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Concrete Contractors: 3 Best Practices for Staying Ahead of the Competition





07-26-2017

With 40+ years in the concrete coating industry, we've learned a few things along the way. First, a contractor is only as good as the coating he installs, which is why we are dedicated to being the leading manufacturer of floor coverings in the world.

Second, any floor coating – no matter how good – is only as successful as the contractor is qualified-which is why you're dedicated to being the leading concrete contracting firm in your area, and why we hold regular trainings to certify flooring contractors.

So, how do you let your customers know that you are the most qualified contractor for the job, and stay ahead of the competition? These 3 best practices will to help ensure that your firm gets hired.

Best Practice #1: Anticipate your customer's questions – and answer them before they've asked.

This is all about meeting your potential clients' concerns and expectations right from the outset – and even educating them as to questions they should be thinking about when choosing a contractor.

On your website, or in hard-copy format that you can hand to a prospect, create a FAQ, or list of frequently asked questions and their answers. Not only does this practice save you time answering the same questions over and over, it serves your customers well and sets you up as an expert in your field.

Expert status builds your credibility, which builds trust with potential clients, increasing your chances of winning the bid.

To get you started, here are a list of questions potential clients should ask before selecting a contractor:

•   Are there weather conditions I should consider? Heat and humidity can affect coating installations.
•   What is the expected timeline for completion and cleanup?
•   What steps will be taken to prepare the concrete to coat?
•   How many years' experience does your company have?
•   Are your team members certified?
•   What warranties or guarantees do you offer?
•   What is recommended maintenance after the floor coating is installed?

Best Practice #2: Provide testimonials and references.

No one wants to be the first person to hire you – so don't give the impression that they are. Share previous successes: compile and have testimonials ready, a portfolio of finished work and a list of references.

When gathering testimonials, try to include photos of the completed work or of the person giving the testimonial. If clients are willing, obtain video testimonials. Testimonials should include: overall satisfaction; what the floor was like before – and benefits of the finished floor (such as increased beauty, safety, and durability); and what it was like working with you, including on time and on budget performance.

Create and monitor review pages such as on Houzz, Yelp, or on your LinkedIn or Facebook pages.

Become a supplier-recommended installer. Reach out to the manufacturer of your selected floor coating to learn how. For example, Citadel refers jobs to contractors who have completed our certification training. (Click here to learn more.)

Best Practice #3: Get certified as a concrete contractor.

Being the most qualified contractor on the block means continually garnering experience and training. We'll dive deeper into why certify in our next article, but in a nutshell:

Certification boosts your credibility and expert status for your clients-and your team's skills as technicians. There are always new and improved techniques and materials to learn about, that help you keep your competitive edge.

If you are a qualified concrete contractor looking to sharpen your team's skills and be recommended by a national manufacturer, register for an upcoming training.

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