Hey Contractors These Selling Systems Land Great Paying Work
Below is a MRR and PLR article in category Internet Business -> subcategory Web Hosting.
Hey Contractors, Master These Selling Systems for Lucrative Jobs
Summary
Are you aware that the main aim of your selling system is to secure negotiated contracts? Essentially, it’s about closing deals and making profits.
Participating in a lowest-price bid doesn’t require true salesmanship. In construction, selling means being hired for negotiated work. Here are 10 systems to help you secure enough work to grow your business profitably.
1. Assigning and Prioritizing Leads
If your marketing is effective, you'll see a surge of leads. Develop criteria to sort and prioritize these.
Identify and define profiles for "A", "B", and "C" level prospects. Know what your best customers have in common.
- "A" prospects seek and value your expertise, demonstrated by case histories and testimonials.
- "B" prospects are generally a good fit but not always.
- "C" prospects are better suited to your competitors.
Ensure the team responsible for sorting leads uses clear criteria for assigning these grades.
2. Qualifying Leads
Avoid wasting time on unsuitable leads. Determine quickly if a prospect aligns with the quality and style of your services.
If they don’t appreciate your services’ value, politely decline and move on.
3. Following Up with Prospects
Marketing research shows most customers buy after the seventh contact. Ensure you plan several follow-ups with prospects.
Remember, if they don’t hear from you for 21 days, your chances diminish significantly. Timeliness is crucial.
Develop a follow-up system to maintain contact until they make a decision.
4. Creating Proposals and Presentations
Use standard templates for proposals and presentations. This helps quickly create professional, persuasive content.
Make sure team members understand their roles, whether concerning text, figures, or images.
Test and refine your proposals to consistently encourage client decisions in your favor.
5. Processing Orders
Your team must know exactly how to process orders. Information should reach schedulers, operations for materials, and accounting timely.
Organize and centralize your filing system. Seamless order processing leads to successful projects and happy customers.
6. Client Follow-Up After Project Completion
Follow up within two days of finishing a project to ensure satisfaction and prompt payment.
If there’s dissatisfaction, address it directly to solve the issue swiftly.
Send a thank-you card. For high-value projects, consider a gift certificate or charity donation in their name.
7. Encouraging Profitable Sales
Create a sales compensation plan that rewards for profitable work equally among team members. Focus on high-profit opportunities.
Sales personnel must close deals on highly profitable work to justify their role.
8. Enhancing Sales Skills
Hiring a proven rainmaker can be costly?"train your sales team instead.
Coach your salespeople, and if needed, bring in a sales coach.
Skilled, motivated salespeople can accelerate your company's growth.
9. Networking
It’s about who knows you within the industry.
An effective network serves as an early warning for new opportunities. Keep your team well-connected to be the first to hear about leads.
Continuously build and nurture relationships and send business their way. Mutual success strengthens networks.
10. Strengthening Customer Relationships
Develop a system to build strong connections with clients, becoming an invaluable resource.
Help solve problems, offer budget insights, and share useful contacts.
Support need not be limited to business interests. If a client has a hobby, share relevant, unique information.
Taking clients to meals or events is also beneficial. Invest time and resources based on customer value.
Stay close to your most valuable clients.
Final Note
You might have noticed closing isn’t listed among the 10 systems. Closing is a skill, an essential one that someone in your company must master.
You can find the original non-AI version of this article here: Hey Contractors These Selling Systems Land Great Paying Work.
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