How to Become a Successful Builder #4 - Gain Client Respect
the-successful-builder The Highly successful Builder Gains the Respect of His Clients
So your prospective renovation customer is giving you the “runaround?” Being demanding? Even a little aggressive? “Don’t call me, I’ll call you?” And they haven’t even signed a building quote!But you can’t afford to let them go... you need the money... so you play their game! How often do you win in this situation?Yet the builder across town is busy, with work booked months ahead. He doesn't have the financial tightness you're experiencing, and his clients treat him with respect. Why?In this article I outline three things highly successful builders avoid doing, that earns them the respect of their clients and keeps them ahead of the pack.
1 They Don’t Run After Clients
Highly successful builders have their clients chasing after them! Pleading with them to fit in their job! Wouldn’t that be nice!So, "How do I get clients chasing after me?" You ask.An excellent question. But recast as:
“What can I do to raise my client’s level of respect?”
the answer becomes pretty obvious.Highly Successful Builders improve their presentation, their professionalism and their customers’ experience of their service. They ensure that they are perceived by their customers as professionals and experts.And the thing is... professional experts never chase clients! So quit doing it. You’re better than that.
the-successful-builder Master the Habits of Highly Successful Builders #4 - Gain Client Respect
2 They Don’t Plead for Sales
My taxi driver spent most of the journey pleading with me to take his card so I’d use him in the future. He was begging. He thought he was doing a great marketing job as I did take his card, but the more he pleaded the more he showed he was desperate for work. He is desperate because he isn’t very good. Why would I use him, other than to exercise my charity.So with the builder desperate for work. You might not be pleading for the sale, but if you’re thinking, “I need this sale” it’ll show in your demeanor.Highly professional builders don’t plead for the sale. So quit thinking it.
3 They Don’t Chase Discounts
How easy to get into a bidding war and win “by losing” margin. No-one wins when a renovation job is “purchased” by the builder. So, rather than discounting, win your customer by demonstrating the additional value your offer provides: e.g. your 12 point guarantee; the security system that gives overnight peace of mind; the care your team takes, etc.You see, one reason the highly successful builder has fewer financial worries is that he works for a decent margin. So quit chasing discounts.
A Question
So how is it going for you? What can you do to increase the level of respect your potential clients have for you?I’d love to hear your experiences.Post you comments below
View more in the "How To Become A Successful Builder" Series:
How To Become A Successful Builder: #6 Unleash Effective Systems
How To Become A Successful Builder: #7 Work The Business Cycle
Graeme
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