Customers wont call if they don’t know you exist or how to find you. Contractors that understand the importance of marketing and leads and often look to lead generation platforms to get their phone ringing.

Look at and manage leads like investments and understand their return on investment (ROI). Establishing a plan regarding this process makes sense because there are substantial costs associated with acquring leads.

Here are 5 things you can do to lead the way and make the most of your leads:

1 – Lead Source Diversity

It’s fine to focus more attention of a certain lead source if it brings success to your business, but putting all of your eggs into one basket is not a good idea. We all have lead generating sources we prefer. Sometimes, we find a platform that is easier to use or brings us more leads. However, ignoring other viable leads is counterproductive. It’s important to remember that you are in this busines to make money. Make the most of your lead generating sources and your investment.

2 – Multiple Streams Of Leads

Use five to six different mediums when it comes to lead sources (Home Advisor, Angie’s List, Porch, Etc.). You can put more focus into specific platforms once you know which ones work best for your company. Having diversity in lead generation is imperative, even if you prefer certain platforms over others.

3 – Track your Leads Using a Tool or Software

Your leads will go nowhere without a way to organize and keep track of them. Organizing your leads using a tool or software will help you maintain a record of each communication that has happened with potential, current, and past customers. Additionally, organizing and tracking your leads is important because it can provide important information, such as statistics that can help you make smarter business choices with your leads and advertising dollars. 

4 – Know What Lead Sources Turn Into What Type of Sales

Keep track of where your lead sources are going, and what type of sales they turn into. Let’s say you’ve noticed that a number of your cheaper group repair leads are turning into more expensive tile install sales. Use that knowledge to make more informed decisions on where your lead and advertising dollars are going. For instance, you can optimize your advertising dollars by redirecting money towards cheaper leads that have the potential to covert to higher sales on their own.

5 – What Are Lead Platforms Saying About Contractors?

Most lead platforms have articles on “finding trustworthy” contractors and offer tips on vetting them. They list multiple questions a consumer should ask contractors. Here are some of the ones that seem to come up every time and that you should always be prepared to answer:

  • Are you licensed to work in my area?
  • Do you have any references I can contact?
  • How long have you been in business?
  • Do you have a permanent business address?
  • What year was your business initially licensed?

Summary: Now What?

I’ve seen first-hand how much money companies are spending on leads, and how much is being wasted on leads that don’t result in sales. Above all, I’ve seen how active management of leads can save thousands of dollars per month.

There are a finite number of construction management software products on the market that include lead management.

If you’re operating a small to mid-size construction company of 2 to 50 employees then, I highly recommend Projul, a construction management software.

Get started with a trial and see how Projul can work for you.

Projul will change your life. It will help organize your business, simplify your scheduling, provide you with amazing reporting insights, and most importantly, increase your profit. If you’re trying to make the most of your leads, I suggest you give it a try. 

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