Jun 25, 2020
BSS Podcast Ep. 38 – B2B
This week’s episode we are primarily discussing Business to business in the construction industry.
You may have done residential and commercial and are now getting into B2B or already involved with it. In our opinions, its a different approach when going after business to another business instead of a homeowner.
How do you get to them? How do I differentiate myself? How do I price?
Be prepared to be a hunter if going B2B vs B2C where leads can come to you. Estimators and project managers are better to chase vs trying to contact the CEO right off the bat. Utilizing LinkedIn, isqft.com and building a referral network are also great uses to source contacts. Most businesses are too busy to go and research to find you, you need to go outbound and find them.
Do not be afraid as a sub trying to get in with a general contractor or property management companies, to just make yourself known to get a foot in the door. Offer a free bid on a project or an offer they can’t refuse or similar depending on what kind of work you do.
Above all else, you need to be proactive and communicate above and beyond. They have deadlines and permits and limited time. Therefore, you need to be hyperresponsive and build yourself up from bottom up without expectations of getting their best work.
Be prepared as the opportunity to have a higher bottom line may be there, but it can come with its challenges. Typically, there can be issues with cash flow, pay schedules, back end operations and the like. Price yourself to win and make money. I would not recommend discounting your normal service more than 5-10%. Stay happy about doing the project and it will be a lot more enjoyable for you!
Tune in to learn more!
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