How Upsells in Construction Marketing Can Boost Your Construction Business
Have you noticed that whenever you buy a burger, the sales staff always tries to persuade you to ‘go big’ or eat ‘extra fries’ etc. Have you also noticed that in the checkout of every superstore there are shelves of things that you would not have thought to buy, but while you are there waiting at the checkout, you suddenly realize all the things you ‘need’! Scary things! Real profit is when you get the customer to buy a bigger, more expensive, or more comprehensive product or service.
This is how it works in the construction industry:
EXAMPLE A: The remodeler, home renovation: in the business of building extensions, bathrooms, sunrooms, loft conversions, etc. How about suggesting certain improvements to the survey point? Or ask them if they have considered extending the job to include the latest waste disposal unit, designed to be 150% more efficient and therefore provide significant cost savings to your customer.
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 offer great benefits for your customer because they already know the facilities and can operate much more efficiently with the previous knowledge base that they already have.
EXAMPLE C: The Home Builder – If you are building home plans where multiple homes will be rented / leased, you could offer a Liaison Officer on site 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 additional benefit; 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, they could easily expand the scope of their business by providing the right person for the job: someone who already knows the property. and have proven qualifications to do the job. job.
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 the Subbie to recommend where to source materials at competitive prices. A wide range of complex partnerships can be created 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 ultimately benefit the customer in terms of cost savings and quality products and services. One wrong move or an “under the table” deal can result in loss of credibility and trust. So keep everything on 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. Partner contracts can be lucrative for everyone involved, including the customer, but they need to be set up correctly to work efficiently. Architects who are willing to participate in the preconstruction phase of a project on the basis of “Don’t Pass Free” are more likely to stay busy in the future. (“Not Approved” means that planning approval is not obtained for a project).
EXAMPLE F: No matter what construction area you are in, you will have a network of approved professionals to work with. Therefore, you will have a lot of bargaining power when ordering goods and services for your project. Subcontractors, agents, architects, surveyors, construction consultants, and tradesmen will all be part of the mix. This can be a healthy growth area for your business when the approved suppliers, partners, and subsidiaries on the list match their own recommendations for your business.