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Creating An Offer

Do you get bogged down preparing quotes for free and still not winning jobs? In order to be viewed as a professional builder, it’s important to act like a professional service provider. Working for free in the hope of pulling in future business is not a smart way to run a residential building company. And that means following your own process for selling rather than your prospect’s process for buying. Educate your marketplace and expect them to follow your process. Don’t be swayed by the fact that no one else charges for quotes in your area… Or that your clients won’t pay for a quote because no one else has had to. Be bold, and stick to your proven sales process because that has been proven to give you the best clients and the best jobs in the past. The bottom line is, just because that’s how other builders do it...or because that's what the client wants you to do, does not mean you have to give your time away and quote their job for free. And we’ve seen enough building companies to know that regardless of your size or location, you don’t need to work for free in order to win contracts. Jeremy and Sue from Gaia Construction are just one example. Jeremy recently cited charging for quotes as the key change they have made to their business since joining the APB. They were getting some great referrals, but they also needed to quote for architects and they ended up just being used as a price-check. They were entering tenders where other builders were competing on price. The key change they made to their sales process was to take clients out of the marketplace earlier by working with clients at the beginning of design. As a result, they created the opportunity to build really good relationships with the clients so that when it came to construction, they didn’t even attempt to get other quotes. That key change has allowed Jeremy and Sue to grow Gaia Construction and be a lot more successful. So that is how to get paid in advance. Do you see how this can help you to weed out the time-wasters and start working with the best clients and the best jobs? Give it a try and see for yourself how effective it is to use a process that compels prospects to follow your process for selling rather than you following their process for buying. Need some help with implementing a proven sales process in your building company? If you’d like to learn more, click on the link below. https://go.associationofprofessionalb...