Top 5 Tips to Find More Construction Projects & Clients

Learn how to sell yourself, get more construction projects, secure new clients and develop profitable relationships

Kyle Ferguson
December 20, 2023
4 minutes

First, you need to know your value. Your construction skills are a craft honed over the years. This expertise is your primary asset and its valuable.

You deserve to get paid the big bucks, but it can be hard to get paid the big bucks when you can’t sell yourself.

We’ve been bringing our sales & marketing expertise to small construction firms and have helped multiple firms land between $2 - $8 million in jobs within under six months.

Here are our top 5 tips to land more construction jobs:

1. Go Where the Money Is

The difference between making alright money and good money could be being in the right market, whether in the right geographic area or industry.

You will never catch fish by fishing in a pond with little to no fish. Find the spot with the fish, and you’ll eat for days.

Assess Market Trends: Research which sectors and geographic areas (residential, commercial) thrive on Google. There are plenty of resources online to point you in the right direction. Start by looking up “(insert commercial or residential) real estate trends in (insert your state).” 

Right Place, Right Time: Being in a growth market can significantly impact your earnings. Stay informed about real estate and construction trends in your area.

2. Build Trust & Relationships

Construction is a relationship business.  In an industry where people get scammed or are left with a half-finished job, a good relationship with a hard-working, honest person is worth gold.

The difference between the guys who make a little bit of money in construction and those who make a lot of money is how well they can build and manage relationships. 

Put in the Effort: With everyone you encounter, make sure you make a good impression and spend the time to build relationships with them. You never know who will bring you a job.

Maintain your Relationships: Once you have established a relationship with someone, stay in touch with them regularly, whether checking in with a phone call or a text or grabbing lunch with them.  

3. Make a Good First Impression

People are going to judge your work based on how you present yourself. You could be the best construction manager in the world, but who will believe you if you're not dressed in the part? 

Making good first impressions comes down to some basics.

Dress to Impress: Clients might not expect you to show up in a dress shirt, which would actually be a little weird, but a fresh haircut, washed face,  a clean shave, and a presentable outfit, especially on your first day meeting a client can go a long way.

Use Proper Grammar and Spelling: if you are responding to a job post online. Taking your time to write a proper message will show that you will take your time to do a proper job. 

Keep your Job Site Clean: Keep your job site clean. If a potential client or GC wants to check out your other job sites, they better be clean. This shows you will keep their site clean and that you care about your craft. Keep it clean always; it's a good habit. 

Remember & Use People's Name: People’s favorite word is their name. Make sure to find out people's names and remember them. The more you say it, the more they will like you.

4. Maintain Your Professionalism

Professionalism isn't just about the quality of your work; it's about how you conduct business. This includes communicating, managing projects, and interacting with clients and other contractors. Professionalism can set you apart.

Communication is Key: Always communicate clearly and promptly. Keep your clients updated on the project status. Respond to queries quickly. Clear & frequent communication helps build trust and demonstrates your commitment.

Manage Time Effectively: If you promise a project will be done by a certain date, make every effort to meet that deadline. Delays happen, but keeping everyone informed and doing everything you can to get it done on time shows that you respect their time.

Handle Disputes Gracefully: Disagreements or issues happen. How you handle these situations can either boost or tarnish your professional image. It's best to be honest and transparent. Own up to your mistakes, maintain a calm, professional demeanor, and focus on working toward a solution instead of reminiscing on the past.

5. Learn how to sell yourself

Selling yourself is crucial in the construction industry. It's not just about your skills and experience; it's about convincing potential clients that you're the right person for the job.

Develop an Elevator Pitch: Be ready to succinctly describe your services and value in a way that resonates with potential clients. An effective elevator pitch is brief, compelling, and leaves a lasting impression.

Find your Unique Selling Point:  What differentiates you from other construction businesses? Avoid being the guy who does everything. Find your niche. It could be your specialized skills, responsive communication, or track record of timely completion of projects. 

Showcase Your Portfolio: Visual proof of past projects can be a powerful sales tool. Take before and after pictures of all of your work. Maintain an updated portfolio in a PDF document, brochure, Facebook page, or website to show potential clients the quality and range of your work.

Ask for Testimonials and Referrals: Positive reviews and word-of-mouth referrals are invaluable. Encourage satisfied clients to provide testimonials and refer your services to others. Add these testimonials to your portfolio.

Network Actively: Attend industry events, join construction-related groups, and be active on social platforms relevant to your field. Networking puts you before potential clients and informs you of opportunities and trends.

Understanding Your Market

The success of any startup relies heavily on understanding the market it operates in and identifying the ideal customers within that market. Understanding your customer and becoming a subject matter expert is key, especially at the formidable stages.

By having insight into potential customers, you know what problems you should be solving with your product and how to communicate in a way that appeals to them.

The market is the broader industry that you serve. The ideal customer dives deeper into who your product is the best fit to serve. It's a way to segment your customers.

You might not know who your product best serves yet, and that is okay, but it's important to hypothesize and test who is.

Make some assumptions about what would make a customer a good fit for your product and test those assumptions otherwise, use your current customer base and data to guide you.

Here are some of the key steps to understanding your market and identifying your ideal customers:

Understanding Your Market

1. Research industry trends and news: Stay updated on current and emerging trends in your industry. Search Google news, read articles and follow the right people on social media to gain insights into customer preferences and potential opportunities.

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