Following on from our previous ‘What is a construction lead’ blog: You now have the leads but aren’t sure how to manage/use them effectively. Not to worry, Barbour ABI is the market leading supplier of building and construction projects leads in the UK, so we know more than anybody about how to get the most out of your leads!
See the opportunity
When looking at a lead, it is advised to look at companies and not just the projects. Alongside giving in-depth information on building projects, construction leads also give you great insight into who these projects link to such as companies and decision makers. This is useful because you can see who is regularly procuring your type of product or service and gives you the opportunity to strategically plan your approach to target the leads that will be most likely to convert to sales for your business.
Plan your approach
Planning is key. Set the main objective which you’d like to achieve from each new business approach. What are you looking for? Booking sales appointments? Hoping to agree a site visit? Or wanting the opportunity to price for the job? Whichever objective you wish to achieve, you must first set yourself targets. These targets could include the number of calls and projects you have, the number of projects you get further information on or the results you achieve.
Give yourself time to succeed
Good things take time, so give yourself that time. Plan your activity, get ahead of the game! It has become too easy for other tasks to take priority, so take the time to focus of the calls you need to make. Not to forget, make sure you are methodical in your ‘pre-call’ research and your approach when you are on the call.
Your future customer
Who do you want to target? Like all forms of communication, first impressions count. Before you start calling, you must first understand your future customer to ensure your call is relevant to each decision maker you contact. Talk their language, understand their pain points and immediately tell them why you’re calling – it is much more likely they will then see your approach as a professional making a relevant business call.
Build your approach
Get yourself that win! Once you have determined a project as being the type of project you’d like to be involved in, put your brain in ‘closing mode’ by stating your interest in working with whoever is on the project. Do this by suggesting actual dates and times for meetings.
Keep track of your activity
To know how effective something is, you must track it. How have you used your leads? It is vital to have a place to electronically store all the information that you collect from your sales and marketing activities. Keep a list of follow up calls that you need to make and a deadline for when you need to make them. Ensure you follow up all calls, email responses and leads that come into your business so you can keep track of all the businesses activity.
Stay in touch
Once you have established an initial interest with a lead, you need to stay in regular, planned contact until you win business, or at worst get a no. Push for the answer.
Track your success
In order to review how successful your business has been, you must track your success. To find out what you have achieved, it is vital you monitor each stage of your sales process to ensure you are getting the best possible results. Does anything need to change? Keeping track of your success will allow you to see the methods which are working, and those that aren’t. Keep refining your approach to ensure you’re getting the most out of your pipeline.
Now you’ve read how to effectively manage a lead, why don’t you head over to our client success page which shows you what businesses think of Barbour ABIs leads and how it has transformed their business.
Like what you see but haven’t yet got any quality construction leads? Not to worry, Barbour ABI are so confident in our quality of information, you can now claim 10 construction leads for free.