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.

 

Winning The Sale: Converting Leads To Customers Using Simple But Powerful Strategies

boost conversionsYou didn’t put all that work into bringing in sales leads only to lose them at the last minute when they don’t convert. By using proven construction lead conversion strategies, you can more easily win over your prospects and get more out of your marketing.

Nurture First

In a high-stakes field like construction, converting a cold lead to a paying client is a process. Spend time educating and building rapport with your leads from the time they first discover your firm and by the time they call you, they’ll have already sold themselves on your services.

One of the most effective ways to nurture your leads is through an email newsletter or automated campaign that provides relevant, helpful content. Segment your email lists based on your prospects’ interests, such as industrial construction or health facilities construction.

Bridge the Gap

While persuasive calls to action are critical in the construction lead conversion process, exactly what you invite your would-be clients to do makes a difference in how well they convert. An offer like “call for a free consultation” is a common approach, but it’s not particularly enticing. Instead, offer a solution-oriented strategy session.

When a prospect calls, take them through a defined process. First learn about their current situation and challenges, then get a clear picture of what they want to accomplish. Finally, show them how your firm can bridge the gap and ask for the sale.

Be Persistent in Your Follow-Ups

It’s often said around 80 percent of major sales occur after at least five follow ups. Even the most interested prospect may be busy or distracted and unable to get back to you when they expected to. A well-designed follow-up system helps ensure your potentially profitable leads don’t fade away.

Instead of emailing to “check in,” provide context and be specific about the response you’re looking for. Ask if they’ve had time to consider your proposal, request a quick call or offer a valuable resource and ask for your prospect’s opinion on it.