As a contractor, making sales is what keeps your business afloat. But sometimes, gaining clients can feel like a slow process.
We’ll share our top closing sales tips for contractors with you here so that you can get back to what’s most important—taking care of your steady stream of new clients.
1. Contact Prospective Clients Immediately
Whether it be via voicemail, email, or a lead someone gave you, contacting potential clients as quickly as possible is critical.
Most people reach out to multiple contractors when they’re searching for help. So, being fast to get in touch with a client will offer a positive first impression of your efficiency and seriousness about helping them.
Furthermore, if you can build a connection with a potential client before other contractors do, there’s a higher chance the client will choose you instead of vetting other options.
2. Build Trust
Trust is the hallmark of building a contractor business with a high rate of closing sales—you’ll need access to a client’s personal property or data, which they’ll be hesitant to give someone they don’t feel comfortable with.
Ways you can build trust include:
- Follow through with what you say
- Don’t promise something you can’t do
- Be an active listener
Finally, humanize your conversations with your clients—connect with them on a more personal level, such as talking about your kids or a favorite sports team.
3. Be Professional
While finding commonalities with your clients is among the most effective closing sales tips for contractors, it may come off as unprofessional if your conversation becomes too casual.
Professionality has a significant impact on the likelihood of someone hiring you as a contractor.
To show your prospective clients that you’re professional, avoid talking poorly about your competitors, dress appropriately, and showcase your knowledge of the legalities within your field.
4. Anticipate Concerns
Here’s the reality of contract work: You want a fair price for your time, but clients may feel like you’re overcharging them.
Therefore, knowing the pain points that cause you to lose clients can help you address them with potential clients before they have time to object.
In the case of high pricing, you can acknowledge that you’re not the cheapest contractor out there, but it’s because you offer top-of-the-line work that the client can tweak until they’re happy with it.
5. Offer Options
There’s a higher chance that you’ll close more sales if you offer tiered pricing for your services than a flat rate. Every client has different needs and budgets, so a pricing scale helps you cast a wider net.
Examples of price tiers with catchy names include:
- Value package
- All the bells and whistles
6. Don’t Make Your Clients Hunt You Down
As a contractor wanting to close more sales, it’s vital that you make it easy for your clients to reach you.
Whenever a client lands on your website, reads your email, or receives paperwork in the mail, they should be able to locate all your contact methods quickly.
- Business phone number (and emergency phone, if applicable)
- Address, if you have a physical office
- Website URL
- Email address
- Social media
Follow-up is crucial for increasing your client base. People are busy, and they might forget they contacted you or misplaced your contact information.
By sending follow-up emails or calling your clients soon after your initial contact, you’ll boost your chances of closing the sale.
There’s no doubt about it—follow-ups require time. However, they’ll likely result in more sales.
8. Embrace Social Proof
When it comes to closing sales tips for contractors, often the best way to close sales with new clients is by pointing them to what other people are saying about you.
There are many ways you can show social proof, including showcasing client testimonials on your website and social media pages.
However, you should also use third-party sites such as Trustpilot, as prospective clients will know that the reviews there are unbiased, thus helping you gain their trust.
9. Create Standout Branding
From your logo to the design of your paper or electronic quotes, you should aim to outrank your competitors in your company’s appearance.
Having a well-designed website is one of the best ways to impress customers and show that you’re a professional in your field.
At Hook Agency, we’re experts in crafting custom-designed websites. By partnering with us, we’ll help you attract and close sales with new clients.