it “delivering a world-class client experience”, to every guest, EVERY TIME”!
- Treat all prospects and clients the same:
The concept behind customer focus is to treat every client the same. Do not pre-judge them of show special treatment from one to the other. In doing this you will ensure repetition and efficiency because each client feeling attended to in a personal way is what makes a client happy and feeling special.