Do You Want More Clients? Use This Insider Trade Secret

By telling you this, I guess I’m letting the cat out of the bag. Still, I feel like every general contractor can benefit from what I’m about to tell you.

As you continue to look for more business, what are some of the tactics you are using? While some contractors might look towards making a better initial business strategy, or creating a dynamite referral system, all of which are great ideas, I feel like I have the trump card. No special tactics or sales pitches necessary.

The advantage isn’t doing anything extra with your clients. So often, you might feel like you have to continue to reach out and better yourself to claim more business. You feel you’re the one that has to improve, but you’re going about it the wrong way. You don’t have to do anything different that what you’re doing right now. You just have to present a different option.

When you bid for projects, include a pre-engineered metal building into your construction proposals.

When a customer needs more space, a new business facility, a barn for their property or a structure for storage, they’re not thinking of short-term options. Unfortunately, some people make several short-terms decisions because of limitations that affect them in the present. Honestly, I empathize with people when it comes to shopping. It’s hard to look at the long-term ramifications of a product when you’re worried about making a substantial initial investment, especially if you don’t see 100% of the results right away. It won’t be difficult for you to convince your clients a pre-engineered metal building is the perfect building solution for their needs. But you can reap the benefits as well.

When it comes to building solutions on the market today, your client will demand the strongest, most durable structure they can get. A steel building is all that and more. Pre-engineered metal buildings abide by their namesake, and are engineered to withstand live loads and dead loads, are and capable of enduring the forces of nature in the area you or your clients live. Even identical looking buildings in Los Angeles and Washington D.C. will be slightly different in the way they’re designed. It might not be visibly apparent, but the rigid frames and other components are plotted to specifically handle the forces Mother Nature throws at it. Durability is usually one factor your customers can get behind the most.

A pre-engineered metal building isn’t a cookie-cutter structure someone can buy at your hardware store, nor is it a tuff shed. I completely understand the need for those types of buildings. If your customer is looking for a cheap, inexpensive option, then that’s usually what they’ll get. In construction, I like to say, “You get what you pay for.” They can take the cheap road. Many have traveled that way before and nobody stopped them. It’s up to every consumer to select what’s right for him or her. However, make your clients understand they’ll very likely incur costs down the road, replacing parts, or even the whole building when cheap materials fail, bend, rot and break. Sadly, it’s a road people travel again and again, and fail to see what they’re doing wrong, all the while hemorrhaging money in each venture.

It’s easy to sit here and list every single benefit of a pre-engineered metal building to the end user. But that’s not why you’re here.

The faster you finish a job, the faster you get to move on to the next one right? At the same time, you want to do quality work. Your customer recognizes this fact – no, they expect it. You don’t want to tear through a job, or cut corners in order to satisfy another obligation. That’s the beauty of building with steel. While traditional construction with brick & mortar or wood has the potential to take months, a pre-engineered metal building can be erected in a matter of days or weeks, especially when a general contractor with steel building experience is in charge of the project. Also, these steel components are designed to be easily erected. The parts are pre-cut, pre-drilled and bolt together seamlessly without any job site welding necessary.

Now, you’re able to propose an option that works for you and your client. One job or project won’t stay on your schedule long, and your customer will be able to take possession of their building right away. Even though your customer might not care it’s a win-win for both of you, they’ll recognize all the benefits from their point of view. A happy customer is a loyal customer.

That’s a secret I don’t mind telling.

Photo courtesy: Peter Craven

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