10 Half Truths Builders Should Re-Visit (Part 2)
Here’s part 2 of half-truths that are probably costing you.
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This is part 2 of 2. See 10 Half Truths Builders Should Re-Visit (Part 1) if you haven’t already.
We review 10 ‘half-truths’, that have served builders well over the years, to see if they still stack up and where there may be opportunities for those with a more flexible mindset.
Here are half-truths 6-10:
Half-Truth 6: Systems Are Too Hard to Set Up
It’s true. Creating systems in your business is a little like living in a house as you build it.
The key is to prioritise the systems you implement.
To do this,
- Explore technologies that will save you grief (using the one hour rule from here)
- Then, delegate administrative tasks that you can teach to an assistant or VA.
- Then, create systems onsite for your team to follow.
Start with the easy stuff that will free up your personal time – then you can think and act more freely.
Half-Truth 7: I’m Too Busy for That
Yep. Builders are busy.
To start, read the item above about implementing systems.
But also, list the three biggest pain points you have in your business. Prioritise them by the easiest to fix. Then, fix them one at a time.
Once they’re fixed, start on the next three.
Half-Truth 8: Clients Won’t Pay for Advice
We all know a builder who visits clients and offers free advice. Or free quotes or free management of consultants or free whatever….
The point is, that builder’s dropping their pants just to get noticed.
They’re discounting their value before the job even gets started.
Consider this: builders possess a huge knowledge base that clients value.
So, charging for your expertise from the beginning helps you position yourself as an expert, turn your first meeting into a consultation rather than a sales call, disqualify time wasters and build trust with clients.
If you’re sceptical that this can work for you, check out How to charge for your first meeting & ProCalc reports
Half-Truth 9: If I’m Not Exclusive, I Won’t Deal with Them
Historically, this approach works well for builders in three scenarios:
- Demand for builders far outweighs supply and clients are throwing themselves at builders (as we saw in the COVID stimulus era)
- Clients are uniformed and don’t insist on competitive tension for a robust commercial outcome
- Clients trust the builder 100% and know they’ll get a great outcome
Given scenarios A & B are currently far less likely, that means builders seeking exclusivity – or being the one builder involved – need to build trust with their prospect base.
See How to build trust with your prospects
Half-Truth 10: Clients are Only Interested in Price
It’s true. There’s a segment of the market who are mainly interested in price.
As a builder, you can choose to target this group but, to win the work, you would have to build the cheapest homes possible.
Is that what you really want? A race to the bottom?
If not, and you want to sell on quality, check out 6 Steps to Turbo Charge Builders Profits
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
Richard Armstrong is a former registered builder who recently interviewed hundreds of experienced Australian builders to identify how they best manage clients, budgets and profitability.
