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Marketing and leads are important because if customers don’t know you exist or how to find you, they won’t call. For this reason, contractors often look to lead generation platforms to get their phone ringing.

As there can be a substantial cost associated with acquiring leads, it makes sense to define a plan surrounding them. Leads should be looked at and managed like an investment, and best-case you would understand their return on investment (ROI).

In this article, I’ll share 5 things that lead the way by making the most of your leads. I’ll focus on planning and making the most of your investment in leads.

1 – Lead Source Diversity

It’s never a good idea to put all your eggs in one basket. It’s fine to focus more attention on a lead source that is successful for your business, but ignoring other viable leads because it’s not your favorite to do or it may be harder to do will never help. Remember you’re in this business to make money, not just sit around and wait for the perfect job.

2 – Multiple Streams Of Leads

To be effective in this area it is advised to use five to six different mediums when it comes to lead sources (Home Advisor, Angie’s List, Porch, Etc.). This way you are guaranteed to get leads and can put more focus into the ones that perform better once you know which ones work the best. You may end up preferring certain ones over others, but it’s helpful to have diversity to these lead generation platforms.

3 – Track your leads in some Tool or Software

Your leads will go nowhere without a way to organize and keep track of them. You need to be able to get in contact with your leads throughout the whole process and have a record of what had been discussed since the first time they were contacted. Storing your leads this way not only provides the organization you need but also provides important statistics to help you make smart business choices with your leads and advertising dollars.

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

This tactic is especially helpful in optimizing the dollars you spend on advertising. For example, if you notice that a number of your cheaper Grout Repair leads turn into more expensive TIle Install sales then it would make sense to put more money into the cheaper lead that can convert on its own.

Tracking this type of data will help you be able to hone in on making the best decisions when it comes to your leads.

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 themselves. Here are some of the ones that seem to come up every time and that you should always be able to answer if asked.

  • 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?

Working with our customers we’ve seen first-hand how much companies are spending on leads and how much is often wasted on leads that don’t result in meetings or sales. We’ve also seen how active management of leads can save thousands 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, of course, I highly recommend Projul construction management software.

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

It will change your life, organize your business, simplify your scheduling, provide you with amazing reporting insights, and increase your profit. If your managing leads I suggest you give it a try.

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