Successful contractors have a high quality culture that places the utmost importance upon the customer. Why?… Because without customers there are no paychecks. High quality cultures have positive motivations about the word: “customer” and take the word: “service” very seriously. High quality cultures also realize the importance of customer feedback to determine the construction company’s strengths, weaknesses, opportunities and threats.
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There are 10 key emotions to share with your customer. Find out how to assure long term relations and negotiate construction contracts. Do not base it on the low price but instead the right price. This will help crush the competition and win more bids!
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No matter what is being bought or sold in the construction industry, all customers want or need one or more of four things that need to be satisfied before they make a buying decision. Those four things are:They want to SAVE, INCREASE, REDUCE or IMPROVE something.
No matter what you are selling in the construction industry, you have two types of customers that may buy your services (1) The Logical Buyer who thinks from the left brain in terms of dollars and specification and then awards contracts based on the low bid. (2) The Emotional Buyer who thinks from the right brain in terms of images and comfort level and then awards contracts based on the right price, not the low price.