Technical contractors by the very nature of their work are experts in their field. Their expertise usually focuses on the delivery of high-quality work, using specialist tools and often providing services on-site. When it comes to running a business, however, there are a plethora of tasks and skills that need to be learned and utilized to maintain sales, a sustainable customer base and revenue.
Technology and the internet play a huge part in reaching more customers and potential leads, no matter what kind of business you run. Consistent revenue generation from sales depends on good marketing, solid business management, qualified research, and even some psychology.
To learn what other things technical contractors can do, here are some helpful tips to follow:
Take advantage of accounting software
Generating a regular and reliable income as a contractor is complex. As well as being an expert in your arena, you need to be very well versed in business management and have a solid understanding of your costings and budgets to ensure your finances are sustainable.
Technology can really help with this, especially if you look around and find one tailored to your specific niche. HVAC contractors for example will benefit from the accounting software developed by Jobber which helps to make estimating and quoting for jobs an easier process, supporting you in closing more deals and generating a greater income.
Once a business profits, it’s essential to track it and manage it correctly. In this day and age, using accounting software can make this job more manageable. It can help businesses deal with financing projects, receipt itemization, payroll functions, tax compliance, and even managing subcontractor budgets.
Using the HVAC contractors as an example, other sales tips for contractors include ensuring that you communicate transparently and clearly to your customers, ensuring that you are never late to appointments and remembering to invest in your own training and development to keep up with current best practices.
Study your sales wins
When running a business, there are times when you’ll have sales wins. This means you landed a major project from a company or maybe even a partnership. When this happens, it’s a good idea to sit down and study the breakdown of the sale to see what learnings you can gain moving forward.
For instance, you could look for the details in what the client liked and disliked. Think about which services they were excited about and questions that they asked. On the other hand, you could also ask yourself what aspects could’ve been improved. This way, you are constantly building into your process a cycle of self-improvement and learning which will help you win more business in the future.
Get into search engine optimization (SEO)
In our modern society, we can assume all our potential customers are online. However, we need to work hard to find them and speak to them at the right time if we want them to know about and purchase our service. In order to do this, start to think about creating a website and learning how to optimize it to speak to your audience. There is a lot of information out there to help you get started so research which internet marketing strategies might work for your business.
In general, here are things that you’ll have to consider when getting into SEO:
- Using the right keywords
- Understanding your clients
- Using your expertise and knowledge to create quality content
- Linking to other relevant pages your audience will find useful
Consider what customers are looking for
Customers want to feel important and cared for, especially from technical contractors where trust plays a large part in why your services are hired in the first place.
Some of the things that customers tend to look for in contractors are:
- Responsive and transparent communication
- Someone who listens carefully and understands customers needs
- Provides estimates with a relatively quick turnaround
On the other hand, here are some things that customers find unattractive when looking for contractors:
- Unresponsive and late
- Avoids permits, zoning, and building codes
- Tends to say bad things about past clients and associates
Build a relationship with customers
Reaching customers through marketing is great, but it might not be enough. Before customers hire contractors, they’ll often communicate and talk about their plans. They’ll ask questions about your services and details about your background.
In this case, communication plays a huge role. Some people think that sales talk is the best skill to have for this. However, active listening might actually be more effective. This is because people have to be aware of what their customers are saying and asking.
As mentioned before, trust matters in sales. Even if this can be proven through paperwork and your business track record, building a relationship with your customer is critical. This will help you work with clients that you get along with, and they’ll likely hire you again and even recommend you. In the end, this will boost sales, respect, and professionalism.
Boosting sales can be done in technical ways, like marketing, SEO, and using the right business management software. However, it’s also equally important to use a humanistic approach with customers. This is because trust is one of the most significant factors to whether or not clients will decide to stick to your services, rehire you, recommend you to others, or even give you a positive review online.