Every tradie wants more business.
Nothing is more satisfying than seeing your numbers rise after you’ve put in the work.
But the only way to increase business is to sell more. This is simple to say but challenging to do.
This blog aims to show tradies that trust can boost sales in their business.
Why trust?
Few things can increase sales as quickly and completely as earning the trust of clients.
Have you ever met a client who refuses to hear your suggestions and insists they do things their way? This indicates that they are more comfortable pursuing their own solutions than trusting your expertise.
Once they trust you, however, they are more open to your ideas. They are more open to listening.
Trust is also essential when you know you are billing them for a significant expense. You should try to have their trust in your ability to source the best materials and use your time efficiently to provide them with the best results.
Trust is the key to repeat customers. Since repeat customers spend more on your business than new customers on average, they are vital to your sales. You can also count on repeat customers to be your best advocates and more likely to refer others to your business.
You now know the importance of trust in sales. Here are three ways to achieve this.
- Improve the communication skills of your team to build trust.
How you and your employees treat your customers could significantly impact your sales.
If word gets out that you are rude, cocky, or generally unprofessional, you might start to see new quotes dip as people flock to your competitors.
Your mindset can make it easier to communicate better and more quickly.
Many people quickly fall into an ‘us v them’ mentality when a situation arises.
But it’s important to remember that both sides work towards the same goal: getting the job done effectively and on time.
- Consider disclosing your tradie insurance.
Tradie insurance is essential for tradie businesses as it provides protection from various risks they may come up against in their day-to-day.
But what many tradies may not realise is that some of their customers also want to know whether the business is protected.
Some customers may be cautious about engaging with a business that has no protection from risk of injury or property damage. These claims could be expensive and many businesses, particularly sole traders, may fold under the financial weight.
While this is obviously bad for you as a tradie business, your clients risk not being properly compensated for a claim.
This is why disclosing your Public Liability insurance, which protects your business from such claims, builds trust and could be the difference between landing the job and not.
Insurance for tradies is an important component when running a business as there are many risks to protect against.
Consider checking out BizCover to compare tradie insurance quotes from leading New Zealand insurers and you’ll be protected in no time.
3. Whenever possible, add value to build trust
Just like just about everyone, clients like getting free stuff and great deals.
Small freebies can be sent to clients to let them know you care, regardless of whether they are working on ongoing projects.
Your business should always go the extra mile to meet clients’ expectations. Your relationship with clients will feel more like a partnership than a transaction for both parties.
- Check in regularly to build trust
It can make a big difference to check in with clients from time to time to ensure they are satisfied with your work.
For example, simple text messages asking clients if their plumbing or roof (or whatever you build or fix) is in good condition or if they need additional work can make a big difference in how your clients view you.
Check-ins can help you keep top of mind, improve your feedback and reviews, and even provide valuable referrals.
Clients almost always know friends who will need your services. If you want to increase your sales, give your clients a reason to tell their friends about your services.
Your ultimate goal is to be their first thought when they need repair assistance.
The bottom line
Just like a missing washer or lost bolt in a building project, trust is the essential component that many tradies lack.
When built and sustained over time, trust can be critical to boosting long-term sales and establishing repeat customers.
Hopefully these four tips can help you build a relationship built on trust with your client-base so you can improve your business’ bottom line.
This information is general only and does not take into account your objectives, financial situation or needs. It should not be relied upon as advice. As with any insurance, cover will be subject to the terms, conditions and exclusions contained in the policy wording. © 2023 BizCover Pty Limited, BizCover Limited is owned by BizCover Pty Ltd.
