How to Treat Your Staff and Clients for Repeat Business
No matter what market we are in, a healthy construction business is built on building a happy and consistent client list that will return for new projects, suggest new clients and give good endorsements. The question is how do you build that client list in today’s crazy market?
This episode features Josh Edwards, the President of Expedition Contracting. Josh shares his secrets to successfully maintaining loyal clients. His strategies include: how to find your niche, how to attract highly skilled labor that matches the challenges in your field, and how to engage with your clients.
- It is always better to go deep than wide in your niche. It may seem counterintuitive but it is better to have a deep understanding of your clients particular needs than to have a simple understanding of a number of different solutions. Take the time to understand what niche you are in and what what makes them tick, the investment of your time and energy will be more than paid back.
- Attracting the right labor is simple but now easy. Knowing you niche allows you to quickly discern if the candidate in front of you is the right match for the job. The key to getting skilled workers to join you is to have a culture that is built on the principles that will lead to the life that your workforce is looking for. The most skilled and reliable workers are typically family based and looking for stability. Give them a family first culture that encourages longevity and you’ll have workers seeking your company out, not the other way around.
- Make sure your team understands the image you want projected. Being able to communicate with your client and make them feel comfortable is one of the most important things you and your staff can do to ensure that your current clients are future clients. A culture that views the client as a gift to your company is a culture that will keep a client even if a project doesn’t go perfectly.