So I just finished posting a video review with a client we remodeled a huge kitchen for in January. (You can see it by clicking here if you’re interested.)
And whenever I do these kinds of video reviews I always ask the same kind of questions that I know make good video content:
“How did you know it was time to remodel your ___?”
“What did the remodeling process ACTUALLY look like for you? ”
“Why did you choose to go with McCann Custom Remodeling as your contractor?”
… but what this client told me for question #3 really surprised me.
They told me that the reason they chose to go with us was because “[We] had a process for everything. A process for change orders, a process for selections, everything!”
They told me that is what made us the clear-cut choice for them… because they didn’t have to vet 27 different cabinet companies and risk picking the wrong one. We had already done that process for them, found the best company to work with in our area, and let them know where to go.
We also did the same thing for their countertops.
And their flooring.
And their hardware, fixtures, tile, and anything else they could ever need to pick out for their project.
Now the thing is, I don’t think this is all that special. A lot of other contractors will HAVE this information after all… but the thing is they don’t USE it properly. They might TELL the homeowners the best place they’ve found to pick something out, or at best email them the contact info…
But what I’ve found to work best is to go one step further.
What I’ve done at my company is to create what I call a “Selection Search Engine”. What that means is, for each type of project we do, I put together a list of the best places to go in town for each selection.
I also include all the contact info including specific employees to look for, alternate options if Option #1 doesn’t have what they’re looking for, design considerations, and checkboxes to check off once each step is completed.
And I wrap this all up in a neat document that I bring with me on all my sales meetings.
Homeowners absolutely love it because this tool saves them a TON of time and headache. It helps them have a pleasant experience, and helps me to get more construction sales.
I’ve also set up great relationships with the companies on my lists after sending them so much business.
So when the client comes in and says “McCann sent us”, they’ll get VIP treatment. This makes it very hard for other companies to compete with me because the whole process from first contact to closed contract is a well-oiled machine with a smooth transition from each step to the next.
(I think this is a major reason why I scaled from 6 to 7-figures so quickly.)
Now if you want to create this type of tool for yourself, it’s honestly not too hard. (It’s just a few pieces of paper after all, even though they’re worth their weight in gold.)
Just take your list of best suppliers for your most common projects, and list them in chronological order on a word processing document. Put your company info and the list on the first page, and all the company contact info on the second page.
Here are some examples:
Click here to see an example of a kitchen selection checklist.
Or click here for a bathroom one.
Assuming you already know the best showrooms in town to send homeowners to, creating these sheets will take you only about an hour or two. But they will create an ENORMOUS advantage over your competitors when it comes to closing the deal.
And even more importantly it will create an amazing experience for your clients, which is the name of the game after all!
For more tips and tools like this, check out the masterclass I just recorded called “The Construction Business Blueprint“. You can get it entirely for free here: https://mccannxmedia.com/the-blueprint/
