You might not think of yourself as a salesperson, but as a contractor, your entire business relies on your ability to win a bid. Shortening the amount of time it takes between getting a customer interested and winning a bid (aka, the sales cycle) will give you more money and time.
Shortening that time starts by making your business easy to find and even easier to reach. If customers can’t talk to you, they can’t make a sale with you.
These ideas can help if you’re struggling to keep up with leads and need a better way to manage sales.
1. Make it easy for potential customers to find you
Set up a website and social media accounts that show potential customers who you are and what you do. Your website doesn’t need to be dozens of pages long. A simple one-page website that includes updated contact information and a form prospects can fill out to get in touch is plenty. Over time, you can add more details, like a description of your services, customer reviews, and photos of recent projects to build credibility and rank higher in search results.
2. Talk to leads ASAP
Research shows that 78 percent of customers buy from the first business that contacts them about an inquiry. If you’re not available for phone calls, chat messages, texts, or emails, you’re missing out on closing sales. Figure out a way to make sure someone is available whenever a prospect calls. That might mean paying someone to cover the phones for you, respond to website inquiries, and answer emails quickly.
3. Schedule an Estimate ASAP
While talking to a potential customer on the phone, schedule an estimate to meet in-person to review the project and see the job site first-hand. Minimize the amount of time between your phone call and your in-person meeting to reduce the chances that someone else swoops in and closes the deal before you.
4. Get organized
If your sales process involves a lot of sticky notes with random phone numbers lying around your car and office, you’re not alone. You’re also not maximizing your time, creating chaos, and making costly mistakes. It’s relatively painless to set up a system that allows you to keep track of leads so you can follow up quickly. (If you don’t want to go through the hassle of finding and implementing a new system, don’t worry. I can help!)
5. Don’t overcomplicate paperwork
Use a software system to sign contracts and agreements between you and your clients. This simple but effective tool can make it as easy as possible for you to settle negotiations and start working.
Let’s Get You More Customers the Easier Way
Your time is valuable. Maximize your time using these tips so you can devote more energy and resources to delivering quality work to your customers and less time chasing down leads.
I can help you win more bids in a professional way that earns your customer’s trust, and to get more business in less time. Schedule a strategy session with me today to get started.
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