You’re winning jobs, but clients keep grinding you down on price. You spend hours quoting, only to end up in a race to the bottom against the cheapest builder in town. Sound familiar?
The reality is, in today’s market, being a “jack of all trades” builder makes it harder than ever to stand out — and even harder to justify higher margins. So, how do you break free from competing on price alone?
WHY MARGINS MATTER
Margins matter because they directly impact your profitability, your ability to reinvest in your business, and your long-term sustainability. If you’re constantly discounting to win work, you’re leaving money on the table and devaluing your expertise.
For builders, charging higher margins isn’t just about making more money — it’s about building trust, working with better-fit clients, and having a reliable pipeline that allows you to grow with confidence. And in a world where leads often come through digital channels, your ability to position yourself online is just as important as the quality of your builds.
HOW TO INCREASE MARGINS
1. Niche Down and Specialise
One of the fastest ways to increase margins is by niching. Clients are willing to pay more for a builder who specialises — whether that’s luxury custom homes, heritage renovations, or architect-designed extensions. When you’re the go-to name in a particular niche, price becomes less of a sticking point because you’re seen as the expert.
Think about it: would you expect to pay the same rate for a generalist or a specialist heart surgeon? The same principle applies in construction.
2. Position Yourself as the Expert Online
Digital marketing for builders is no longer optional.
Potential clients will Google you, compare you to competitors, and make judgements long before they pick up the phone. If your website, ads, and reviews communicate authority and trust, you’ll stand out.
Builders who invest in strong branding, educational content, and client testimonials create credibility — and credibility allows you to command higher prices.
3. Align Your Leads with Your Value
Not all leads are created equal. If you’re attracting clients who just want the cheapest quote, you’ll always be stuck fighting on price. Instead, focus your digital marketing on targeting the right type of client — the ones who value quality, design, and experience.
For example, by using pre-qualification forms and tailored ad campaigns, you can filter out tyre-kickers and focus your time on prospects who are serious about investing in their dream home or renovation.
Practical Takeaways
- Audit your last 10 jobs. Which ones were most profitable? What types of projects do you actually want more of?
- Review your website and marketing materials. Do they position you as a specialist or as just another generalist builder?
- Put in place a lead system that filters enquiries before you spend hours quoting jobs that don’t fit.
At Arrow Agency, we help builders implement digital marketing strategies that attract the right clients, position them as experts, and build a predictable pipeline — so they can charge the margins they deserve.
If you’re not sure where to start, we help builders implement the right systems to track, convert, and scale their leads. Book a call to see how this can work in your building company.