Construction firms need materials to build various types of structures, such as plumbing systems, bridges, schools, and skyscrapers. When they need construction materials, these companies look for suppliers or distributors who can provide them with what they need.
To sell building materials to as many construction firms as possible, you’ll need to put a lot of effort into satisfying a customer’s need and impressing them.
Here are a few tips that you can follow to help you grow your construction material business this year and well into the future:
1. Identify Your Ideal Customer
The important rule in sales is identifying your customer regardless of your industry. When you’re knowing your customer, you don’t necessarily stop at figuring out what they do. This extends to determining their wants and goals.
If you are a distributor of stainless steel pipes, for instance, your customers should be persons or companies using these pipes in their business. Some examples include water treatment plants and construction firms.
2. Establish Relationships with Your Customers
A construction materials company that cares deep down for its customers is more likely to create loyalty than organizations that are just looking for a quick sales cycle. Building materials in the construction material space is critical to excellent sales and long-term success.
The ability to offer another product or an upsell to builders and contractors who are bidding out new projects constantly is a major win for your company. They will not, however, take a liking to your offer if they do not trust you yet. Establish rapport with your customers and provide solutions to their problems. You want to position your products as something that will make their lives easier. By doing this, your customer will consider you as a trusted partner for future projects.
3. Check Out Job Sites
This tip is highly valuable if you are selling your building material to construction companies. Rather than getting in touch directly with the client’s purchasing department, ask if you can go directly to the builder’s job site. When you get there, take note of what the workers are doing there, the kinds of problems they face, and the things they need to keep a project running smoothly.
Once you figure out what these major building projects require, you can use that information to successfully pitch your product to construction managers. You have to remember that these people don’t just look at and care about the price tag. They also take into account the benefits of using your product and its quality.
4. Foster Self-Service
Some builders often have this “take-charge” kind of personality wherein they evaluate a situation, make a decision based on their self-assessment and get the project was done as quickly and effectively and possible. When they are unable to operate this way, they become annoyed or frustrated.
If you come across builders like this, refrain from requiring them to get in touch with your customer service or sales team to obtain availability information and product specifications. This extra step will discourage them from purchasing your products.
As a distributor or supplier of building materials, you have to know what your products do – and builders want this information straight from you. Make sure that you provide this information when they reach out to you. Alternatively, you could post that information directly on your customer portal or website.
5. Obtain Feedback from Your Existing Customers
When you want to sell your construction materials to more customers, you have to go beyond identifying your customer and pitching your product effectively. You also have to check in with the customers who have purchased your building materials.
Find time to get in touch with them. Ask them to provide you with feedback on your products. Find out if your product satisfies their needs. What’s more, ask about the improvements that they would like to see the next time that they buy from you. Your customers may provide valuable insight, which you can use to improve the products that will help you sell more.
6. Use Social Media to Your Advantage
If you want more customers purchasing your building or construction materials, you’ll want to leverage social media. This involves creating a social media presence for your company. Take note that this strategy won’t cost you anything. Creating a business profile on Facebook, for instance, is free.
The next thing you need to do is to find customers on social media. Research hashtags and community discussions to find out what people are talking about in the building materials industry. Starting discussion (without hard-selling your products) is a great way to prove your expertise.
Once you’re able to convert new customers, consider recruiting them to become advocates for you on social media. This is a popular way to boost company visibility.
Bump up your building material sales by focusing on the customer. Satisfy their needs and give them only the best.