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Closing and Selling Tips to Land more Projects
Jerry Aliberti • July 22, 2024
Mastering the Art of Closing and Selling: Tips for Contractors
Elevate Your Contracting Game with These Proven Strategies
When it comes to landing high-profile projects, your approach to closing and selling can make all the difference. Jerry Aliberti, a seasoned industry expert, shares invaluable tips to help contractors—and especially subcontractors—navigate the challenging waters of winning new deals. Whether you're visiting a GC office or meeting with an owner’s representative, these strategies will help you present yourself as the most viable candidate for the job.
The Power of Presence: Be There, in Person
In an era dominated by virtual meetings, face-to-face interactions hold more weight than ever. While Zoom and phone calls have their place, there's no substitute for shaking hands and making eye contact. Jerry suggests that if you're within a reasonable drive of your potential client, make the effort to show up in person. If the project is out of state but significant enough, consider taking a road trip or even a flight. Being physically present demonstrates commitment and seriousness, which can set you apart from competitors who rely solely on digital communication.
Positivity is Key: Avoid Complaints
Negativity can be a deal-breaker in any business meeting. Jerry advises against complaining about your employees or the industry. When subcontractors spend valuable meeting time griping, it sends a negative message to the potential client. Instead, emphasize the strengths of your team and the industry as a whole. Be the BEST conversation that the decision-maker has had all day. Positivity is contagious and will leave a lasting impression.
Highlight Your Value Without Diminishing the Competition
While it's essential to position yourself favorably against competitors, it's equally crucial not to disparage them. Jerry recounts multiple instances where contractors lost credibility by bad-mouthing their competitors. Instead, focus on why you are the best choice in a humble way. Highlight your unique strengths and past successes without resorting to negative comparisons.
Dress the Part: Professional Appearance Matters
First impressions are lasting. Jerry emphasizes the importance of dressing appropriately for your meetings. Showing up in muddy boots or work clothes sends the wrong message. You want to be perceived as a winner who can delegate daily responsibilities and focus on high-level tasks. A professional appearance boosts your credibility and shows that you can handle executive tasks while managing your team effectively.
Negotiate Wisely: Profit Versus Scope
One of Jerry's most impactful tips concerns negotiation. It's tempting to cut down your profit margin to win a bid, but this can be detrimental in the long run. Instead, focus on negotiating the scope of work or particular terms. Understand what aspects of your overhead you can adjust without sacrificing your profit. Your profit covers essential operating expenses and keeps your business financially healthy.
Know Your Project Inside and Out
Jerry stresses the importance of being thoroughly prepared before meeting with a potential client. Know the scope of the project in detail. It’s embarrassing and unprofessional if you frequently have to call your estimator mid-meeting to clarify details. Being well-versed in the project demonstrates competence and reliability.
Anticipate and Address Common Objections
Understanding potential objections can prepare you for a more effective meeting. Common points of contention often include price, the size of your company relative to the scope of the project, and past performance. Address these concerns proactively. Use testimonials and referrals to bolster your case, and be prepared to discuss any past issues candidly and constructively.
Follow Up: Persistence Pays
One of the most overlooked aspects of the selling process is follow-up. Jerry notes that many contractors fail to maintain communication after initial meetings. Follow up with an email several hours post-meeting to express your appreciation for their time. Continue to touch base regularly. A sustained effort can make your name the first thing they see in their inbox each morning, keeping you top-of-mind as they make their decision.
By incorporating these tips from Jerry Aliberti into your selling strategy, you can significantly improve your chances of landing more projects. From the power of personal presence to the nuances of professional presentation and strategic negotiation, these insights can guide you toward becoming a preferred contractor in your field.
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