Whether you’re a small subcontractor or work in sales, growing your business in today’s competitive construction market is a challenge. On your journey to increased sales, you may have tried various types of advertising strategies with little results. If that’s the case, you probably understand that contacting builders at the right time is crucial to getting jobs or selling products.
The purpose of construction leads services is to put your company on the offense and go out to sell more of your product or service. The problem is that with some cold lead services, conversion rates may be low and you might be wasting a lot of time chasing dead leads. Here are a few ways to ensure you make the most of the potential projects available to you.
Getting access to a list of current construction projects in your area, and the general contractors building them is the first step. The BuildMapper team collects information on new construction regularly. We do our best to provide builder contact information and track what stage the project is at. The BuildMapper team has a long history in the construction industry and is very familiar with what matters most when getting new jobs or selling construction products. The first step in expanding your network is to connect with builders directly. It’s likely that there are a ton of projects going on all around you that you have no idea about
By getting thorough details of construction projects, you can be better informed on which builders to target and when. Simply calling every single number available on a list isn’t the best option to convert these leads into actual sales. Builders are more likely to hire trades who have worked in the area they are targeting. Find builders with current projects in your area that may be at a stage where they are considering quotes for your product or service. Some projects may be too late in the building process to target or far too early, so it is important to filter the list and ensure you are not wasting time. Use the filter options on the BuildMapper system to create the right leads list for you and save them into the BuildMapper CRM.
The next step is to contact the builder. If the phone number is available, give them a call with a sales plan ready. The goal of this call is to determine if this builder is in need of your product or service. Once you’re in contact with a builder make sure you qualify them properly. This is very important in ensuring that you don’t waste too much time speaking with a builder who isn’t interested in your service. Ask qualifying questions such as:
Defining the builder’s needs is very important in order to establish if your company will fit their requirements. Don’t get too excited to run out to the job site and give an estimate. Make sure that the prospect is actually looking to hire and that you are qualified to do the job for them.
You may be used to sending a very simple quote with some quick numbers jotted down on a Word document, or, even worse, just sending a price through text message. If that’s the case, then you should realize that you’re putting yourself in a position to compete solely on price. You want to compete based on quality. Creating a thorough quote proposal will make your business stand out against the multiple other companies that may have submitted estimates. And since this builder started as a cold lead, you need to build a level of trust. Create proposals that not only provide the price details but also present your company. Proposals that will stand out may include the following:
If you don’t have a website or the builder hasn’t seen your website, a stunning proposal is your way to show them what type of business you’re running and what they can expect if they hire you. Once you create this quote template, it won’t take any more of your time to use it again for all your estimates.
A big mistake companies make in sales is not following up after the quote is given. If you have ever sent a quote and then simply waited for the builder to get back to you, chances are he or she hired someone else. The construction industry is very competitive and builders may be distracted by multiple companies seeking their attention. By following up with a call, you’re giving yourself the opportunity to do the following things:
Combining this cold calling sales strategy with a strong advertising campaign is very important. Getting in touch with builders may get you in front of builders, however, proper marketing will help build trust through reputation. If a builder has seen your company name in another form of advertising, the chances of winning the job increase dramatically. Having a good website, an online presence, and proper branding can go a long way in ensuring you’re not solely relying on providing the lowest estimates. BuildMapper provides a range of services that can help create a stronger brand presence.
These 6 steps are key in turning cold leads into jobs that will fill your pipeline. If these tips are applied properly, your network can grow to a point where cold leads aren’t necessary to grow your company and the phone will start ringing on its own.
Additional Read: 5 Reasons Cold Calling Isn't Working For You