In today’s competitive and changing construction landscape, every project counts—and so does every lead. Whether you’re a contractor, remodeler, roofer, or HVAC specialist, consistent growth depends on a steady stream of qualified opportunities. That being stated, not all leads are created equal.
Since 1992, HBW has specialized in providing verified, high-quality leads based on building permit data—one of the most reliable sources of intent in the construction industry. When someone pulls a permit, they’re not just considering a project—they’re doing it. That’s why starting with strong data is step one. But how you reach out to those leads and work with them is just as important.
Here are a few best practices for successfully contacting new leads and turning them into loyal customers:
1. Start With Verified, Intent-Driven Leads
Let’s face it: Cold calling random homeowners is a waste of time and money, not to mention frustrating for the caller and recipient. The best way to increase conversion is to target individuals who are already in need of or seeking your services. That’s why using building permit data is a game-changer. It puts you in front of property owners who are actively undertaking construction or renovation projects.
2. Act Quickly
Timing is everything! When a permit is issued, a homeowner or property manager is ready to act. That means that the window to connect can be short. The earlier you make contact, the better chance you have for engagement. Early outreach shows professionalism and urgency.
Pro Tip: Set up real-time alerts or a daily routine to check and contact your newest leads.
3. Personalize Your Outreach
Generic scripts can get stale quickly and don’t optimize the opportunity you have to make contact. Use the details in building permit data to make your first contact relevant. Be sure to mention the specific type of project—such as a new roof, kitchen remodel, or pool installation—and emphasize your specialized experience in that exact area to establish credibility and relevance.
4. Choose the Best Communication Channels
Every lead is different. Some prefer phone calls, while others may respond better to email or even text messages. For this reason, here’s a general rule of thumb:
- Phone call: Best for establishing rapport and setting appointments.
- Email: Great for providing information and showcasing your portfolio.
- Text message: Useful for quick follow-ups or scheduling.
While each approach will be unique to your business, brand and services, be sure to make a habit of introducing yourself in a professional manner and asking for permission before continuing a conversation.
5. Have a Strong Value Proposition
What sets you apart from your competition? Is it Price? Is it Efficiency? Quality? Your first contact should clearly communicate what makes your company stand out from the pack. You may want to include a brief portfolio of past projects, testimonials, or an exclusive offer/discount. Also, be sure to provide a call to action and clearly spell out their next steps, whether it’s booking a consultation or receiving a detailed quote.
6. Follow Up
While persistence pays off, it is also important to be pragmatic and respectful. If you don’t get a response the first time, don’t give up. Define a standard guideline for a follow-up sequence. Here’s an example:
- Day 1: Initial call and voicemail + follow-up email
- Day 3: Second call or text message
- Day 7: Share a recent project or customer story
- Day 14: Final touch base and offer
As noted in previous blog posts, it is helpful to use a CRM or lead management system to keep track of communications, schedule follow-ups, and avoid duplicating efforts.
7. Track and Refine Your Strategy
You can use data to your advantage by tracking your results. For starters, track which outreach methods get the best results, what days/times yield the highest engagement, and what types of messaging have the best conversion rate. Over time, you will be able to refine your script and strategy based on real-world performance.
Getting the lead is the first step. Converting a lead into a contract takes the right timing, messaging, and follow-through. When you pair high-quality and verified leads from HBW with a professional and personalized outreach strategy, you put your business in a position to grow steadily and sustainably.
Want to start winning more jobs with less guesswork?
Contact HBW today to learn how permit-based leads can work for you.
For more information on construction business marketing tips, stay connected with the HBW Blog. To get ahead of construction activity and gain access to the latest permitting data in Florida, Texas, Georgia, Alabama and Oklahoma, contact HBW for more information on construction data reports and industry leads.