Closing and Selling Tips to Land more Projects
Jerry Aliberti • July 22, 2024
Mastering the Art of Closing and Selling: Tips for Contractors
Elevate Your Contracting Game with These Proven Strategies
When it comes to landing high-profile projects, your approach to closing and selling can make all the difference. Jerry Aliberti, a seasoned industry expert, shares invaluable tips to help contractors—and especially subcontractors—navigate the challenging waters of winning new deals. Whether you're visiting a GC office or meeting with an owner’s representative, these strategies will help you present yourself as the most viable candidate for the job.
The Power of Presence: Be There, in Person
In an era dominated by virtual meetings, face-to-face interactions hold more weight than ever. While Zoom and phone calls have their place, there's no substitute for shaking hands and making eye contact. Jerry suggests that if you're within a reasonable drive of your potential client, make the effort to show up in person. If the project is out of state but significant enough, consider taking a road trip or even a flight. Being physically present demonstrates commitment and seriousness, which can set you apart from competitors who rely solely on digital communication.
Positivity is Key: Avoid Complaints
Negativity can be a deal-breaker in any business meeting. Jerry advises against complaining about your employees or the industry. When subcontractors spend valuable meeting time griping, it sends a negative message to the potential client. Instead, emphasize the strengths of your team and the industry as a whole. Be the BEST conversation that the decision-maker has had all day. Positivity is contagious and will leave a lasting impression.
Highlight Your Value Without Diminishing the Competition
While it's essential to position yourself favorably against competitors, it's equally crucial not to disparage them. Jerry recounts multiple instances where contractors lost credibility by bad-mouthing their competitors. Instead, focus on why you are the best choice in a humble way. Highlight your unique strengths and past successes without resorting to negative comparisons.
Dress the Part: Professional Appearance Matters
First impressions are lasting. Jerry emphasizes the importance of dressing appropriately for your meetings. Showing up in muddy boots or work clothes sends the wrong message. You want to be perceived as a winner who can delegate daily responsibilities and focus on high-level tasks. A professional appearance boosts your credibility and shows that you can handle executive tasks while managing your team effectively.
Negotiate Wisely: Profit Versus Scope
One of Jerry's most impactful tips concerns negotiation. It's tempting to cut down your profit margin to win a bid, but this can be detrimental in the long run. Instead, focus on negotiating the scope of work or particular terms. Understand what aspects of your overhead you can adjust without sacrificing your profit. Your profit covers essential operating expenses and keeps your business financially healthy.
Know Your Project Inside and Out
Jerry stresses the importance of being thoroughly prepared before meeting with a potential client. Know the scope of the project in detail. It’s embarrassing and unprofessional if you frequently have to call your estimator mid-meeting to clarify details. Being well-versed in the project demonstrates competence and reliability.
Anticipate and Address Common Objections
Understanding potential objections can prepare you for a more effective meeting. Common points of contention often include price, the size of your company relative to the scope of the project, and past performance. Address these concerns proactively. Use testimonials and referrals to bolster your case, and be prepared to discuss any past issues candidly and constructively.
Follow Up: Persistence Pays
One of the most overlooked aspects of the selling process is follow-up. Jerry notes that many contractors fail to maintain communication after initial meetings. Follow up with an email several hours post-meeting to express your appreciation for their time. Continue to touch base regularly. A sustained effort can make your name the first thing they see in their inbox each morning, keeping you top-of-mind as they make their decision.
By incorporating these tips from Jerry Aliberti into your selling strategy, you can significantly improve your chances of landing more projects. From the power of personal presence to the nuances of professional presentation and strategic negotiation, these insights can guide you toward becoming a preferred contractor in your field.
Set up a FREE Consultation with Jerry today and lets talk about how we can land you more projects. Email Jerry at jerry@pro-accel.com
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Over the past 22 years, I've been in enough contractor offices to spot it right away. Many $25-$50 MM million companies have good reputations, steady work, and crews that know what they're doing.
The Challenge So I'm talking to this contractor last week who runs a $60 million construction company, and he tells me he walked into his office Monday morning ready to finally call that developer who's been dangling a 2.5-year project in front of him. This thing is right up his alley, and he knows his team could absolutely crush it. But before he can even grab his phone, here come the interruptions. His project manager needs approval on a change order, his superintendent wants to switch concrete suppliers, and his estimator is asking whether to include some risky scope in a bid that's due today. By lunch, he'd fielded twelve decisions that, honestly, his team should be handling without him. Now my first question to him was about where his lower-level executives were in all this, but for today, I want to focus on something else entirely. Why are so many questions landing on his desk in the first place? Meanwhile, and as you guessed, that developer call never happened, and he's sitting there thinking, "I built this whole company so I could work on growing it, not so I could approve every material swap and schedule change." The Impact Here's the thing that's killing me about this situation. While he's stuck approving routine decisions, his competitors are out there building the relationships that land the next big contract. That developer I mentioned? He requires months of strategic relationship building, but my friend can't block out the time because there's always another operational fire to put out. His backlog should be growing, but instead, he's spending his energy on stuff that keeps him busy instead of stuff that makes him money. The brutal part is his team has gotten comfortable just asking him instead of thinking it through, because why take responsibility when the boss will just make the call for you? The Shift So here's something powerful I've been working on with my clients that you can start immediately, and I'm telling you, this will absolutely change how your business runs. Starting Monday morning, you and your key people are keeping a decision journal for thirty days. Every time someone comes to you with a question, write it down. What they asked, what triggered it, what you told them. Have them track the same thing on their end.
The Challenge In construction, reputation is your currency. It is what keeps the phones ringing, keeps your bids in the mix, and determines who trusts you with the next big project. Yet too many contractors overlook how much their partners shape that reputation. For general contractors, the subcontractors you invite to your jobs are a mirror of your standards. For subcontractors, the general contractors you attach your name to send an equally loud message. The uncomfortable reality is that your partners become an extension of you. If they cut corners, miss deadlines, or operate chaotically, you wear that stain too. Do this often enough and people start questioning your judgment. On the other hand, when you consistently build alongside reliable, disciplined partners, the industry begins to see you differently. Suddenly, you are not just another bidder; you are the company that delivers.
