E19 - with Aaron Bark of Cover Your Pergola
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Every company is a sales company. How effective you are at sales is how well you can accomplish your company's mission. In this week's episode, hear how to grow your sales engine - what to do and what not to do. Will and Dillon also sit down with Aaron Bark to discuss franchising, onboarding/training, and how to tackle future growth. Don't miss it! Listen Now! Seven MORE Ways to Boost Your Sales |
Define Your Target Market: Understanding your target market is the foundation of any successful sales strategy. Identify the specific industries, regions, or types of projects where your construction services can offer the most value. Tailor your sales efforts and marketing messages to resonate with the needs and preferences of your target audience. You can't sell to the person you don't know!
Develop a Strong Brand Identity: In a crowded marketplace, a strong brand identity sets you apart from the competition and instills trust and confidence in potential clients. Invest in branding efforts that showcase your expertise, reliability, and commitment to quality. Consistent branding across all touchpoints, from your website to your marketing materials, reinforces your brand identity and helps to attract and retain customers. No one buys from someone that's inconsistent!
Build Relationships: In the construction industry, relationships are everything. Cultivate strong relationships with clients, architects, engineers, subcontractors, and other key stakeholders. Attend industry events, participate in networking activities, and leverage social media platforms to connect with potential clients and partners. Building trust and rapport lays the groundwork for successful collaborations and repeat business. It's all about who you know!
Provide Exceptional Customer Service: Exceptional customer service is a powerful differentiator in the construction industry. From the initial inquiry to project completion and beyond, prioritize communication, responsiveness, and transparency. Addressing client concerns promptly and proactively goes a long way in building lasting relationships and earning referrals and repeat business. Are you proud of the experience your team makes??
Invest in Sales and Marketing Tools: Empower your sales team with the right tools and technology to streamline their efforts and maximize productivity. Invest in customer relationship management (CRM) software to track leads, manage contacts, and nurture relationships effectively. Leverage digital marketing channels such as social media, email marketing, and search engine optimization (SEO) to expand your reach and attract qualified leads. Looking for training here? YouTube is your friend.
Offer Value-Added Services: In addition to your core construction services, consider offering value-added services that address specific pain points or challenges faced by your target market. Whether it's design-build capabilities, sustainable construction solutions, or project management expertise, offering comprehensive solutions sets you apart as a trusted partner rather than just a service provider. Bigger tickets = revenue with more profit.
Continuously Measure and Improve: Continuous improvement is key to staying ahead in the construction industry. Regularly monitor key performance indicators (KPIs) such as lead conversion rates, customer satisfaction scores, and sales pipeline velocity. Analyze trends, identify areas for improvement, and adapt your sales and marketing strategies accordingly to optimize results. Good luck improving something you don't measure!