How do you maximize the odds that you'll win a new project?

Business Management Client Relations
1

After the point at which you receive a lead, what are the two or three things you do to maximize your chances of winning a new client?

2

You need to do most of it before a lead, I.E building a brand, and having a great sales presentation. But I have found there to be 3 major ones.

  1. Follow up, and always answer the phone, if you cannot answer the phone make sure you have the staff to. Not answering the phone is the number 1 reason roofing companies fail to close deals.

  2. Do what you say you’re going to do

  3. Understand your product, and offer the best and most valuable solution to the client.

If you are only thinking about the sale after the lead, you are in for a rough couple years. IMO

3

Be honest and dont promise something you personnally cannot deliver- you dont have control of the outcome if you cant personally stand behind the performance of your subs or employees.

4

Be honest and forward about what you will provide and keep your word. Be dependable and honest. When you make contact with the customer, always be professional and presentable. The homeowner or customer will always judge you on first impression and appearance.

5

Must be honest & truthful . Open minded, answer the client questions and address there concearns. Be a professional and different from your competition.

6

Attention to specific customer detail build and price what they want not what you want them to have and offer creative suggestions

7

Listen to your client. Try to take the time to truly listen to what they say, and understand what they want. I try to get my customers involved in the estimating process, this way they are part of the final plan. the more complex, the more involved I want them. I research materials and bring them options and pricing, allowing them to decide what works, in the end, the proposal is really a joint effort, they are invested in the process and have helped create the final proposal. At the end of the day, be honest, fair and comunicate effectively. Remeber, there is always going to be a cheaper price, but not necessarily a better proposal.

8

Be neat, clean, honest, on time, and communacate, in otherwards, be a professional.

	Answer any and all questions and concerns that are brought to your attention.



	Educate the potential customer, tell them what you are planning on doing and why. Most people have no idea about the preperation thats needed to do a quality job so explaining this might show them why their project is going to cost a little more than they planned on. Its not often that a job comes in under budget unless they know all the required steps beforehand.
9

First and formost contact the lead ASAP! Then schedule a visit with them, be honest and always deliver what is promised.