Rarely will business find you. Usually you have to go find the prospect
and create the business. Because there are so many demands and
distractions in business, set up a firm schedule for marketing efforts
and just do it.
Daily:
-
Make at least three phone calls to prospective customers (more if
you’re between jobs). Use a follow-up “tickler” system on your Day
Timer calendar or in software programs like Outlook or ACT! – it’s not
enough to make a call; you have to follow through until you get the
check. Note: even if you want your primary business to be public
works contracts, it is prudent to pursue private business, too, since
you don’t want all your eggs in one basket.
Weekly:
-
Bid several private
or public works projects – in whatever ratio that meets your business
plan goals.
-
Attend some
association activity, a construction industry workshop or seminar, or
some industry mixer. You want to keep your name and face in front of
people and you want to keep a good dialog with others in the industry
including your competitors.
- Call or drop by
a couple of friends and acquaintances to keep them posted on what’s
going on in your business and ask for a referral.
Monthly:
-
Attend monthly
association meetings.
-
Consider
participating in some type of public or industry committee or board.
Maybe it’s a civic group, a charity, or a citywide advisory committee,
or whatever sparks your genuine interest (you’re not looking for a
boring waste of time).
- Review your
marketing efforts for the month, make course corrections, set effort
goals for next month.
Every couple of
months:
-
Follow up with past and current clients to keep customer satisfaction
and awareness. Every time, ask for a referral. "You're such a good
client; I want more clients like you. Who else could I talk to who
might be able to use our services?"
That is your initial
“Roadmap” to success in construction contracting in the
San Diego area. It will take you through the first 2-5 years of
business, depending on growth and the degree of success (and good
fortune). It was developed with the input of a broad group of
professionals across several related industries, and thus incorporates
proven steps and tips.
Like any roadmap, you
can stop along the way, take side trips and occasional detours, but if
you want to get to your destination – success in construction
contracting – you need to stay on track and follow the Map. No sense
re-inventing what others have proven works, time and time again. Expect
to work harder than you’ve ever worked before, and feel higher highs and
lower lows than you could have expected. Potential rewards are equal to
the prudent risks you take. But never “bet the whole farm” on one deal.
Good luck!
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