Getting a lead is always an excellent first step, but many contractors don’t know how to effectively turn a lead into a job – or end up making mistakes in the process.
The major takeaway from this is that not every lead turns into a job. That would be ideal, sure, but it’s not realistic. What you can do however is to make every lead count as an opportunity, as a pipeline, as a follow up – and there’s a lot you can do during this process to try and secure a job.
Figure out the “when”
The very first thing you should do is figure out for when the homeowner wants the job done – if at all. Many homeowners will reach out because they’re budgeting or planning, but have no immediate plan to start the job, which can understandably frustrate some contractors.
Once you’ve figured out the time frame then you can take action.
If they want the job on a determined time frame (within a week, within a month, etc.), then your main concern is making sure the homeowner chooses you, since it’s very likely they’ve spoken to other contractors in the area. You can attract them by sending a prompt quote with a fair price, being inquisitive about the job and proactive about the job.
If they are not sure or are just planning, then you can pull a few tricks. Sending a prompt quote still applies, but a neat idea is to figure exactly why they’re not going for the job right away – after all, if they called you then they have interest. So why not do it now?
Maybe they don’t know what they want. Maybe they’re short on money. Maybe they have some money, but don’t know if they can afford the project. If you can pinpoint why, you can offer a solution: help them decide what they want by suggesting ideas. Offer them more flexible payment solutions then they might be expecting.
Whatever the case, it’s here where you can turn a “just planning” customer into a “let’s do it” customer.
Show why your service is important
It happens quite often: homeowners will ask for a quote, say they liked it and they want the job... but will wait a few more weeks for some reason.
This is usually no reason to panic, since a well-timed follow up call here can remind them of the job and likely secure the sale, but if you let it slide, it can easily be forgotten by both you and the homeowner.
The best course of action is to emphasize the importance of your job. For example, if the job has anything to do with repairs, you can bring attention to the dangers of not repairing – it can cause further damage, it can cost more if it breaks, and so on.
Send a good quote
Sending a good quote as soon as possible is always a point in your favour. There’s a lot you can do to streamline this process and make it easy on yourself to send quotes fast and effectively whenever you need them.
It’s important to customize quotes to some degree – something as simple as including the customer’s full name and address already goes a long way in making them feel like you care about helping them.
Follow up properly
In the event of having to wait for a lead to pan out, it’s wise to follow up within a week or two at the most. This ensures the homeowner doesn’t completely forget about the job, and also shows them you’re actually interested in performing the job, which can be the differential that secures the sale.]
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