How to Book Bigger Projects

Imagine you've got your eyes on a piece of beautiful, untouched land. You visualize a majestic skyscraper there, changing the city's skyline forever. It's a massive project, and it comes with a massive price tag. But before anyone hands over that kind of money, they need to trust you. Not just a 'handshake' trust, but a 'here's my life savings' kind of trust.

I hear it often from contractors: "I want to book big projects, not handyman-type work." And believe me, I get it. Big jobs mean big money. But let's not forget, big money needs big trust. So, how do we build that trust, you ask? Well, let's get our hands dirty.

Start Small - The Tripwire

Yes, I know you don't want to hear this but bear with me. There's a strategy known as the 'trip wire' in marketing circles. It's about introducing a low-cost, high-value offer to entice customers and show them you're the real deal. A tripwire is essentially a micro-commitment - once someone has made a purchase, however small, they are more likely to make larger purchases in the future.

It's like letting them dip their toes in the water before they take the plunge. The trust you build here can lay the groundwork for those big-ticket projects down the line.

Content Marketing - Show and Tell

The best way to show off your expertise and workmanship? Content marketing. Blogging and social media can be powerful tools. Don't just snap a picture of the finished project. Show the before and after. Tell the story behind it. Describe the transformation in detail. It's like taking your audience on a virtual tour of your project, from the first brick to the last. Through content marketing, your prospective clients get to experience what other people have trusted you to build which inspires them to do the same.

Authority - Show Your Credentials

People are more likely to comply with requests or recommendations from someone they perceive as an expert or authority figure. People tend to trust and follow the advice of experts because they believe these individuals have superior knowledge or experience. There are several ways to establish authority in your business: Legal licenses, Professional certificates, insurance, and endorsements from other authority figures. All of these stamps of approval tell your clients you're a professional who knows what you're doing.

Social Proof - Let Others Do the Talking

This is a powerful psychological and social phenomenon where people study the actions of others when deciding what to do themselves.

How does this apply to your business? Strive to demonstrate that others have found success through your services. Request reviews from EVERY client, offer referral bonuses and excel in customer service. The goal is to get people talking about you. Word-of-mouth remains one of the most potent marketing strategies.

Be Likable - Build Rapport

No one wants to work with someone they don't like, right? So, show genuine interest in your clients' needs and ideas. Find common ground. Building rapport can lead to trust, and trust can lead to bigger projects.

Stand Out From the Crowd - Niche down

Finally, emphasize what makes your company unique. Maybe it's your innovative remodeling techniques, your proprietary materials, or your exclusive designs. Standing out from the crowd not only attracts attention, it also builds trust. It's like adding a signature touch to your projects – it makes them uniquely yours.

Remember, securing a big job is a lot like constructing a towering skyscraper. It doesn't happen overnight. It requires a strong foundation, built brick by brick. And in our case, that foundation is trust. So, let's start laying those bricks, shall we?