Where do I start when it comes to marketing my construction Surveying practice? This may well be the question you are asking right now. Of course, you can apply this to architects, builders or electricians. You have a very small budget and you will want to make it count.
Armed with pen and paper find a quiet space and begin to write down a list of the type of client you are looking for. It is always a good place to start where you do have experience. You can speak with confidence and authority if you have covered the type of work previously. Here are a few examples:
Property Managers Local Authorities
Hospitals Ministry of Defence Sites
Housing Authorities Education
A Bird’s Eye View – Geographical Area
You may then want to think about where you want to work. In a single county or within a 50 mile radius. With these two pieces of information work in concentric circles and list possible organizations that fall within your area and type.
Property Managers 1 and 2, Local Authorities 3, 4 and 5, Hospitals 6 and 7, MoD Sites 8, Housing Authorities 9, 10 and 11 and Universities, Colleges and Schools 12, 13, 14, 15, 16 and 17.
You have identified 17 new contacts that fall within your prospect list. It might be a good idea to add these to your database or Excel spreadsheet depending on what you use to track new clients. The spreadsheet will give you a bird’s eye view of Marketing your Surveying practice.
A Bird’s Eye View – Two A Day
Each day set aside 20 minutes to contact 2 of these people.
Research your contacts on the Internet. Learn as much about them as you can. Some websites may indicate that the organization uses a portal to procure the services of a Surveying practice. Be as thorough as you can. Don’t be put off by the words, ‘Framework’ because they may only use this means of procurement on projects over or under a certain value band. You can clarify this when speaking with someone.
Once you have identified and researched your list of contacts, call them on the telephone. This initial call will enhance your understanding of how the organization procures your surveying services. See if you can get contact details including names and title or position and email address.
This process will go a long way to creating your own bird’s eye view of marketing your construction practice. The next stage will be to draft a convincing letter or email to send and we shall deal with this next time.
See you soon…