The ToolShed
Converting Leads Into A+ Quality Clients feat. Richard Armstrong
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Episode notes
Learn how to extract value and ensure client fit
Builders face numerous challenges when accurately qualifying clients, often struggling to grasp their needs and aspirations. Effective communication and problem-solving play crucial roles in overcoming these obstacles. However, builders have ample opportunities to improve their processes and build trust with high-quality clients. Builders must invest time in understanding client expectations to foster stronger relationships. This leads to successful projects and sets the stage for repeat business and positive referrals, ultimately contributing to long-term success in the industry.
I am joined again by Richard Armstrong, a highly respected figure in the building industry. He is a former registered builder and founder of ProCalc, the builders' price guide. He undertook research interviews with hundreds of highly successful Australian builders about their approach to client management and project pricing. He emphasises the importance of early engagement with architects, effective client communication, and tools like ProCalc to streamline cost estimation.
Key Takeaways:
- Builders often qualify clients inadequately, resulting in lower-quality clients and reduced margins
- Recognising the lead source signals prospect quality and helps builders position themselves as preferred experts
- Builders can build trust by providing answers and solutions to client questions early in the process
- Feasibility should consider both client affordability and the builder’s perspective
- Early collaboration with architects enhances cost estimates and project outcomes for builders
- ProCalc streamlines builders’ feasibility assessment and cost estimation
- Aligning solutions with the client’s budget boosts conversions and satisfaction
- Regularly reviewing and updating cost estimation algorithms ensures accuracy in feasibility assessments
All this and more, on this week’s episode of THE TOOLSHED.
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Stay tuned for the next episode, where I talk to more significant figures in the building industry. Remember to subscribe to the show to get that episode as soon as it’s released. Until then, stay healthy.
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