It’s a minimum of 5 occasions simpler to win a brand new contract from an present consumer than to exit and discover a new one! That isn’t to say that we shouldn’t be extending our consumer base. Clearly that is important for ongoing firm progress and to make sure a wholesome gross sales pipeline.
Nonetheless, in case you are producing good high quality work, you must discover that 70% to 80% of your turnover comes both instantly from present or previous shoppers, or from referrals and suggestions from shoppers you have labored for. You want to spend so much of time growing relationships with these key individuals as a result of they’ll turn out to be your greatest advertising instrument.
One of many prime advertising blunders of the development industry is ignorance of this truth: present and previous shoppers are like gold mud to your business. Your present consumer base additionally types potential gross sales income for ‘back-end’ services and products บริษัทรับสร้างคอนโด.
Listed below are just a few methods of attaining these targets:
1. Run a CPD Occasion (Steady Skilled Improvement)to your present consumer base and guide staff – architects, amount surveyors, personal and public sector challenge managers and many others. All building professionals want ongoing coaching and you’ll present this as a service by reserving an honest venue and keynote speaker on a topic of curiosity like, Sustainable Development, Well being & Security, Inexperienced Points, Waste Administration, Planning Legal guidelines…
2. Run a Networking Occasion. Similar precept as above, however present a pleasant meal and provides loads of alternative to your shoppers and consultants to fulfill and speak. Very fashionable.
3. Go the additional mile. Provide a ‘Pre-Development Service’. Many potential shoppers are searching for a extra complete service lately. Provide free recommendation and assist on the conception of their challenge and you’ll win them for good!
4. Maintain the relationships going furring the lifecycle of the challenge and supply and repairs and upkeep service afterwards.
5. Current a framed image of the finished challenge at a particular challenge completion ceremony. Invite the native press.
6. Run a ‘topping out’ ceremony – that midway level within the challenge when the roof is on and marked by a plaque or related. Welcome native dignitaries. Suppose Huge!
7. The ‘wine and dine’ technique can work, however can show to be very costly and will not be price efficient. I’ve discovered a greater approach is to ask the consumer and guide staff for a ‘suggestions’ lunch on the finish of the challenge. That approach, any potential issues will be sorted out and future work negotiated in a casual ambiance.
8. Creating a consumer base is nice for the development industry as a result of this encourages the opportunity of negotiating contracts fairly than entering into the doubtful world of aggressive tendering.
Buyer satisfaction results in buyer retention results in repeat business!