On your journey to building your subcontracting business you may have tried various types of advertising but had few results. You may now be at the point where getting more jobs is vital for your company’s success and its time for you to go out and hunt down available jobs for the taking. The purpose of construction leads services is to put your company on offense and go out to sell more of your 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.
Step 1: Get the Right Leads Source
Getting leads for construction work is not an easy task in today’s competitive market. Using a lead service can be a very cost-effective way of initiating relationships with builders that can last years. Our service, BuildMapper provides these lead lists absolutely free. It’s the first step in filling your pipeline with jobs right away and expanding your network. Its likely that there are a ton of projects going on all around you that you have no idea about. Get access to a construction data source so that you stay informed on builders and their projects.
Step 2: Target which Builders to Contact
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 to target or far too early so it is important to filter the list and ensure your not wasting time.
Step 3: Begin the Sales Process
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:
· Are you looking to get estimates?
· What does your project schedule look like?
· What are your expectations from a subcontractor?
· What typical budget are you looking to work with?
Defining the builders needs is very important in order to establish if your company will fit with 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 your qualified to do the job for them.
Step 4: Provide a Well-Crafted Quotation
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:
· Company background
· Previous project details
· Builder testimonials
· Details about your team
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.
Step 5: Follow Up
A huge mistake companies make in trying to get jobs 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 with multiple companies seeking their attention. By following up with a call, your giving yourself the opportunity to do the following things:
· Remind the builder that your still interested in the job.
· Address any concerns or objections they may have with your quotation.
· Ask for a possible referral of someone in their network who may need your service.
These 5 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.
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