By doing business with you, your construction clients place a lot of faith in your abilities and your personal integrity. Building strong, long-term relationships creates the kind of trust that will win you clients and referrals. Good rapport is also part of how remodelers work with difficult clients.
The Friendship Factor
Relationship marketing is based on the idea that your prospects and current clients need continuous personal attention, just like your genuine friends do. With so many construction firms just a click away, a prospect won’t choose you just because they found your name.
To see you as the clear choice, your prospects need to trust both your skills and integrity, and like you as a person. That kind of trust and respect is only possible when you’ve spent time getting to know your prospect. What’s more, when you have a real relationship, you can’t be easily replaced, which allows you to set more profitable prices.
Relationship marketing humanizes your firm, which plays a role in how remodelers work with difficult clients. Even if a client is demanding, indecisive or impatient, it’s easier to get them to cooperate if they already know and like you. This way you’ll be able to win and retain business from clients no other firm can handle.
More Referrals and Opportunities
Maintaining relationships with your current and past clients brings in more referrals. When a client refers business to you, they’re putting their own reputation on the line. No professional will do that unless they know they can trust you 100 percent. Developing that level of trust takes an on-going effort.
Strong relationships can also open up profitable business opportunities, such as partnerships and joint ventures, as well as favorable rates on materials or subcontracted work. A client who’s familiar with how you work and sees you as a friend will be far more likely to take the initiative in setting up mutually beneficial arrangements like these.
To learn more about relationship marketing and how remodelers work with difficult clients, contact Construction Monitor.