5 Tips for Selling to Contractors

Whether you're selling building materials, tools, or software to contractors, learn the best practices for marketing to contractors.

If you are in the business of selling building materials or providing services to contractors, it is essential to understand how to effectively market and sell to this target audience. Contractors have unique needs and preferences when it comes to purchasing products and services, so it is crucial to tailor your marketing and sales strategies accordingly. In this blog post, we will discuss how contractors buy building materials, how businesses can market to contractors, and the best practices for selling to contractors. So let’s dive in and learn how to successfully market and sell to contractors.

Marketing and Selling to Contractors

How do contractors buy building materials?

Understanding how contractors acquire their building materials is crucial to effective marketing. Here’s how contractors tend to go about their procurement:

Research and selection process

Contractors typically conduct extensive research before making any purchasing decisions.

They consider factors such as quality, price, availability, and reliability of suppliers.

They rely on various sources of information, including online research, industry publications, recommendations from other contractors, and supplier catalogs.

Building relationships with suppliers

Contractors prefer to work with suppliers they trust and have established relationships with.

They value suppliers who can consistently provide high-quality materials, deliver on time, and offer competitive pricing.

Building strong relationships with contractors is crucial for long-term success in the market.

How can businesses market to contractors?

Identify target audience

Understand the specific types of contractors you want to target (e.g., residential, commercial, specialized trades).

Identify their unique needs and pain points to tailor your marketing messages accordingly.

Online presence

Create a professional website that showcases your products/services, expertise, and testimonials from satisfied contractor clients.

Optimize your website for search engines to increase visibility and attract organic traffic.

Utilize social media platforms to engage with contractors, share industry news, and promote your products/services.

Content marketing

Create informative and valuable content such as blog posts, videos, and guides that address common challenges faced by contractors.

Focus on providing solutions and establishing yourself as an industry expert.

Use keywords relevant to contractors to improve search engine rankings and attract targeted traffic.

Trade shows and industry events

Participate in trade shows and industry events to showcase your products/services and network with contractors.

Offer demonstrations and provide educational materials to engage potential customers. Sponsor or speak at industry-related events to increase brand visibility and credibility.

5 Tips to Market & Sell To Contractors

1. Understand their needs

  • Take the time to understand the specific needs and requirements of contractors.
  • Tailor your product offerings and services to meet those needs.
  • Provide clear and detailed product information, including specifications, installation instructions, and warranty details.

2. Competitive pricing

  • Contractors are price-sensitive, so offering competitive pricing is essential.
  • Consider offering volume discounts or loyalty programs to incentivize repeat business.

3. Efficient order processing and delivery

  • Contractors often work on tight schedules, so efficient order processing and on-time delivery are crucial.
  • Streamline your order processing system to minimize delays and errors.
  • Offer flexible delivery options, including expedited shipping and on-site delivery.

4. Excellent customer service

  • Provide prompt and helpful customer service to address any queries or concerns contractors may have.
  • Be responsive to their needs and provide timely support.
  • Build long-term relationships by going above and beyond to meet their expectations.

5. Ensure marketing best practices

  • Make sure your clients can contact you by phone or email when needed.
  • Get a website for less than a cup of coffee per month with Flapjack. (sign up here)


Can I market directly to contractors or should I go through suppliers?

It is beneficial to market directly to contractors as well as through suppliers. While suppliers play a significant role in the purchasing process, contractors often conduct their own research and prefer to work with suppliers they trust.

How can I differentiate my products/services from competitors?

Focus on highlighting the unique features and benefits of your products/services. Emphasize quality, reliability, competitive pricing, and exceptional customer service. Consider offering value-added services such as training or technical support.

How can I stay updated with the latest trends and needs of contractors?

Stay connected with industry associations, attend trade shows, and engage with contractors through social media platforms. Conduct regular market research to identify emerging trends and adapt your offerings accordingly.


Successfully marketing and selling to contractors requires a deep understanding of their purchasing behavior and preferences. By conducting thorough research, building strong relationships, and implementing effective marketing and sales strategies, businesses can position themselves as trusted suppliers in the contractor market and generate more leads. Remember to always prioritize customer needs, offer competitive pricing, and provide exceptional customer service to build long-term relationships with contractors.

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