Business Builders Blog

Category: Close More Sales

How to Close More Sales

Do you ever find yourself in a cycle of tirelessly bidding projects only to watch them go to someone else? This scenario is all too familiar for contractors trying to grow their business and close more sales, creating a sense of frustration that is hard to shake off.

After a rich conversation with Kristen Farris, an expert Sales Trainer, I’ve gleaned insights into why this pattern emerges and how you can break free from it.

Beyond the Outcome

It might sound almost paradoxical, but detaching from the outcome of each bid can be a liberating mindset shift that propels you toward closing more sales The heart of the matter isn’t about viewing sales as a series of wins or losses but about looking at them as a collaborative process, where you build trust and confidence with the prospective buyer. True sales success comes from working alongside your buyer, asking the right questions, and crafting solutions that offer mutual benefits.

Building Trust Through Understanding

Transitioning to a collaborative approach begins with a simple, yet profound question: “How can I help?” While this may seem obvious, there is a nuance to starting with what isn’t working and letting your prospect dig into the problem, well before you ever try to solve it. Helping you AND them clearly understand their pain can change the entire trajectory of the conversation. This shift not only clarifies the client’s vision but also instills confidence in your commitment to their success.

Envisioning the Impact

And then BEFORE you attempt to solve that problem, it is essential to ask the next set of questions about what will it look and FEEL like when it’s working better. By helping your clients envision the impact of your services on their life you are helping them have more clarity. You’re not just selling your service; it’s about selling the transformation that services will bring. By asking questions that help your clients visualize the future state in that space, you are building trust and confidence.

A New Approach to Selling

Watch the video and hear more about how to frame your questions in powerful ways that can help you hone your sales process, become the contractor of choice, and ultimately, close more sales.

The most successful contractors I know have a written sales outline they follow, and today I’m offering my Sales Process Toolkit” for FREEyou can grab it here.

Marketing Your Construction Business

Do you ever wonder what the “right” marketing approach for your construction business? Should you be doing SEO, or posting to Instagram, doing mailers, or upping Yelp reviews? There are so many choices, and sometimes it can feel overwhelming to know what is right for YOU.

Then there are those times when you’re super busy, and you don’t do any marketing until one day you look up and the work is drying up and you panic!

Sound familiar? There is another way…

First things first – have a strategy…

In my interview with marketing expert Spencer Powell with Builder Funnel, he emphasized the significance of aligning your marketing strategy with your company’s overall strategy. This involves identifying your ideal clients and the types of projects that best suit your team’s expertise and profitability.

Before diving into tactics, Spencer advises contractors to analyze past projects to determine where they’ve been most profitable and efficient. This self-assessment helps in identifying your target market and crafting a marketing strategy.

Turning ideas into an action plan…

To translate these insights into a tangible plan, Spencer suggests focusing on projects that align with your team’s strengths and interests, as well as those that yield the highest margins. This approach not only improves operational efficiency but also enhances customer satisfaction and referral rates. By consistently attracting projects that align with your strengths and goals, you can build a reputation for excellence and set yourself apart from competitors.

Once you know who you want to target, then you can understand better how to reach that target client. In this recording, Spencer shares great tips and strategies for how to do that. Also, make sure to check out his FREE website assessment tool and see how your website is working (or not) to help promote your business! You can get it here.

Final Thoughts…

In a nutshell, marketing strategy shouldn’t be a “shotgun” approach; it’s about aligning your business goals with your marketing efforts to attract the right clients and projects. By defining your niche, understanding who you best serve, and focusing on what sets you apart, you can create a sustainable marketing strategy that fuels long-term growth and success. Watch the video now and get ideas on how!

lead lull: a familiar echo

Are you feeling that quiet dread? The one that whispers about fewer leads and uncertain income next year? It’s a common echo in the halls of the construction industry, where the hustle and bustle should never quiet down.

But when it does, that silence can be deafening—and paralyzing.

The Nagging Worry You’re not alone if you’re experiencing that persistent, nagging worry. It’s like an unwanted guest in your daily routine, taking up space, making itself at home. This feeling is not a mere inconvenience; it’s a signal—time to gear up and tackle the problem head-on.

In the Trenches Let me tell you about Steve and Bill, two contractors who stood exactly where you might be standing now. They hit a slow patch, a lull that looked like it might stretch out into the horizon. Their tried-and-true methods, like Yelp, just weren’t cutting it anymore. The lull was setting in, and it was real.

Turning the Tables So, what did they do? They reached back, way back into their past projects, and pulled out a list of clients they’d worked with over the last two years. They looked for unfinished business, for those “we’ll get to it later” projects that never got done. They crafted a hit list—not of cold calls, but warm reconnections.

The Strategy That Delivers Their strategy was simple: personal postcards, direct emails, and friendly phone calls. And the result? The silence broke. The phone started to ring, and bids started to flow. Within six weeks, their calendar was booked solid for the next three quarters. The lull was defeated by action.

Your Action Plan Now it’s your turn. Dig into your own client list, find those opportunities, and reach out. It’s not about selling; it’s about reconnecting, reminding, and reigniting past relationships. And remember, there’s no room for “head trash”—every call you make, every note you send, is a potential lead waking up.

Let’s Break the Silence Click through to our video for an in-depth walkthrough of Steve and Bill’s approach. It’s more than a tutorial; it’s inspiration to get you moving, to turn that nagging worry into your next success story.

Watch, learn, and let’s get those phones ringing. Share this with your network, and let’s all rise above the lull together.

Winning More Bids: Plugging Profit Leaks in Your Business

Welcome back – I’m really excited to have you join me again for our next video in the series on “Plugging the Profit Leaks in Your Contracting Business.”

