Stand out from your competition and, win in construction…
Standing out from competition comes easily to Heba Malki of the Domilya Group. A Canadian based renovation & construction company.
Pretty much unheard of, Heba secured a seven-figure construction project, and she was the highest bidder. She tripled their business over the past three years. She did this by using a relationship marketing system to show appreciation for her prospects and clients.
Talking with Heba, I learned how hard it is to start a construction business. Like anybody that starts a new business, you don’t always have great success. You have times of struggle too.
Success in a new business starts with building a reputation of;
- Who you are
- Your product and;
- Your service
Naturally, the better reputation you build in your profession, the faster you grow.
If you could triple your business over the course of three years, would you want to know the secret?
Consistency in building genuine relationships is the key secret. Heba has been faithfully and consistently using a relationship marketing system increasing her construction business by 320 percent, tripling her business.
Her step by step process is;
- Meet with prospect
- Send a “Nice to meet you card”
- Send off the bid quote
- Send a “thank you again for the opportunity” card with brownies.
Talk about brownie points!
It must be true that the strategy to a persons heart is through the stomach.
This technique will quite often win her the job! What’s even more exciting about this, is that she was the highest bidder! Now, how often do you hear that the highest bidder in construction gets the job? I can pretty much tell you that never happens!
Heba had built a great relationship and reputation, so much so that they told her “we know that you will take care of us and make sure that our job is done right.
Now I want to make sure you are hearing this because this is such a powerful message. I get bids all the time. I own a company, and I get bids all the time on work I need done. The most important thing in hiring someone, is having the confidence that they’re going to take care of you. To know that they’re going to do all of the extra things that need to be done to get a job done the right way.
Basically what I’m saying is that going the extra mile and putting the effort out to do those things, will make a great impression. The prospect would think “Wow if they are focused on this kind of detail, that’s the kind of person I want to hire.” Essentially this is what happens when you show you care.
Look, your competition, not matter the industry is staying in contact with;
- phone calls and;
- text messages
- social media
But pretty much none of your competition are using this type of touch point that creates a significant impact.
A great rule of thumb to go by for staying in touch
Reach out to your customer and prospects a minimum of 4X a year with a tangible touch. Here’s what that looks like;
- Nice to meet you
- Holiday cards
- Thank you
Sending a couple emails combined with the second card was like a little nudge to get an answer from person seeking the bid.
It’s a no-brainer. Yet only the top three percent of businesspeople do it. So go figure. Talk about an opportunity to run circles around your competition!
If you are looking at massive growth, I would say take a gigantic look at your service and how you treat your customers and be the person that stands out. So it really is not about the second word “marketing.” It’s about the first word “relationship.”
Thanks for joining me,