631: Proven Strategies For Attracting Quality Construction Clients

This Podcast Is Episode 631, And It's About Proven Strategies For Attracting Quality Construction Clients

As a construction business owner, you already know that winning new work is the lifeblood of your company. But not just any work—what you need are quality clients: the kind who pay on time, respect your expertise and give you the types of jobs that grow your bottom line.

As construction accounting and bookkeeping specialists, we've worked with dozens of contractors who struggle with the same thing: they're busy, but they're not profitable. Often, the root of the issue isn't in their craftsmanship or work ethic—it's in who they're working for and how they're finding those clients.

Let's talk about how to attract and retain high-quality construction clients effectively—and how to make sure those relationships support the financial health of your business.

1. Know Your Numbers So You Can Know Your Ideal Client

Before we even talk about marketing or referrals, you need to get clear on one essential thing: which clients are making you money?

If you're not tracking your job costs, labor hours, overhead, and profit margins by project, you're flying blind. I've seen numerous contractors take on high-dollar jobs that ultimately drained their resources and paid far less than expected.

Start by reviewing past projects:

• Which types of jobs were most profitable?
• Which clients paid quickly and didn't nickel-and-dime you?
• Which ones were time-consuming, unprofitable, or challenging to manage?

By tracking this through your bookkeeping system—ideally using job costing reports—you can identify which types of clients and projects contribute to a healthier, more sustainable business. That's who you want to go after.

2. Referrals Are Gold—But Only If You Ask for the Right Ones

Word-of-mouth is the #1 way most small contractors get new business—and for good reason. It's free, it builds on trust, and it often leads to high-converting leads.

However, here's the key: you'll need to be intentional about it.

Instead of saying, "Hey, let me know if you hear of anyone needing work," try:

"I'm looking to take on more [kitchen remodels/new builds/commercial maintenance] in the next few months. If you know anyone looking for that type of work, I'd appreciate an introduction."

Also, don't wait for the end of the job to ask. If a client is thrilled with your work halfway through, that's a great time to ask for a referral—when enthusiasm is at its highest.

3. Focus on Partnerships, Not Just Projects

One-off jobs can keep the lights on, but ongoing relationships will grow your business faster and more sustainably.

Some high-value partners to build relationships with:

• Real estate agents and property managers
• Interior designers and architects
• Developers or general contractors (if you're a subcontractor)
• Insurance adjusters (for restoration work)

These partners often have a repeat need for reliable contractors and can funnel steady work your way. If your books show a constant trend of high-profit jobs from just one referral partner, it's a sign that deepening that relationship is worth your time.

4. Create a Simple, Credible Online Presence

High-quality clients don't want to chase down a phone number scribbled on your truck.

You don't need a flashy website, but you do need:

• A professional-looking website or landing page with photos, testimonials, and contact info
• A Google Business profile with updated hours, service area, and reviews
• Active social media only if you can maintain it—even one or two project photos a month can help

When a potential client looks you up online, they should quickly understand:

• What kind of work do you do
• Where you operate
• Why can they trust you

Think of your website as your digital job site—keep it clean, clear, and professional.

5. Don't Underprice to Win Jobs—It Will Cost You Later

Here's where my accounting hat comes in: Undervaluing your work is one of the fastest ways to attract the wrong clients.

Many solopreneurs think lowering their prices will help them stay competitive, especially during slower seasons. But cheap clients often lead to:

• Constant change orders without pay
• Late payments or no payments
• Poor reviews or lack of referrals

And worst of all, it trains you to operate on razor-thin margins that won't sustain your business in the long term.

Instead, use your financials to understand your real costs—then price accordingly. Your rates should reflect not only your labor and materials but also overhead, insurance, taxes, and profit.

When you know your numbers, you can confidently say, "This is what it costs to do it right."

6. Offer a Great Client Experience—Then Ask for Reviews

Happy clients are your best marketing. But they don't always leave reviews unless you ask.

After the job wraps up:

• Send a quick email or text thanking them and asking for a review on Google or Facebook.
• Include a direct link to your review page (make it easy to access).
• Let them know how much referrals and feedback help your business.

Even five or six solid reviews can help you stand out in your local area. That kind of credibility fosters trust with discerning clients—the ones who conduct thorough research and are willing to pay more for quality work.

7. Invest Time in the Right Marketing Channels

Not all marketing strategies are effective for every construction business. Here's what tends to work best for small-to-mid-sized companies:

• Local SEO – Optimizing your website and Google profile for local searches (e.g., "kitchen remodeler in Austin") is a powerful strategy for enhancing your online presence.
• Project Signs – A simple branded sign on your job site can turn one job into three. Neighbors notice good work.
• Client Email List – Keep past clients informed with occasional updates, seasonal tips, and promotions. You'd be surprised how many people come back—or refer others—when you stay top of mind.
• Networking in Trade or Builder Associations – These groups often lead to strategic connections with other professionals who can send work your way.

You can track your results and focus your time on what generates quality leads.

Final Thoughts

It's Not Just About More Clients—It's About the Right Clients

Finding new clients doesn't mean saying yes to every job that comes your way.

The most successful construction business owners I work with are selective in their approach. They know which types of jobs make sense for them financially because they're tracking their numbers. They build systems that attract and retain the clients that make their businesses profitable, not just busy.

To attract more of the right clients, it starts with understanding your numbers and building your business around them.

Need help getting your bookkeeping organized so you can actually see which jobs are working for you? I offer tools and templates made specifically for construction businesses—and I'd be happy to point you in the right direction.

Want to get serious about growing your business profitably?

Check out our Construction Bookkeeping Templates—designed to help contractors like you track job costs, monitor cash flow, and make smarter decisions with every client.

Let's build a stronger business—one client (and job) at a time.

About The Author:

Sharie DeHart, QPA, is the co-founder of Business Consulting And Accounting in Lynnwood, Washington. She is the leading expert in managing outsourced construction bookkeeping and accounting services companies and cash management accounting for small construction companies across the USA. She encourages Contractors and Construction Company Owners to stay current on their tax obligations and offers insights on managing the remaining cash flow to operate and grow their construction company sales and profits so they can put more money in the bank. Call 1-800-361-1770 or [email protected]