Careers, Opinion,

How to make your construction clients fall in love with you

Image: Michael Fenton/Unsplash

It’s that time of year when you see love hearts everywhere. So how can you get construction clients to fall in love with you? asks Maria Coulter.

Do you ever feel you are continuously falling for the wrong people, i.e. clients?

The ones who just want the cheapest price but don’t really appreciate you? Does it feel like a battle when you’re working with them?  Let’s face it, they’re just not that into you.

Now, imagine you’re in your own romcom. You keep picking the wrong love interest then finally, one day, enough is enough. You finish the relationship and then you start on a journey of self-discovery where it’s all about you. You remember who you are, what you love to do. You might even get a makeover.

Fall in love with yourself and find your self-worth

That’s what you need to do with your business. Find its self-worth.

But how do you do that? You do a bit self-analysis, it’s something I call your ‘business blueprint”. Here are five key points to consider on this journey:

“We are seen as a commodity industry where there are no real differentiators between one price and another so as a business owner, it is your job to really drill down into the DNA of what makes you different. Why should they pick you?”

  • Why did you start your business? What problem did you want to solve? This is all about your purpose. Delivering your purpose shows how you create value for your clients. It should be something that sparks a connection with them and has a positive impact on the people you serve.
  • Do you know what your core values are? Your values help to drive the behaviour needed to deliver your purpose. Values like honesty, trust, transparency, customer focus, teamwork, respect. They all mean something and when embedded into your business, positively impact on your culture.
  • How much are you thinking about the environment and the communities you impact with the work you are doing? More and more clients are caring about this. Do you have sustainable policies in place? Are you thinking about the materials you use? How can you give back to the communities you are working in? 
  • What really sets you apart from your competitors? We are seen as a commodity industry where there are no real differentiators between one price and another so as a business owner, it is your job to really drill down into the DNA of what makes you different. Why should they pick you?
  • What do your clients value? What makes a great customer experience for them? Like any failed relationship, we never like to revisit the past but, when client relationships have broken down, why was that? What can you do differently in future to give them a great experience?

The most important thing you can do for your business is to give yourself space to work through these key points. Then you need to think about what you do with this information.

The presentation

When you see all of the cards in the shops on Valentine’s Day, they are colourful, glossy and visual – they’re not just a scrap of paper that says, “pick me, pick me!”

How you present your business and your costs to your client makes a massive difference. Then they can see the real you, who you are, what you stand for, how you work, what makes you different. I also guarantee that doing this work will bring a whole new energy to your business because you will know that you are worth it! 

It’s not about being the cheapest, it’s about being the best.

Your clients would be lucky to have you on board. Then, just like in the movies, you meet your perfect match, and away you go!

Maria Coulter is founder of Construction Coach, coaching SMEs and micro-businesses. She runs an online community for small business owners to get expert mentoring.

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Comments

  1. Very informative

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