The more you know about a potential new customer when you first approach them, the better your chances of winning the sale. In-depth construction data arms you with insight into what your prospects are looking for, which will help you engage them with irresistible offers.
Warm Up for Cold Calls
Phone prospecting for potential buyers is one of the most effective tactics in the construction industry, but it doesn’t have to mean going through a list of phone numbers and hoping they want what you’re offering. Construction data can help you learn about your prospects’ interests so you can prepare enticing offers before you pick up the phone.
If you’re a general contractor, the data might show you high-value kitchen remodels are the most common type of work going on in a certain area. Knowing this, you can prepare your calls to this area by talking about your experience with high-end kitchens.
If you’re selling to large construction companies, data on the top local companies can enhance your prospecting calls. Maybe you discover companies are having success with commercial office projects. As a floor covering specialist, you can be ready to talk about how the durable, low-maintenance carpet and vinyl tile you offer are perfect for commercial offices.
Host a Prospect-Pulling Webinar
A webinar helps you attract highly targeted leads by offering information so valuable your ideal clients will seek you out to get it. However, to run a successful webinar, you must focus it wisely. To attract prospects who are likely to buy, you’ll need to appeal to their specific interests and offer concrete benefits.
Construction data lets you hone in on the topics your ideal customers are most interested in. If the data tells you a lot of retail space construction and remodeling is going on right now, you’ll know a webinar called How to Light Your Retail Showroom to Maximize Sales has a good chance of attracting potential customers. Now you can prospect by inviting your potential customers to your webinar instead of hard-selling.
To learn more about using construction data in your prospecting, contact Construction Monitor.
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