Home improvement lead generation is only half the battle when you own a construction business. You can have all the contacts in the world, but if you’re unable to turn those into paying customers, they don’t do your business much good. Earning customers isn’t always easy, which is why CraftJack is here to give the best tips and tricks to bid and win construction and home remodeling jobs!
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Turning Leads into Customers
Whether your home improvement leads come from a service like CraftJack or you have other home improvement lead sources, always reach out and respond to your contacts promptly. There’s no better time than the present to get in touch; after all, if you wait around, your leads my find another contractor that can do the job for them.
If you tell some that you’ll get back with them within a certain amount of time, follow-through, even if they aren’t ready to start the project right away. The same thing goes for in-person meetings— always be on time. No one likes to be left hanging, and someone who is late with calls and meetings is more likely to be seen as unreliable.
If a lead doesn’t respond to a phone call or email, don’t give up right away. Statistics show that persistence is important; making two calls increases the chances of contact with the lead by 87% and that 40% of leads will eventually convert with long-term follow up. Create a follow-up schedule to appropriately space out your calls or emails so you don’t end up pestering people and driving away potential clients.
You’ll want to have your sales presentation down pat before speaking to a lead. Know ahead of time what sort of questions you’ll ask in order to get a complete picture of what the job will entail. This part of the planning phase is also important because it’ll educate the lead on the scope of what might need to happen to get the job done.
Once you’ve got an idea of what the project will look like, you can create a personalized estimate. If you don’t already have an estimate process, you can find a construction estimate template or construction estimate apps on the internet to assist you.
Cultivating Relationships and Earning Repeat Customers
Repeat customers are great for business because they bring jobs without having to spend the time generating leads. Customer retention is all about cultivating relationships with the people you do business with.
Deliver on Your Work and Promises
The first key to creating repeat customers is to do stellar work on the initial job. If you create a fantastic experience the first time around, people will be more inclined to use you again if another job comes up. Always deliver on your promises and follow up to ensure that the customer is satisfied with the work that you completed. If something is wrong or the customer is dissatisfied, strive to make it right.
Like the old saying goes— out of sight, out of mind. Keep your clients’ thinking about you by checking in every once in a while. Whenever they need a professional to complete another job, you’ll be the first name that they think of. Technology has made it easier to keep up with your customers, but some of the oldies but goodies are effective as well.
- Phone call: Phone calls are a nice, personal way to catch up with previous clients. These don’t have to be long, drawn-out conversations; they can be brief check-ins to see how the job you’ve done is holding up. Customers will appreciate the follow-up.
- Email: Email is a great way to give your customers recurring reminders that your business exists. You can use email campaigns to promote specials and deals or just to give updates about your business and the industry as a whole.
- Direct mail: Email may be a popular mode of communication, but old fashioned snail mail isn’t dead! Direct mail works well for seasonal greetings or thank you cards that show your appreciation for their business.
- Social media: Social media is a fantastic way to keep customers thinking about your business. Always invite your customers to follow your accounts. These platforms give you the opportunity to show off neat projects you’ve completed and industry expertise.
Build A Loyalty Program
This is a great way to encourage repeat business. Loyalty programs give customers incentives like discounts and special prices should they use your services more than once. These types of programs don’t have to be complex; they can be as easy as offering some future-use coupons after you complete a job.
Similarly, referral programs are a great way for you to keep customers coming back and generate new ones. With a referral program, current customers are rewarded for any new customers that they bring in. Some contractors also choose to give discounts to the referred party as well.
Looking for leads that you can turn into paying customers? Sign up with CraftJack to get verified leads from homeowners in your area!