3 Elements to Win More Business

How you should tell your story and make
a case for your business.

Just as a solid foundation supports a building, firms need to develop the foundation for telling a compelling company story that can help drive growth.

Answering questions like why should prospect know you, why should they want to know you, and why should they trust you are foundational components of every firm’s story.

What we'll go over:

Author and motivational speaker Zig Ziglar said, “If people like you, they’ll listen to you, but if they trust you, they’ll do business with you.” The complexity of construction projects and risks associated with the delivery of the project on time and on budget make trust a key factor in winning new business.

Tell Your Story

Just as a solid foundation supports a building, firms need to develop the foundation for telling a compelling company story that can help drive growth. Answering questions like why should prospect know you, why should they want to know you, and why should they trust you are foundational components of every firm’s story.

Why should prospects know your firm?

To answer this question, start by identifying the right prospects. Determining which prospects are the best fit for the services you offer is essential for telling a company story that resonates and engages the right prospects at the right time. Looking at your current customer base and identifying commonalities (i.e. company size or industry) is a good place to start.

Why should they want to know your firm?

Think about what makes your company unique. What are the attributes that set it apart and make a prospective client want to know about the firm and how it works? Wrapping those strengths into the story in a way that communicates value to the client will open a conversation and begin building the relationship. This answers the “what’s in it for me?” question, helping the prospect see value in having that relationship with your company.

Prospective clients want to know about how your firm’s tech stack helps manage a project, track a project, and deliver reports. For example, you could create a marketing piece that talks about how your company is running RedTeam, demonstrating the power of the mobile app to connect all project stakeholders from the office to the field and beyond.

Why should they trust your business?

Author and motivational speaker Zig Ziglar said, “If people like you, they’ll listen to you, but if they trust you, they’ll do business with you.” The complexity of construction projects and risks associated with the delivery of the project on time and on budget makes trust a key factor in winning new business.

A key part of telling your story should be focused on communicating company values and building credibility for your firm’s trustworthiness, capabilities, and professionalism. Answering these questions is just the first part of the process of telling the story.

Next, you should choose a medium or medium to communicate this story. An easy-to-navigate company website is one channel that can help generate leads. Social media is another channel that can fuel conversations with prospective clients.

3 Elements to Win More Business

How you should tell your story and make
a case for your business.

As you evaluate different mediums for telling your story, it will be important to think through the costs, how you are going to manage these costs, and how effectively each medium reaches target audiences. No matter which medium or mediums are selected, a business development tech stack can help convert exposure into conversations.

This tech stack is important for organizing information in a way that can grow your business. Now is not the time to defer marketing to a later date in favor of solely focusing on the current backlog. If your firm has concerns about getting new business eight months from now, 12 months from now, a year and a half from now, it is a perfect time to start planning and organizing with all the right tools to put the company in the best position to go after and win new business.

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