Any business needs to integrate smooth and efficient processes for its success. Like internal procedures, a construction sales process creates a culture of consistency among staff and employees. The steps in the construction sales process provide a framework that helps a business attain its goals. 

Processes enable people in leadership positions to assign tasks to employees, who will observe and follow a set of guidelines to accomplish their responsibilities within the organization. Procedures ensure that tasks are properly done by the right people. Any business can grow if staff and employees respect an organized structure of different roles and responsibilities. 

Let’s discuss the construction sales process to help you scale and grow your business endeavor. 

Identify Business Prospects and Opportunities

Knowing how to identify business opportunities is crucial for any construction business. You should have a system where you can save business prospects and opportunities. And you should ensure your whole sales team has access to it. 

Now, you have to know the difference between business prospects and opportunities. Some construction companies prefer not to move their prospects to their client list until they’re given opportunities to do business with them. That’s to say, a prospect is a person or company you’ve never done business with before but has the potential to become a client. 

You can put prospects on your client list if you receive an opportunity to do business with them. You should capture the email or phone call you have received in data storage. You can use a spreadsheet, inbox folder, or lead management software to keep a record of them.  

Prequalify a Business Opportunity

Don't hastily bid on anything that presents itself as an opportunity. A prequalification process is crucial when dealing with business opportunities. Consider them according to the products or services you provide, your place of business operation, and the workforce or resources you have on hand. 

Typically, construction companies work with former clients, and it’s easy to understand they skip the prequalification process. However, you have to prequalify a new prospect which whom you never had any business before. 

Assign it to an Individual or Team

Looking for a person or team to assign a new business opportunity is crucial. Consider the setup of your construction business and the system in use when you assign it. You can delegate an assignment to an estimator if he handles the processes from takeoff to send out. 

You can choose the assignment to a team if you have separate account management and sales. See to it that you have an estimator, a sales representative, and an account manager playing their respective roles. 

Takeoff Stage

In construction, a takeoff is a procedure of listing and measuring the needed materials for the completion of the project. This step will be handled by the estimator, sales representative, or assigned takeoff person. 

You can assign a specific person to it if you have sufficient opportunities which require surveying. The estimator can also handle if it requires field surveying or it’s a new business opportunity from a new client. 

The takeoff step should be clearly understandable, and you should include it in the construction sales process. The key concepts to follow are integrity and consistency, regardless of who you assign to do the takeoff stage. 

Estimate

Use an estimating system to ensure accurate and consistent estimates. Examples of such systems include inEight Estimating Software, Edge Estimating, and ProEst Autodesk. Having an estimating system ensures that the prices are always consistent with the units of production, regardless of the estimator assigned to enter the quantities. 

Creating a Proposal

Creating a presentable proposal helps you stand out and develop a good business relationship with your potential client. You can use a property construction proposal by using a template from computer tools like Microsoft Word. Make sure to create as many templates as possible, and they should be personalized to specific prospects. 

It’s up to you what software you’ll use. When choosing a proposal-generating solution, opt for one that can generate multiple proposals and store proposal templates with less hassle. 

Follow Up

It’s crucial to follow up with the potential client after sending out your proposal. In any sales process, the proposal isn’t the last thing to do. You can miss many opportunities if you fail to do something after the proposal. 

Always remember that it’s rare to achieve a one-call close in the commercial construction industry. It’s more possible to have such opportunities in the service or residential space. 

Takeaway

In the construction business, it’s crucial to understand its sales process. If you know the steps to take in the construction sales process, you’re more likely to find many business prospects and opportunities. This way, you can be more successful in your construction endeavor and help scale or grow your business.