Today, we’re diving into the world of sales and uncovering the secrets to winning more bids. I’ve got a special guest: Jeff Borovitz from Sandler Sales, the expert in sales training for the construction industry.

Imagine this: Selling projects has become much easier,  The stress of getting someone to say yes is gone! How? You’ve learned the Sandler Sales Approach.  It’s no longer about just showcasing your services; you now understand your customer better and how they make buying decisions, which armed you with better sales skills. Sandler’s practical sales processes have helped countless contractors just like you crush it on closing bids.

Here’s a sneak peek of what we discussed in my interview with Jeff:

  1. Unlock the Secrets: Jeff reveals some powerful questions that will help you understand your prospects’ habits. Armed with this knowledge, you’ll steer the conversation like a pro, building rapport and trust from the get-go.
  2. Building Trust: We’ll share tips on creating an impressive intake process when a prospect calls. By being professional and attentive right from the start, you’ll earn their trust and stand out from your competition.
  3. Supercharge Your Sales: Jeff shares strategies that will give you an edge in closing more projects. With a solid sales process in place, you’ll be better equipped to overcome challenges and drive the sales process with ease and focus.
  4. Tailor Your Approach: We explore the six common reasons why people remodel their homes. Jeff explains how you can adjust your approach to meet each customer’s specific needs. By understanding their desires and concerns, you can win them over with a pitch that speaks directly to them.

But that’s not all! We’ve prepared an exclusive FREE Lead Intake Form and Sales Process Toolkit just for you. Employing tools like these will help you plug those profit leaks in sales and take your construction business to new heights!

And don’t forget to tune in next week for our next video in the series. We’ll be diving into production and discovering how to boost efficiency while getting your team on board with change. It’s the key to maximizing profits and achieving great results.

Remember, every leak you plug brings you one step closer to a more profitable and thriving contracting business. Don’t miss out on this opportunity to transform your sales strategy. Watch the video now!

Plug Profit Leaks: Unleash Strategic Marketing for Your Contracting Business!

Today, we dive deeper into the realm of marketing as we continue our nine-part series on plugging the profit leaks in your contracting business. And trust me, you won’t want to miss this one!

Joining me today is Spencer Powell, an industry expert and the mastermind behind Builder Funnel. Unlike your average marketing guy, Spencer hails from a construction family business where he worked wonders, propelling their revenue from $2 million to an astounding $10 million in just four years. Needless to say, he knows his stuff!

In our exclusive interview with Spencer, we cover a range of crucial topics that can transform the way you approach marketing in your contracting business. So, grab a cup of coffee, sit back, and get ready to learn some valuable insights.

First up, we discuss why having a marketing strategy tied to your company goals is of paramount importance. Spencer shares invaluable advice on how to discern which projects to embrace and which ones to politely decline. This strategic approach ensures that your marketing efforts align with your business objectives, helping you attract the right type of clients who will contribute to your long-term success.

But what if you need leads pronto? Don’t worry; we’ve got you covered! Spencer shares some short-term marketing strategies that can generate leads quickly, giving your phone a much-needed boost. These tactics will help you bring in potential clients and opportunities right when you need them most.

Of course, it’s not just about instant gratification; we also dive into long-term marketing strategies that focus on nurturing and branding. Spencer sheds light on the best ways to implement these approaches specifically tailored to the construction industry. By investing in long-term marketing efforts, you’ll cultivate strong relationships, establish your brand’s authority, and consistently attract quality leads over time.

Now, here’s the exciting part. If you’re tired of waiting for your phone to ring with the right kind of lead, then you need to watch the video interview with Spencer. In just 35 minutes, he shares his wealth of knowledge and experience, which could potentially be the most valuable investment you make all year!

And as an added bonus, Spencer mentions a fantastic tool during the interview – the FREE website grader. In a mere 10 seconds, this tool can evaluate your website’s performance and show you how it ranks in search results. Trust me, it’s definitely worth checking out!

Next week, stay tuned for the next video in our “Plugging the Profit Leaks in Your Contracting Business” series. We’ll be focusing on how to optimize your sales process and increase your closing rate. You won’t want to miss it!

Remember, every leak you plug brings you one step closer to a more profitable and thriving contracting business. Don’t miss out on this opportunity to transform your marketing strategy. Watch the video now!

Until next time, keep building, keep growing, and keep profiting!

Here is the FREE website grader tool Spencer talked about – it takes about 10 seconds you can pop your site in there and get a score to see how your site ranks in searches.

understanding markup vs. margins for maximum profitability

As a contractor, understanding markup vs. margin is essential for your success.

Bidding on projects without properly calculating your markup can be a recipe for disaster. Knowing how to calculate markup and margins gives you more confidence when selling projects,  and is the first step to making a consistent profit.

In this blog post, I show you an easy approach to understanding markup and margin, as well as provide some free resources that will help you bid confidently knowing that your project will be profitable from day one!

Why Does Understanding Markup Matter?

You want projects to be profitable – that’s a given. To achieve this, it’s important to understand how markup works. If you don’t know how much you need to mark up on bids in order to reach the desired gross profit margin, you will likely bid too low and lose money before the project event starts!

How Can I Learn More About Markup vs. Margin?

Understanding markup and margins can be intimidating but once you understand the basics it becomes much easier! With the help of my video plus the FREE table I provide, you’ll have the knowledge needed for calculating accurate bids with confidence. Also, feel free to grab my article  “Markup vs. Margin Explained.”

Having a good grasp of these finance fundamentals means less stress in wondering whether or not your projects will be profitable.