ForConstructionPros.com

We all know how much easier it is to land work from a current client than it is with a new client. Recognizing an opportunity is one thing – taking advantage of it is completely another.

As a pavement maintenance contractor, you have four potential tactics for increasing sales from a current client. Each of the tactics is proven. Several contractors have used one or more of these methods to dramatically increase their sales.

1. Sell additional services
2. Increase your client market share
3. Increase your client's budget
4. Get referrals to new clients

Before we delve into the how-to of each method, let's take a moment to review what we know about your clients. Most of your clients are property managers of one stripe or another. They are responsible for keeping buildings or apartments rented. They are responsible for keeping their tenants or tenants' customers happy. Rent generates their company's income. Their parking lot doesn't generate income. Their parking lot shouldn't take up a lot of their attention nor their time. If it does, it's become a headache.

Your job as a pavement maintenance contractor is to minimize that headache. Until you are removing all of your client's parking lot headaches, you have room for expanding sales from that client. Now let's look at four ways to do that.

Tactic 1: Sell additional services

You should seriously consider becoming a one-stop-shop for your clients' parking lot needs. It simplifies his day. He only has to make one phone call to solve lot problems be they snow removal, potholes, trash removal, or whatever. You can do this by subcontracting the services you choose not to self-perform. If you are a sweeper, offer to provide pavement repair, marking, sprinkler repair, exterior painting, landscaping, etc.