HomeBlogBusiness ImprovementHow to reach the right buyer and win new business. StreetwiseSubbie.com’s checklist for better targeting

How to reach the right buyer and win new business. StreetwiseSubbie.com’s checklist for better targeting

Date: 13/12/2012
Category: Business Improvement, Sales and Marketing Advice

It’s tough not to be gloomy considering there’s no sign of economic recovery and most specialist contractors are only working at 75% capacity.

So whilst everyone else has their head in their hands, that’s when you can steal a march on your competitors by seeing new business opportunities.

How to find work and how to get paid

There are several strategic routes that Specialist Sub-Contractors can follow to find new opportunities:

1. Sell more existing products to existing customers

2. Sell existing products to new customers

3. Sell new products to existing customers

4. Sell new products to new customers

Route 1 is the quickest, cheapest and therefore easiest route. Here are one or two ways you could try it:

· Increase personal contact with your customers. People buy? from people. However, technology gives us an excuse not to sit down with our customers any more. And business suffers as a result. We no longer understand what customers are doing and saying – and often find out only when it’s too late.

· Increase your customers’ understanding of the full breadth and depth of your offering. They may buy more from you if only they knew what else you did.

· Add value to what you are selling. Encourage involvement with a further contract, if that helps you to buy better and offer a volume discount to the customer. That’s a win-win that can increase profitability for both Contractor and Specialist Sub-Contractor.

· Increase your marketing activity – don’t wait for them to come to you, go to them. Look at ways that you can regularly keep in touch. Send successful case studies, newsletters, information about new products or, ways of doing things better. Plan out a series of strategic marketing activities that can help to engage with the potential customer and encourage an enquiry.

· Learn from your competitors. What are they doing well that you could do too.

Whatever the prevailing climate in the economy, people will still buy things. The key question is, ‘How can you ensure that they buy from you?’

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Become a Streetwise Buddy

Construction’s a tough place to do business right now, and Specialist Contractors need all the help you can get. That’s why you will find our resources and expertise are invaluable, whatever the size of your business and whatever your specialisation. We’re here to help you solve all your business problems, including the crucially important contractual ones, such as getting paid.

What Our Buddies Say ...

Linda Johnson, Director, Active Tunnelling

“This toolkit is amazing, I often sit up late at night googling information or reading contractual books from my iphone before going to sleep. On reading the first couple of tabs worth in your beautifully presented and appropriately organised folders I am delighted to have joined the club! I’ve always said that knowledge is power and this really is a powerful resource, there will be a hell of a lot of bed time reading but hopefully this will allow me to retire before I hit the age of 90.”

Mark Grocock, Managing Director, Bespoke Drywall Ltd

"Streetwisesubbies consultant guided Bespoke Drywall Limited through the triple ISO certification process and, with thier assistance, we were certificated to 9001, 14001 & 18001. The consultant supplied assistance and support throughout the process either by email, phone or visits to our Office. He also chaired our inaugural management review and steered us through and also made other positive contributions to our business which has seen us register on the Growth Accelerator coaching programme. We also intend to engage him to carry out our annual internal audits. A consummate professional and we would not hesitate to recommend him."

Ian Radford, Managing Director MIES Building Services Limited

“StreetwiseSubbie provides no nonsense contractual advice that’s easy to understand and their Consultant has been excellent at getting our money for us!”

Gerard Duffy, MD, Enterprise Electrical Ltd

"A company went bump on us owing quite a bit of money. Our Streetwise Consultant) guided us through our options and worked with the end client to re-coup some of our losses ... the moral of this story, get signed up to StreetwiseSubbie and make use of what it has to offer."

Bernard Murray, Fireproof Fire Engineering Sprinkler System Specialists

“I want to express my own and our Directors thanks for your input on our payment problems...and the successful resolution of the matter.”

Sue McIntyre, General Manager, Grantfen Fire & Security Ltd

“We are very grateful to StreetwiseSubbie for helping us to resolve a stressful and potentially disastrous situation“

Stuart Bailey, Managing Director, William Bailey Ltd

"StreetwiseSubbie added to our contractual awareness and helped us improve our marketing...it’s definitely a good deal and very informative!”

Tim Keyes, Managing Director, NWP Electrical and Mechanical Limited

“The initial StreetwiseSubbie induction session provided us with a comprehensive marketing report....and their free consultancy service for copy writing helped us to secure top quality press coverage in our area.”

Karl Bradshaw, Director, B&S Electrical Contractors Ltd

“Sub-Contractor friendly, down to earth commercial and contractual advice and support that has already helped us enormously.”

Trevor Kirby, Anglian Architechtural

“I recommend all Specialist Contractors, whether they nd trading in the present market to be a challenge or not, to get in touch with StreetwiseSubbie; we did - and the monthly fee has been money well spent for advice on both Contractual and Marketing matters. We are a small rm and when we needed Contractual support to ght a claim that was dragging on, Streetwise was there for us and we got paid within a month.”

Reg Burgess, Painting Subcontractor

“Many thanks for your advice regarding our contractual problem and your prompt, straightforward advice regarding applications, dayworks and more.

I feel genuinely re-assured having found your site and the backup provided from you and your team.”

Phil Bradley Jacobs, LES E&I Specialist Sub-Contractors

“I had a particularly difficult contractual position with a client, which could have led to a significant commercial loss on the project, through Barry’s involvement and assistance I managed to work positively and constructively with the client to amicably resolve the issues to the success of the project.

Barry provided a clear and concise contractual position but then set out scenarios from real life experiences that changed the strategy we adopted; this was instrumental in reaching an amicable resolution of a difficult situation.”

Mike Fitzpatrick, Fitzpatrick Mechanical Services Ltd

“I highly recommend Streetwisesubbies Consultants, Foy Certification for their simple step by step approach to achieving an IMS; with thier help we have been able to achieve the three international standards taking our business to the next level”

John O’Connell, Managing Director, O’Connell’s Drywall Contractors Limited

“StreetwiseSubbie helped us to produce more effective advertising that got results”

M Duff, Company Director, R&M Sprinkler Installations

“We had only just signed up for the Gold Buddy Membership when we had issues getting retention monies released from a Main Contractor, with the expert and excellent assistance and advice received from Jo and the team, our retention monies were promptly released. We have since recommended SWS
to other subbies having similar issues. Once again many thanks for your help.”