Network Your Way to Success in the Construction World
Networking is one of the elements that makes the business world exciting yet terrifying for some. It’s neither easy nor natural, but it is a solid way to grow your business organically. Often you’ll hear the famous last words from small business owners of all types: “I’m just not a sales guy.” Sales gets a bad rap from time to time, but the real truth is that most jobs need some form of sales skills no matter what industry or vertical you end up in. Regardless of whether you like networking or not, it’s an essential skill to learn and perfect. Follow along with us as we detail some tips, tricks, and good practices that will help you network efficiently within the construction business.
Refine Your Elevator Pitch
This is classic Sales 101…older than the hills. Yet so many people mess this step up and completely blunder their approach. Your elevator pitch needs to be smooth, confident, and replicable. Make it flow naturally, cut the fluff, and deliver the reasons why you’re unique. It might take you back to 3rd grade, but practice your pitch in front of the mirror often…we guarantee you it will pay off.
It’s actually quite a challenge to nail a good elevator pitch, given the short time frame and the “coldness” of the person you’re talking to. Knowing this, one of the essential skills behind the pitch itself is reading people. Not everybody is going to be immediately receptive to a direct sales pitch about you and your services; instead, you might have to walk alongside them, listen carefully, and relate to one of their pain points or objections. Adaptability is key…based on the person you’re talking to, you might have to dial back the sales pressure, use a bit of humor, or just listen very intently to the way the other person communicates.
Network With Your Counterparts
Local, regional, and state trade associations have some of the best networking opportunities for construction professionals out there. You gain the ability to meet with like-minded professionals, get a firsthand look into local projects, and learn from other construction workers and business owners that have run into similar problem scenarios in the past. Trade associations also typically host monthly or quarterly conferences with keynote speakers, industry experts, and local tradesman reporting in from their various areas of expertise. These seminars are definitely a standout opportunity to grow your network with valuable connections within the industry itself.
It’s Never “Game – Set – Match”
It seems juvenile, but don’t be afraid to walk up, say hello, and introduce yourself. Sure, first meetings can be awkward; however, if you open the conversation on a friendly note, you are in the driver’s seat when it comes to building relationships. Instead of looking at networking from a “what can this contact do for me?” angle, you should find ways to help them with their problems. Ask questions, listen actively, and take note of the other person’s body language.
Networking is almost never a closed loop game – the chances of you finding someone that is ready to pull the trigger on a purchase decision at that very moment is slim to none. You have to play the long game and foster a relationship over time. That means contacting them regularly, opening up your network of connections to help them, or working alongside them to evaluate service options even if your firm wasn’t selected. It also means things like mentoring younger professionals, contributing to community service projects, and collaborating with other firms…it’s the big picture that matters.
Always Be Carrying
…a business card. A clean, impactful, well-designed business card is the perfect takeaway when meeting new connections. Give your card some personality so that people remember create connections between you, the conversation you had with them, and ultimately your firm. Don’t cheap out on shoddy designs, poor printing, and cheap materials – here’s your chance to leave a lasting impression with a tangible asset. Months later when that connection actually needs your services, chances are they won’t remember the conversation – but if you hand them a memorable business card, they’ll know exactly who to call.
Despite our comments about trade associations and seminars above, the best networking typically happens when you least expect it. That means you can find a great connection waiting in line at the grocery store, which is why always carrying business cards is essential.
In conclusion, networking is an key part of any successful business strategy. Your operation becomes that much richer with every person, place, service, and product you are able to connect and facilitate, meaning more repeat customers, more referrals, and ultimately more recognition in your community. If you start out networking even in small doses, you can surely change the way your construction business works…give it a try and let us know how it goes!
About CSLS:
CSLS is the largest contractor licensing school in California with over 25 locations throughout the state. We have the highest success rate of any school – 99% of our students pass their exam on the first try, and that’s guaranteed or your money back.
Our teaching process prepares you in a step by step manner for everything you need to know to pass the law, business and trade portion of your exam. Our programs are designed for convenience. We have online programs, home study, crash-course and in-school options, making it easy and affordable for you to become a licensed contractor.
