Setting Up A Sales Funnel for Construction Lead Conversion

sales funnelConstruction lead conversion is a gradual process that involves building trust and providing guidance. There’s no quick-fix solution, but with a skillfully designed lead funnel, you’ll be able to turn leads into clients almost on autopilot.

Reach Out to Your Audience

To guide new leads into your funnel, consider what those in your target market hope to get from you early on. Are they searching for tips on ecologically sustainable office building construction? Do they want guidance on aging-in-place home remodeling? Keep your target audience’s goals in mind when you create content for your social media accounts and blog, provide material to attract referrals from past clients, and when you create your cold call scripts.

Capture Their Contact Info

The next step in your sales funnel turns information seekers into warm leads by bringing you their contact information. Some will contact you on their own, but you’ll get better results by offering an incentive. It could be an ebook, white paper, video series, webinar or any other premium content that gives your visitors valuable information in exchange for their email address or phone number.

With each incentive you offer, focus on solving a common, concrete problem for a specific audience. For instance, if you work with luxury hotel developers, you might tempt them in with data on trends in sought-after hotel amenities.

Along with getting contact information, your incentive should “pre-sell” your prospect. Let them know who your services are best suited for and exactly how your expertise benefits your clients.

Build a Relationship

Because construction lead conversion can take months, your funnel should include a way to stay in touch with prospects while they research and plan their projects. An email newsletter is one of the most efficient ways to do this. A simple, twice monthly newsletter keeps you at the forefront of your prospects’ minds. It also lets you showcase your services and success stories to encourage your prospects to choose your firm when they’re ready to start work.

 

5 Reasons To Use Lead Magnets

lead magent

When visitors land on your website, they’re not always ready to start a conversation immediately. Lead magnets help you grab your visitors’ contact information before they click away so you can continue building a relationship. Here are some tips to keep your readership reading.

Convince the undecided

When someone is in the information-gathering stage of planning a construction project, blog posts aren’t always enough to convince them to call or even fire off an email. An effective lead magnet, however, offers highly valuable, hard-to-find benefits your visitors just can’t pass up. It gives them a solid reason to hand over their contact information when they wouldn’t have otherwise.

Attract the right people

A typical lead magnet is narrowly focused on a specific topic. It might be a white paper on investing in senior housing or a guide to remodeling a home for energy efficiency. Because it appeals directly to someone considering investing in a specific type of construction project, it helps qualify your leads before you even speak with them.

Demonstrate your expertise

Lead magnets let you dive into specific topics and show off your in-depth knowledge. Offering exclusive research you’ve conducted yourself, such as a case study based on one of your firm’s projects, establishes you as a thought-leader in the industry. It positions your firm as both trustworthy and high-value.

Start building relationships

Your prospects need more than just facts before they decide you’re the right construction firm for them. They also need to see your team as people they’ll enjoy working with. A lead magnet lets you show your human side and express your company values to start developing more personal relationships.

Prime your prospects for sales

Because they provide so much value, lead magnets hold your prospects’ attention for longer than most content. That gives you more time to build your prospects’ interest and lead them toward making the decision to work with you.

Done right, lead magnets not only let you capture potential clients who might otherwise pass by, but they also help you win your prospects’ trust for an easier sales process.

 

Why Relationship Building Should be the Cornerstone of Your Marketing Plan

By doing business with you, your construction clients place a lot of faith in your abilities and your personal integrity. Building strong, long-term relationships creates the kind of trust that will win you clients and referrals. Good rapport is also part of how remodelers work with difficult clients.

The Friendship Factor

Relationship marketing is based on the idea that your prospects and current clients need continuous personal attention, just like your genuine friends do. With so many construction firms just a click away, a prospect won’t choose you just because they found your name.

To see you as the clear choice, your prospects need to trust both your skills and integrity, and like you as a person. That kind of trust and respect is only possible when you’ve spent time getting to know your prospect. What’s more, when you have a real relationship, you can’t be easily replaced, which allows you to set more profitable prices.

Relationship marketing humanizes your firm, which plays a role in how remodelers work with difficult clients. Even if a client is demanding, indecisive or impatient, it’s easier to get them to cooperate if they already know and like you. This way you’ll be able to win and retain business from clients no other firm can handle.

More Referrals and Opportunities

Maintaining relationships with your current and past clients brings in more referrals. When a client refers business to you, they’re putting their own reputation on the line. No professional will do that unless they know they can trust you 100 percent. Developing that level of trust takes an on-going effort.

Strong relationships can also open up profitable business opportunities, such as partnerships and joint ventures, as well as favorable rates on materials or subcontracted work. A client who’s familiar with how you work and sees you as a friend will be far more likely to take the initiative in setting up mutually beneficial arrangements like these.

To learn more about relationship marketing and how remodelers work with difficult clients, contact Construction Monitor.

Building Relationships in the Construction Industry

In the construction industry, as in any other area of business or life, the quality of the relationships you develop will have a significant influence on the quality of your business. The Boise construction industry, along with the construction field in other areas of the country, thrives on well-developed relationships among professionals and their customers. Here are some ways you can more effectively build relationships in the construction industry.

  • Boise constructionCommunicate effectively: The quality of the relationship will depend on the quality of the communication involved. When dealing with another professional, make sure you and your representatives communicate frequently and accurately. Establish standards and processes and keep in touch to make sure they are being followed. Make sure your partners know what is required and what you expect from them. Be available when your partners try to contact you and get back to them promptly with the answers they need. Similarly, stay connected with your customers and ensure they get frequent, accurate, and reliable updates on project progress and milestones.
  • Use your networks: Use your networks to establish new relationships and maintain existing ones. Networking events, local business organizations, and industry meetings can help you maintain contact with customers and partners you already have and give you the chance to develop new contacts. Ask your network for referrals and be prepared to return the favor when anyone in your network needs a boost.
  • Recognize common areas: When working with new or existing contacts, listen carefully to what they need and look for areas of common interest. These interests can include similar business goals, complementary interests in civic matters, or even some similarities in personal interests. When you have identified common professional interests, propose collaborations or partnerships that allow both of you to pursue those goals with your combined resources, in anticipation of a result that will be mutually satisfactory.

Construction Monitor helps firms of all sizes develop business leads and solid relationships among building firms, contractors, suppliers, and customers. Contact us today for more information on Boise construction and on developing leads in other geographical areas and communities around the country.