The Top Mistakes Contractors Make During the Sales Process

The sales process is, arguably, the most critical point in the contractor-client relationship. Sure, the early rapport-building stage is important; people aren't likely to give you the job if they don't like you, and you've got to earn the client's trust in order to be considered for the project. But we can all give examples of a time when everything was going swimmingly and then -- out of the blue -- the sale totally flopped. This isn't necessarily your fault. Clients can be finicky, and there are a number of factors which may have influenced their decision to go in a different direction. You can't win 'em all. Even so, there are several missteps that contractors commonly make during the sale, and these little blunders might be costing you a lot of business. Below are three of the most frequent mistakes made by contractors when making a sale.

Not asking enough questions.

Being a professional, you might assume you know what the customer wants and expects. Keep in mind, however, that this isn't always the case. Even the most predictable clients may change their minds or expectations -- and not all of them are going to keep you in the loop without some prodding. If you're not asking the right questions, you may end up being blindsided by unexpected or modified requests. Asking a lot of questions also allows you to engage with the client on a deeper level. You'll get to know them better, and it'll be clear to them that you're genuinely interested in satisfying their project needs. Conversely, moving forward without getting a good feel for what the customer is looking for might make them feel like the project is too rushed or not thoroughly hashed-out, and this could cause them to get cold feet.

Not going over your proposal in person.

While modern software often allows you to send out proposals electronically, there are lots of benefits to personally going over a proposal with your client. In fact, not doing this could very well cost you the sale. Aside from fostering a stronger relationship with the client, presenting proposals in person gives you the chance to add value through detail. You can tell the customer exactly what you're going to do and how you're going to do it, demonstrating that you're the most experienced, cost-efficient option for the job. Go over each section of the proposal slowly and meticulously, and explain how you plan to approach each task that you've outlined. This shows an unparalleled commitment to quality. Talking with the client upfront also gives you the opportunity to clarify (and help set) their expectations. You can answer lingering questions they have about the document, as well as remove possible barriers to decision-making, giving you a leg-up in making the sale.

Not asking for the job.

Just because you've made your pitch, that doesn't mean you've asked for the job. A successful sale requires you to be assertive -- not to the point of being off-putting, but enough so that it's obvious you'll do what it takes to earn someone's business. And there's no better way to put yourself out there (and get a definite answer from the client) than by explicitly asking if you can have the job. Doing this will encourage your more "wishy-washy" clients to make a decision. In fact, it may even be the thing to get them off the fence. Knowing how to properly ask for the job makes you come off as more professional, and putting a little positive pressure on the client can help you win a close bidding war. To learn how to incorporate this into your sales process, check out our post on "7 Ways to Ask for a Contracting Job".

What's next?

5 Questions You Should Ask Every Client Before the Job What if we told you there was a method you could use to improve customer relations, achieve optimal project results, and gain new business in the meantime? One of the simplest ways you can accomplish these things is by knowing which questions to ask your clients...Continue Reading

Increasing Customer Engagement Through Better Proposals As a business owner, you understand very well the importance of customer engagement. It's not just about doing satisfactory work; it's about making the client feel like they're part of the process and, above all, like their opinions matter...Continue Reading