In construction, it’s commonly believed that the lowest estimate wins the bid. However, there are numerous factors that can lead customers to choose one company over another. You don’t always need to slash your profits to secure a client! Here are four ways to win over customers without sacrificing your bottom line.
- Be the First to Submit Your Estimate
Time is of the essence in the construction industry. If you can’t keep up, your company may be overlooked. Prospective customers value quick responses, and being the first to submit an estimate can significantly enhance their perception of your company. A key priority for customers is staying on schedule; they expect prompt responses and quick turnaround times. By being the first in the queue, you demonstrate that your company is organized and understands the importance of timely deliverables. - Prepare Professional Documents
First impressions are crucial. If your estimate looks disorganized, customers might assume your work will be too. Show your prospective clients that you’re at the top of your game by providing a professional, well-designed estimate that accurately represents the quality of your work. Make sure your bid is clear and organized, making it easy for the customer to understand. Some clients may prefer costs listed by room, while others might like them categorized by material type or job phase. Learn your customers’ preferences, and if you’re unsure, just ask! The better you understand your customer, the better your estimate will meet their needs. - Gain Customer Trust with Detailed Estimates
Transparency is key. A major concern for customers when choosing a contractor is the fear of being misled or encountering hidden costs. Reduce this skepticism by providing detailed estimates that demonstrate the precision of your calculations. Show that you’ve considered all costs by including the appropriate level of detail for each job. Some projects might require an itemized list of every expense, down to the last box of screws. Others might be best served by broad categories such as materials, labor, and allowances. By sharing the right level of detail, you prove that your company is reliable and trustworthy. - Sell Yourself and Your Work
Numbers speak volumes. The best way to gain customer confidence is to showcase your successes. Imagine telling prospective clients that 86% of your jobs finished under budget. Sharing this kind of information not only highlights your achievements but also boosts the client’s confidence in you and the project. Whether meeting clients face-to-face or sending them an estimate, be sure to sell yourself and your work. Stand out from the competition by highlighting your qualifications, explaining the ease of working with you, providing references, and showcasing before-and-after highlights of previous jobs. Finally, always address any questions or concerns your customer may have. Your ultimate goal is to help customers recognize that your company is the best option for their project!
