How does your business find new jobs? Word-of-mouth referrals are a time-honored method in the construction industry, and while they have their place, they aren’t always reliable. Rather than rely on luck for your next construction project, you should consider a data-based approach. Building a sales pipeline and investing in a lead generation strategy can make finding projects reliable and straightforward.
Using data to find qualified leads takes practice and the right resources, but it isn’t impossible. Keep reading to learn how to find construction leads in Atlanta.
If you perform high-quality work, a lack of customers can be frustrating when you’re ready to start a new construction project. The hard truth is that it doesn’t matter how good you are at your job if you aren’t making new connections in the construction industry. Without an intelligent method to hunt down new project leads, you’ll always be fighting an uphill battle. Sales pipelines dramatically reduce the downtime between jobs and remove the guesswork from identifying project leads.
The secret to tracking down commercial construction jobs is sales data. You gain an accurate and up-to-date view of the commercial construction market with access to project data like planning and zoning information. With the right search tools, you can strategically develop competitive bids for projects long before they’re even blips on your competitor’s radar.
You don’t have to wait for past clients to spread the good word about your services. You can take a proactive approach and tackle construction projects with a newfound sense of security knowing you won’t have to deal with months of downtime once the current job is done.
Finding projects doesn’t have to be a game of chance. Partner with DEC to support your sales pipeline with exclusive sales data.
If you’re looking to bid on construction projects in Georgia successfully, you need a sales pipeline. Pipelines are supported by a lead generation strategy that helps you qualify leads and nurture them to the point where they’re ready to strike a deal with your company.
To generate commercial construction leads, you need to hire sales reps or use an outsourced solution. Your sales and digital marketing teams can uncover information about developers, property owners, and their project details. They contact those leads to learn about their needs and use tools to gain further insight.
With the right customer relationship management (CRM) tools, you can even gain access to sales intelligence like permit facts and housing reports that spotlight new developments and project leads for your organization to pursue.
There are many ways to structure a sales pipeline. However, the most successful ones include these general steps:
The first step to the lead generation process is building a lead list. Before your sales reps start connecting with potential clients, you need to collect information on business owners and other key decision-makers looking to start a commercial construction project. Specialists on your team search for prospects through job listings, construction industry relations, and other sources, then collect their contact information.
Once you have enough data, you can determine whether the lead is qualified and worth contacting. To qualify leads, your sales team goes through everyone on your potential lead list and verifies information like address, phone number, and position within the organization. Once they’ve checked everything, you can decide whether the project lead is worth nurturing and work out specific project details.
After introducing your business to a project lead, you need to follow up with more communication. Having multiple touchpoints with potential customers deepens your relationship with them and keeps your company at the top of their minds. It’s vital to know when and what to send a construction lead. If you send too much or too little collateral, you could be written off or forgotten.
Diversifying your communication is a great way to demonstrate your value to a potential customer and set yourself apart from the competition. A commercial construction company that only communicates through cold and warm calls will be at greater risk of putting off a client than one that sends a combination of marketing collateral. Digital marketing assets like brochures and video content are creative ways to showcase your business when you don’t want to rely on your call center.
Once you’ve nurtured a project lead and they’re ready to hear your pitch, it’s time to set a meeting. You need to make sure your deal closers have all the information they need to make an appealing offer. Your process should make all the necessary resources easily accessible to your closers so there aren’t any surprises as you cross the finish line.
Lead generation isn’t cheap. Finding precise and actionable marketing data to secure projects takes practice and a dedicated team. Luckily, you don’t have to go at it alone. DEC International can work as your network builder, researching and reporting on construction industry information that helps you design bids that turn heads.
DEC’s unique tools make identifying opportunities for new construction in Georgia simple. Our database products are affordable, wide-ranging, and exclusive. We have project leads you won’t find anywhere else, and our specialists take the time to research and update every bit of information in our construction monitor databases. If you’re ready to create your own luck in the construction industry, we’re here to help.
DEC International is a database publisher that collects information for businesses and organizations that are targeting B2B selling or the Georgia construction market.