As an HBW subscriber, you have access to a constant and reliable source for timely and verified leads. With new and complete building permit data readily available from the HBW database, your team has everything they need to start contacting new prospects; that being stated, how you choose to engage them will determine whether you convert prospects into customers.
For this reason, we are providing several tips for engaging new leads effectively:
- Offer Value – In order to be of value, you must provide value; this can be in the form of valuable content, insights, or solutions that address the pain points or challenges that your leads may be experiencing. Whether it’s through informative articles, helpful tips, or free resources, establishing value can help you gain trust and serve as a resource whether they choose your services now or down the road.
- Change it Up – Don’t limit yourself to cold calls. Consider using multiple channels for reaching out; this may include email, social media, phone calls, mail, and virtual or in-person meetings when possible. Different leads will be reachable through different communication channels, so diversifying your approach will increase the likelihood of reaching them effectively. Additionally, you should personalize your method of outreach by tailoring your communications to each lead based on their interests, preferences, and needs.
- Pay Attention to Timing – Timing is key; timing your communications to coincide with significant decision-making moments or relevant events can dramatically increase engagement. For example, you can use the latest HBW building permit data to find out when your lead will need new tiles for their pool or a new roof for their home.
- Be a Good Listener – While it is important to have a defined objective and strong sales pitch, it is equally as important to ask questions and listen to better understand each prospect’s needs. You can encourage two-way communication by asking open-ended questions and actively listening to your leads’ responses.
- Be Sure to Follow-Up – Whether your first interaction was slow or kicked off with a speedy start, you should set reminders and a system in place for following up. By following up with leads consistently (not excessively), you can stay top-of-mind and nurture the relationship over time.
- Provide Social Proof – You can demonstrate proof of your success by sharing testimonials, case studies, or success stories from satisfied customers. Research shows that 84 percent of people trust online reviews as much as a personal recommendation. For this reason, it is important to put your best social foot forward to build credibility and demonstrate the value of your services.
- Offer Incentives or Promotions – While nobody wants to come across as another promotional deal of the day, providing incentives in the form of discounts, exclusive offers, or a free trial or consultation can incentivize leads to take action and engage with your products or services.
Although there is no one-size-fits-all solution for engaging leads, the above listed tips can be useful as you develop a comprehensive approach that is unique to you and your business. As you make progress, be sure to track your engagement efforts and analyze the results to identify the methods that prove to be effective (and ineffective); use this data to refine your approach and optimize your strategies for better engagement in the future.
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.
