How Construction Marketing Upsells Can Boost Your Construction Business

Have you noticed that every time you buy a burger, the sales staff always try to persuade you to ‘make it bigger’, or have ‘extra fries’, etc.? Has he also noticed that at the checkout in every supermarket there are shelves with things he wouldn’t have thought of buying, but while he’s waiting at the checkout, he suddenly realizes all the things he ‘needs’? Scary stuff! The real gains come when you get the customer to buy a bigger, more expensive, or more complete product or service.

This is how it works in the construction industry:

EXAMPLE A: The Remodeler, Home Refurbishment – ​​In the business of building additions, bathrooms, sunrooms, loft conversions, etc. How about suggesting certain improvements to the survey point? Or ask them if they’ve considered expanding the job to include the latest waste disposal unit, designed to be 150% more efficient, thereby generating significant cost savings for their client.

EXAMPLE B: The Commercial Contractor: how about offering a Repair and Maintenance service after the initial period of defects after the end of the contract? This can generate great benefits for your client because they already know the premises and can operate much more efficiently with the prior knowledge base they already have.

EXAMPLE C: The Home Builder – If you are building housing plans where multiple homes will be rented or leased, you could offer an on-site liaison officer for the first 6 months after completion to make sure people are safe in their homes. they know where to find everything and they are happy. You can offer this service as a free perk – this may be the deciding factor that will win you the contract over your competition! Alternatively, if the client/housing association/local housing authority intends to hire someone for this job, you could easily extend the scope of your business by providing the right person for the job, someone who already knows the property and have proven qualifications to do the job. worked.

EXAMPLE D: The Subcontractor – If you work for several larger contractors, how you source the products you use is crucial. The prime contractor may already have an approved list of suppliers, but good relationships can often be established with individual Buyers to allow Subbie to recommend where to source materials at competitive prices. A whole range of complex partnerships can be made to allow commissions to be paid and everyone to benefit! Of course, it goes without saying that any agreed deal must be completely transparent and must ultimately benefit the client in terms of cost savings and quality products and services. One wrong move or ‘under the table’ deal can result in a loss of credibility and trust. So keep everything above the table.

EXAMPLE E: The Architect: Design-build contracts are an obvious root for establishing good working relationships with construction professionals on a project team and can be a way for architects to “sell” their professional skills by working in association. Associated contracts can be lucrative for everyone involved, including the client, but they must be set up correctly to work efficiently. Architects who are willing to get involved in the pre-construction phase of a project on a ‘No Pass No Fee’ basis are more likely to stay busy in the future. (‘Not Approved’ means not getting Planning Approval for a project.)

EXAMPLE F: Whatever area of ​​construction you are in, you will have a network of approved professionals to work with. Therefore, you will have a lot of bargaining power when requesting goods and services for your project. Subcontractors, agents, architects, surveyors, construction consultants, and tradesmen will be part of the mix. This can be a healthy growth area for your business when suppliers, partners and subsidiaries on the approved list are matched with their own recommendations for your company.

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