Qualifying Construction Leads: Best Practices

Lead generation in the construction business, as in all businesses, is vital to the continued operation and growth of a company. Here are some best practices you can apply to your lead generation processes that will help you find and capture the most appropriate, and most profitable, projects for your company.

• Identify and use your best source of leads: Determine your best source of leads and use them more frequently. Do you get the most leads from advertising in local media? Do the most profitable leads come from referrals from satisfied customers? Are your best leads generated from a subscription service or lead-development company? You know your company and its business development processes better than anyone else, so use that knowledge to narrow down your lead generation field to potential customers who will be your best options.
• Ask questions of potential leads: The more you know about a potential lead the better you’ll be at determining if you can provide what they’re looking for. When you are talking to potential leads, ask questions to get to know them and their needs. Encourage the lead to ask you questions, as well. The better the communication early on, the more likely it is that everyone will be happy with the deal.
• Ask for referrals: When you’ve completed a project, ask your customer if they know of anyone else who could use your services. A happy customer will usually be glad to give you a referral, and new leads often appreciate hiring a company based on recommendations from a trusted source.
• Don’t be afraid to decline leads: It may be hard to turn down business, but if you determine that your and your potential lead are not a good match, don’t be afraid to say no. Declining an inappropriate project will save everyone money, time, and hassle.

Construction Monitor gives companies the information they need to locate new business and find out important information about potential projects and partners. Contact us today for more information on lead generation in the construction business and how you can qualify your leads accurately and efficiently.