Building Trust With Potential Clients

Trust is the foundation of any business relationship, but it takes on even greater importance in the construction field where your clients trust you with their homes and investment projects. Showing your prospects you truly understand their goals goes a long way toward building that trust.

Get to Know Their Needs

Your would-be clients want to know not just that you’re an honest business person, but also that you understand their needs and have the skills necessary to fulfill those needs. To show them they can trust you with their projects, invest some time in learning about what your ideal clients are really looking for.

Local construction industry data can help here. If you’re a roofing contractor, researching building permit data might show you there’s an ongoing decrease in permits to alter roof lines, but an increase in permits for remodeling. Knowing this, you can focus on showing your target audience how your services can fit into a remodeling project.

Communicate Consistently

Building trust is a long-term process that requires repeated interaction. One of the most practical ways to manage this process is with an email list. A mailing list keeps you on your prospects’ minds while letting you demonstrate your expertise. It also gives you a chance to express a little of your personality to establish a real human connection. If you sell building materials, you might use your list to show how your clients have used your materials, offer quick guides to choosing materials or share a funny story about a problem your past client had and how your materials saved the day.

Use the data you have on your target market to inspire ideas for content. Maybe you’ve noticed more permits are being issued for remodels than for new builds in your area. If so, that’s a good sign your prospects might like to hear about your bathroom and kitchen flooring materials and the benefits of upgrading their existing flooring.

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