7 Keys to Success in Construction Sales
Successful construction sales representatives must be well-versed in the industry’s unique business requirements. Though not all sales representatives are necessarily trained in construction, they must have extensive training before starting field work. Technology is constantly changing the construction industry, and 37% of construction companies are testing drones. Here are some helpful tips for construction sales reps. Read on to learn more. Construction sales are becoming a competitive industry, and sales professionals must stay ahead of the game to keep up with the ever-changing landscape.
First and foremost, make sure to have a solid sales strategy. Most construction businesses are regionally focused and have a limited geographic scope, which limits their potential for work outside of the area they’re familiar with. That means that they might have to bid on projects that are outside of their area of expertise. By preparing and scheduling early, construction sales pros are positioned for major success. And they also have an edge over competitors. To be competitive, sales reps should learn to make the most of the many opportunities that are available.
Word of mouth is a powerful marketing tool. A successful construction sales team should encourage referrals by promoting its reputation through referral programs. Referral programs should reward the referr and provide incentives for happy customers to spread the word. To motivate referrals, consider giving them gift cards or discounts. Also, consider the reward size. For instance, Ohana Home and Design offers a $500 cash back for every job referral, while Lemon Remodeling provides a $1000 cash reward for referrals.
Successful construction sales professionals use a proven sales process to close deals. They create relationships with clients and build rapport with them. The best salespeople also build strong customer relationships, which leads to future business opportunities through referrals. By employing systematic sales processes, construction companies can boost their sales and build a loyal following. There are seven keys to success in construction sales:
Build relationships with your top customers. The construction sales industry is a $1.3 trillion industry, with competition fierce. Most companies focus on creating 10 to 20 lifetime customers, but the goal is to convert one-time customers into loyal clients. As a construction sales representative, you must learn to understand and communicate complex construction documents. And to win more construction projects, you must become a sales expert in 10 steps. Once you’ve followed these steps, your sales process will become much more effective.
Develop a well-developed job description. You should clearly outline the tasks you expect your sales manager to complete. A well-written job description will captivate top candidates. Recruiting the right talent for the position will increase your chances of success. If you’re looking to hire a construction sales manager, use a job description template to guide you. A construction sales manager’s job description should sell your company. And don’t forget to include details about compensation.