Top Seven Sales Tips for the Construction Industry

Ask information-gaining questions to fully understand the project type. By doing so, this will give you a better indication of the solutions you can of...

Admin
|Sep 15|magazine5 min read
  1. Ask information-gaining questions to fully understand the project type. By doing so, this will give you a better indication of the solutions you can offer and will therefore help you to plan an approach that supports the project, whether it be a design and build, managed contract or traditional build.
     
  2. Find out who the key decision makers and influencers are within the client organisation, then create an influence matrix and ensure that where possible, all of them are contacted so that you can introduce your organisation and describe how you can offer them true value.
     
  3. At all stages of the tender, ensure that you remain fully aware of all details of the project that you are tracking including the key influencers, changes in timescales and design.  This will help to protect the project specification as much as possible by making sure you are still fully able to meet the needs of the project.
     
  4. Prepare and plan fully before every visit to the potential client so that the decision makers can see that you are truly aware of the details of the project and that your company is professional in its approach.  Don’t make the mistake of relying upon anyone else to give you the necessary information.  This will help to reassure the contractor during the decision-making process.
     
  5. When visiting a client site, make sure you are fully equipped with your CSSS card, PPE including hard hat, high visibility jackets and correct site footwear.  This shows you understand what is required in such an environment and that you are professional in your preparations.
     
  6. The design to order process can often be lengthy and complicated, which in turn can present a number of opportunities for changes to occur in the specification. To try and counteract this, simplify the sales process as much as possible by providing explanations and quality demos from the outset.
     
  7. Make sure you ask for details of the budget for the various elements of the construction project. This information is critical. Remember that the specification can always be altered, right the way along the supply chain.  This information will help you to offer a realistic and relevant solution to the particular challenges and objectives of the potential client organisation.

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