Looking For Advice On Selling My Business

dumplin1078

Hey guys, I was looking for some advice. I am a drywall contractor and I would like to grow my business and maybe get some new gc's, but I'm not sure what is the right way to go about it. I thought about make some face to face visits with some of the gc's that I know of here but I don't want to look like I'm desperate for work. I have always relied heavily on word of mouth, and stay very busy. I have always belived I should just let my work sell me, instead of me sell my work. I believe that I offer a superior service, and have been told so, but I'm always uncomfortable trying to sell myself. Any advice is greatly apprciated.

R&S Exteriors

You could send the home builders in your area an introduction letter letting them know who you are and what you do. Depending on the wording you do not have to sound desperate. Let them know you are expanding your business and are taking on a bigger work load and are interested in doing business with them. Give them references.

I did this when first starting my business and got immediate results. A few GC's called and asked for estimates on current jobs and other "big" GC's office staff called and requested a fax number so they could put me on their blast fax list. Which they use to get estimates from subs.

I would bet, in your trade, you get immediate results. I know in my area the GC's are always looking for good drywall guys.

mahlere

honestly, realize that you really are a drywall contractor, and not a dry waller. Your job is to sell yourself and your work. You can be the best sheetrocker in the state, but if you don't tell people, how will they know?

Look at the successful companies in your area (any business) and see if they sell their quality work (or sometime low quality) or if they let their work sell them.

Good luck. Just don't be afraid. This isn't a hobby, this is your career. Don't be bashful.

Grumpy

Moved to marketing and sales forum.

Grumpy

You will find many schools of thought when it comes to sales. If you are working for GC's you are working within the realm of Business to Business (b2b) sales. a B2B sale is much different than a Business to Consumer (B2C) sale. Usually in B2B sales your customer is more educated in the product. Often times in a B2B sale your customer has a committee or partner or perhaps bank he needs approval before he can buy.

I work for some general contractors. I have found that what lands me these sales is an accurate proposal, fast service, and answers when they need them. Many general contractors only care about price and I stay far far away from these guys.

Brickie

I know what you mean. I want nothing to do with these types.

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Peladu

I don't focus on price, I rarely give the lowest bidder work. Usually the only thing the lowest bidder will do for me is set the lowest bid. (Hope that made sense)

But, there is a book called The Blue Book...see if you qualify to be listed in it.
I do not remember what it takes because I did it years ago.
This thing has been very valuable to me, and has gotten me out of a jam.
Usually every day, I have some sort of solicitation from a sub who got my info out of The Blue Book. I have hired through it. It can be a little rough because you don't know if it's a union shop or not until you call.

www.thebluebook.com is the online section.

Grumpy

Qualify? I think they will list anyone.

Peladu

Nope, not under a GC anyway, the first year in business I was denied.
Maybe they have changed the way they do it now, but years ago it was different.
I was in the book before they had a decent online service, so I don't know how they do it now. List anyone? maybe now, but not back then.

Peladu

Grumps...I see you are on page 1068...for our region.

Grumpy

Woo Hoo! 1068! Top Rank Baby!

I think I am listed under roofingk siding and gutters. Yup Page 717, 1068, 1113

Mike Finley

That's a great system as long as there is always low hanging fruit to pick. With the slow downs popping up all over the country in new construction it's shake out time! Everybody is going to see a whole lot of guys scratching their heads just like you are now, wondering what the hell happened?

Selling yourself and your business isn't desperation, it's a normal facet of being in business. Not doing it should be considered strange. I would advise you to get out there right now, in 6 weeks, 12 weeks, 18 weeks from now GCs are going to be seeing more and more guys like you out hunting for work, every day you wait is going to make it that much harder on you.

If you are sub-contracting then you are in a relationship selling situation. Get out there and start building relationships. Depending on some situations it could take a year to get your foot in the door with a new GC. If you want new work today the time to have been looking for it was a year ago! So get at it.

dumplin1078

Thanks alot for all the advice. I will definetly start to implement some of these ideas. I know that the saleman part of the business is what I need the most improvement on, this is also the part that I enjoy the least. I wish that I could hire someone to do this part of the business for me, but I'm not there Yet.