Here Are Some Tips to Improve Your Sales Strategy
Your sales strategy should vary according to your audience. You may be trying to sell to a new audience, get repeat business from existing customers, or improve the conversion rate of existing customers. The success of your sales strategy depends on whether or not your sales team can communicate value to prospects. This is why we compiled a list of tips to create a winning sales strategy for your construction company.
The success of your sales strategy depends highly on whether or not you have a team with talent, expertise, consistency, and drive. They will have to perform research on things such as your competitors, trends, and sales and promotion methods. If you can develop the right plan, understand your audience and can deliver them value, you will be able to predict growth and sales. If not, you will not see sales.
How You Can Create A Winning Sales Strategy for Your Construction Company
Take your business online
Construction is majorly an offline business but you will still need to have a presence online. While you may sell products online, you do not need to sell services. This is because most of your potential customers are already online. Start with getting a good website designed. Your website is comparable to a physical store that your customers would walk into. Ensure that you have a list of products and services and that there is a contact form on your website so that prospects have a way of reaching out to you.
Integrate sales and marketing
In many businesses, marketing teams and sales teams are two separate entities where one tries to generate leads, and the other tries to convert those leads. Integrating both sales and marketing teams is called “smarketing,” and his approach drives both traffic and leads, and converts into sales. Both teams should have aligned goals and work together on things like SEO, content marketing, and social media. Create an environment for them that is honest and friendly, make data transparent by combining marketing and sales data, and have a way for sales and marketing to transfer leads.
Understand your audience
You can have the best products and services, but if you don’t understand your target audience and what they want, you are setting yourself up for failure. Start by identifying potential customers, customers who have bought from you in the past, and repeat customers. You need to have a detailed profile of what your target customers wants. Try to set up a meeting with potential clients before you move forward, and learn as much about them as you can during this meeting. Ask lots of questions and figure out a solution to their problem. Don’t just try to make them your customers; you will have to consider whether they are a good prospect for you as well.
Create a value proposition
It is not enough to just have an extraordinary product or service. Your value proposition tells potential customers why they should do business with you rather than with your competitors. The benefits of your products and services should also be clear to them from the beginning. Many companies tend to drown out what they have to offer with irrelevant content, don’t highlight it enough, or don’t know what their value proposition is at all. First, identify what your unique value proposition is, then highlight it on your website and all marketing materials.
Create winning proposals
After a prospect shows interest, you need to figure out how to get them to buy from you. Great proposals succeed at convincing people to buy only from you. Make sure you use more images and visuals than text. Offer to take a potential customer to sites where work is ongoing, and to projects where work is already complete, and let them talk to past customers. Your proposal should offer compelling solutions for the potential customer’s problems and benefits that they would not get elsewhere. But most of all, you should understand the recipient and how they like to be followed up with. For customers online, use a strong call-to-action and ensure that your web pages have high quality content.
Follow-up on proposals
After offering your proposal or after a customer visits your website, you should follow up within a few days so that they know you are serious about working with them. If a prospect does not respond to your efforts at communication, don’t give up. Stay at the front of their mind by following up with phone calls, postcards, handwritten letters or emails. Because it is possible that the customer has gotten busy with something and forgotten to get back to you. Use a combination of methods to follow up, ask questions and get feedback.
Create a sales strategy that will entice prospects to choose you over the competition with CMGurus. We offer a number of construction marketing solutions that will bring in sales for your construction businesses over and over again.