Construction vendors must focus on the fundamentals of lead generation.
It is always the right time to take a moment and refocus on the fundamentals. That goes for basketball, poker and, especially, in developing leads for your business. We have been in the construction industry for decades – helping businesses grow and building their sales pipeline – and through the years our recommendations have continued two focus on two pillars: Building Relationships and Utilizing Resources.
Let’s begin by taking a look at relationship building.
Many contractors have their favorite vendors they prefer to work with on construction projects, which works to your advantage if you’re already one of their favorites. But if you’re not, it is time to put this at the top of your priority list.
The goods news is that most contractors usually strive to have more than one vendor relationship within a specific category. Not only do many jobs require multiple bids, but vendors might be unavailable or unable to take on a specific job. Having relationships with as many contractors as possible will help you maintain an ongoing lead pipeline.
The act of building a relationship one is more art than science, but we’ve put together a handy list of the steps to take:
- Study Your Prospect: Learn about the key players at a business, including both their personal and professional backgrounds. This will help create a friendly rapport when you do meet with them.
- Ask Them to a Social Event: Some contractors might respond best to a first meeting via a social event, such as a golf outing or a nonprofit fundraiser. Be confident in asking them to join you; even if they decline, it will allow you to segue into asking for a meeting during normal business hours.
- Persistence Pays: Most key players will be busy people, and they may be hesitant to an initial meeting. But keep at it; those same key players will recognize your willingness and likely want to engage with a company that demonstrates they are willing to put the work in.
In today’s economy there are more lead generation resources available than at any time in history. From marketing tools to internet research, you won’t have a hard time finding resources to help you find new project leads.
But, many resources available are either too costly, too complex, and – worst of all – ultimately not helpful.
This is where our easy-to-use, cost friendly, and massive online construction project database is essential. Construct-A-Lead’s project database will enable you to have access to key project data, including:
- Primary Contacts & Contact Information
- Project Phases
- Project Types
- Project Locations
- Public Projects
- Private Projects
In the past, compiling a massive and current database like this might require a full team of employees. Even then it used to be very difficult to keep the information complete and current. Vendors that do not take advantage of these technological tools available to them risk leaving that advantage to their competition.
Successful vendors have historically been those who have anticipated the unique challenges faced in the construction industry and have built relationships with the trusted contractors along with utilizing quality resources. Practice the fundamentals of lead generation and you will continue to find success.
Give our database a spin. Take a look at five project bids FOR FREE and then make a decision about whether a long-term relationship with Construct-A-Lead will pay dividends to you and your employees.
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