10 Questions Builders MUST Ask Prospects

Use this list of 10 questions for client enquiries to eliminate tyre kickers and make sure you don’t waste your time.

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Nothing hurts more than investing hours or even days in an enquiry and then discovering they were never gonna be a client.

So, here are ten questions you can ask to ensure you’re a good fit BEFORE you do anything else.

Question 1: What Does a Successful Project Look Like to You?

This question draws out some great information.

Their answer will tell you what they’re looking for and what they don’t want.

It often reveals any snakes in the grass, too.

Importantly, when you’ve finished the project, you can remind them of how they defined success and how you’ve delivered it.

You’re then able to ask for testimonials and recommendations to friends, knowing you’ve delivered.

Question 2: How Did You Hear About Us?

Asking this question helps you understand two things; where your enquiries are coming from and how good they are.

For example, if a client replies they found you on Google, it suggests your SEO is working but the lead will need some work for you to progress from ‘just a regular builder’ to their preferred builder.

Or, if the client replies that you worked on their neighbour’s house, and like your work, you know you’re more likely to be the preferred builder.

Question 3: Is the Budget, “the” Budget

The hundreds of builders we interview tell us about 30% of clients respond with a shoulder shrug, 60% an under-cooked budget and 10% with an informed, sensible $ figure.

You MUST make sure they can afford the project before proceeding (use a ProCalc free trial) but it’s important not to discard potential clients who would accept a reduced scope in order to afford their project.

Afterall, if they can still meet your pricing margins on a smaller job, they’re still good prospects who can contribute to your profits.

You can do this easily.

See how to Stop Throwing Away Half Your Best Leads and book a ProCalc free trial.

Question 4: When Do They Want to Start the Project? (Not Complete it)

Don’t ask when they want the project completed. You’ll just get an arbitrary timeframe that doesn’t facilitate the process you need to go through as a builder.

Instead, ask when they’re ready to start to get an understanding of how keen and prepared they are.

You can then consider your availability and likely delivery timeframe with a firm start date without feeling like you’re having to rush the project (and neglect other opportunities).

If it makes it easier for scheduling, don’t be afraid to ask if they could start a little later than they’ve requested.

Limited/professional builder availability typically hastens the conversation.

Question 5: Where’s the Job Located?

Avoid orphan projects that are no-where near your usual patch.

The only way you can make them work is to charge for travel time and extra margins.

Only take them on if you really need the work.

Question 6: Type of Project?

If you’re a knock down and re-build specialist, don’t take on a renovation and first floor extension.

Specialising on a particular kind of project gives you an advantage and you should stick to it.

If you’re currently bidding for any – and every – type of project you come across, you’re doing it the hard way.

See why at Six Steps to Turbo Charge Your Profits

Question 7: Have They Built Before and How Was Their Experience?

Clients who have built before and had a bad experience will be cautious and need help trusting you.

Give them lots of opportunities to ask questions and build trust with them using the process outlined in One Big Idea to Take the Sleaze Out of Selling.

If they’ve built before and had a good experience, ask if that builder is involved in the current project.

If they are, there’s a fair chance you’re being used as a price checker – so be careful.

You can also reduce the ‘price-checker’ risk with a ProCalc free trial.

Question 8: Are you Comfortable Paying for a Feasibility/Preliminary/Detailed Quote?

Having clients pay for your consultation time is NOT about you covering your costs.

Instead, its about positioning your services as expert, trustworthy, valuable, and professional.

It positions you as the preferred builder the client can trust.

That means no more sales calls.

Instead, you’re the trusted expert.

To learn how to do this, check out Why (& How) To Charge for Pre-Build Engagement

Question 9: Are you available for a Feasibility Review On Site?

Builders are uniquely positioned to review a project better than any other professional in the industry.

A professional builder’s feasibility should cover site review, design review, current structure review (renos/extensions) and likely budget.

The client will also have some questions they’d like to ask.

Attending site for an hour, using this template, will give the client the information they need to move forward.

Builders typically charge anywhere between $99-$999 for this service because of the value clients receive from a proper builder’s feasibility study.

The important thing is to charge for it.

Question 10: Do You Have Any Concerns or Questions About the Project, Process or Us?

This question is a “catch all” to help the client raise any anxieties, fears or worries that may pop up further into the engagement.

Understanding their concerns now means you can address them early (& often), even allowing for any budget to support specific requirements they might have.

You Might Also Like:

• Builders, Get Your Pricing Right Every-time – No More Under-Quoting
• Transform Your Building Business in 43 Mins (webinar)
• How (& Why) to Charge for First Client Meetings
• Take a Free Trial of ProCalc
• Stop All Free Client Meetings – Charge Upfront
• Want more tips like these? Attend the Webinar: Work Smarter, Not Harder