A productive B2B lead generation strategy is vital for targeting high-quality leads for your construction company. Here are four effective ways to generate leads for your business:
Develop Market Research Data
Collecting market research data is essential to generating quality leads for your construction company. Market research refers to gathering data about your potential customers, competitors, and construction trends in your regional market.
Without identifying target audiences, your B2B lead generation strategy is guesswork with no genuine leads. Making a list of industries you’d like to partner with enables your marketing and sales team to learn more about the prospective business and discuss industry-specific details with them.
A sales prospecting plan allows your marketing and sales team to look into your competitive market. Identifying competitors enables you to understand why prospects chose one company over another, what makes them want to stay loyal to that company, and what it would take for them to make the switch.
To discover quality leads for your construction company, your sales team must narrow down where new business opportunities lay. B2B marketers are often looking for prospective leads in all the wrong places; they promote their construction services to business owners, facility managers, and property managers who do not need construction services.
Market research shows awareness and enables you to better understand your market and their needs. Business to business prospecting allows you to take control of your business and optimize your sales process.
Engage In Conversation
A welcoming website, blog post, or promotional video is a good way to spread brand awareness, but it’s not sustainable for developing quality leads for your construction services. Your sales professionals are relationship builders, so it’s important to interact with your target audience as much as possible and frequently engage in conversation to nurture the relationship.
Often, sales teams ignite the conversation through cold calling. Cold calling refers to reaching out to a potential business lead who fits your business’s criteria that you’ve had no previous contact with before. After speaking with a prospect the first time, each time one of your sales professionals talks to them is referred to as “warm calling.” Prospects are more likely to move past the awareness stage after several warm calling attempts. This strategy can be incredibly effective if it’s done strategically by your sales team.
Increase Web Traffic Through Social Media Ads and SEO Best Practices
As social media advances in its advertising capabilities, it’s crucial to promote your construction company’s lead generation ads that direct prospects to your business’s site. Strategically produced ads direct prospects to a submission page where they can input personal information—such as an email address—to receive additional information about your construction company’s services.
Paid social ads are helpful to direct web traffic, but they can be expensive depending on your market’s need for construction services and the amount of competition in your area. Before splurging company resources on paid social ads, research your prospective B2B companies and how they utilize social media for B2B collaboration.
Performing search engine optimization (SEO) best practices increases your chances of boosting your website to the top of Google search result pages. Keywords are the backbone of SEO, so you want to target keywords that key decision makers would enter to describe your company. Implementing internal links into your content is another way to support SEO rankings; it also directs users to other areas of your site.
Foster Current B2B Relationships
Fostering relationships with customers is a crucial part of the marketing funnel that many businesses forget when it comes to B2B sales prospecting. Although you attracted the client, it doesn’t mean that they’re yours for safekeeping. As you’re trying to generate new leads from competitors, your competitors are trying to recruit your current clients as well.
When you foster relationships, you affirm your clients by letting them know that you care about their partnership. Not only do you retain a loyal customer, but you increase the chances of them spreading your good reputation to other companies in the area who may be needing your construction services.
Generate Leads With DEC International
For over 35 years, DEC International has provided various industries with tactical marketing strategies to optimize their B2B lead generation efforts. We collect information from dozens of sources centered around construction business opportunities to help Georgia-based construction companies with market research and qualifying leads. Connect with us today to develop a sound and efficient sales prospecting plan for your business.
