Construction is all about getting the right project together and making sure there are new projects in the pipeline once the current ones are completed. The key here is time and rapport building which many are accustomed to do but doing it the wrong way or not doing it at all.
Today, Sales Ninja will share tips on how to generate more leads for construction projects so that your yearly projects never run out and your sales will skyrocket.
Cold-calling The Right Person
All projects must start somewhere and not just sit around and wait for them to come. Sales Ninja highly recommends connecting to architects and consultants 1st.
This is to build influence and relationships from the upper echelon to the lower ranks. The reason being is that architects and consultants have the last say on how projects are conducted and what materials are needed etc.
Communicate with Contractors
Or Main Cons. Several project managers don’t fully communicate with the Main Cons for multiple reasons. But keeping a constant channel open with them is important in the long run especially for very large projects.
There is the stigmatic belief that Mains Cons will brief and follow-up with the Sub Cons (sub-contractors) about the project and materials needed but that is only half true.
The other half falls on your project managers or the architect because it is their project and the architect has the final say.
Eliminate “Conventional” Relationships
Many project sales executives practice an old and “conventional” relationship with their clients by going beyond professional and all-out social. They would invite or bring their clients out to clubs to have a fun night out or buy their way by offering gifts or cash incentives for a project.
Resorting to this method only shows the salesperson’s poor ability to sell himself and acquiring the projects without resorting to underhanded tactics. If proper rapport building was done in the 1st place, this expensive and under-the-table method would be entirely avoided.
Switch Focus To Other Projects
Every project takes a long time to acquire and complete. In between those times, your project salespeople can focus on other projects for future potentials. Too many project sales managers focus on one project at a time and ignore others because of “urgency and speedy”.
While it is true, any ongoing project is important, it is just as important to keep future projects in check. Working in a big construction company would mean multiple projects at the same time but the idea of focusing on 1 project at a time is still practiced among the big firms.
Project Sales Training
To acquire more projects is no easy feat but it’s possible so long as you know what to do and the mindset to push for it. Every project is different and requires different approaches, but a lot of sales training would be highly generic and not market or target specific.
Sales Ninja can help to push for more sales, generate more leads and maintain professionalism without resorting to underhanded tactics. Click HERE to contact us and our Senior Solutions Manager will contact you with a fully customized solution.
