Do you stress about increasing sales while the available opportunities are shrinking and the competition is increasing? Most companies try to work harder in tough times. But the best they can do is hope to stay even doing if they continue to do the same things they’ve always done. The truly successful contractors and suppliers do things different than their competitors to get ahead. They go the extra mile. They do more than their competition. They provide more than the minimum per plans and specifications they are contracted to perform. They do more to get more! This gives them a competitive edge and gets them more signed contracts.
I know you don’t get paid to do the little things that make a big difference in your customers minds. The world is competitive and you don’t have enough time or money to give away anything extra. I recently bought a new luxury car. I bought the car for the lowest price I could find after shopping several dealers and pricing them over the internet. When I was ready to buy, I went into the local dealer and made a fair deal. But then they treated me like a king. They delivered the car to my house, had all the papers ready to sign, and the whole process only took a few minutes. When we had a few minor repair issues, they came and picked up the car at my house and delivered it back fully fixed, washed and gassed. No charge. The salesman then sent us a gift card to a local steakhouse as a thank-you. Wow! They went the extra mile.
As a contractor, it would be nice to get treated like a king once in a while. I realize there a few subcontractors who think all general contractors do what ever they can to take advantage of them. Some contractors get accused of shopping bids, not paying promptly, mismanaging jobs, and hurting rather than helping subcontractors. When presented with this case, I ask them why they continue to work under such poor circumstances and why don’t they seek better customers to work for? There are a percentage of contractors who don’t do what’s right. I prefer to not be associated with them.
And there are a few subcontractors who we do business with who know how to treat their customers like kings. What can you do to improve your customer relationships and treat your customers better? Here is a list of things to consider:
by GEORGE HEDLEY
George Hedley is the best-selling author of “Get Your Business to Work!” available at his online bookstore. As an entrepreneur, popular speaker and business coach, he helps business owners build profitable companies. E-mail: [email protected] to request your free copy of “Business Tools To Boost Your Bottom-Line!” or sign up for his free monthly e-newsletter. To hire George, attend his “Profit-Builder Circle” boot camp or be a part of an ongoing “Executive Roundtable Peer Group” call 800-851-8553 or visit www.hardhatpresentations.com.