Business growth is a big topic. There are all kinds of strategies, tools, tips, tricks and techniques you can use. But at the end of the day, the ingredients necessary for success are pretty simple.
You need more customers.
But you can’t get more customers without leads. And solid, qualified contractor leads can be hard to come by. You’re not likely to stumble across them. Instead, you need a game plan for generating high-quality leads—that is, if you want your business to grow.
In this article, we’ll explore 7 things you can do right away to generate more leads. Some of these tips are immediate and some are long-term. However, all of them are proven to work.
1. Decide Who Your Ideal Customer Is
It’s difficult to generate good leads if you haven’t figured out who you’re trying to attract. In marketer-lingo, this is known as your target audience.
For example, consider these questions:
- What type of construction does your company do now?
- What kind of jobs do you want in the near future?
- Is there a specific geographical area you focus on?
- Are there contractor jobs you won’t take, either because they’re not profitable for you or outside your areas of expertise?
- What kinds of jobs do you make the most money from?
Just as no two jobs are the same, no two clients are the same. And while it’s unlikely any single customer will perfectly match your ideal, knowing what you want will help you in the process of lead generation.
When you know what you want, it’s far easier to go after it.
2. Look For the Right Partners
Imagine a boat. There are several people with oars. But all of them are rowing … in different directions.
They’re getting nowhere fast.
There are business partnerships that make sense, and there are business partnerships that don’t. We recommend that you connections with other contractor companies, focusing on those that offer complementary services you don’t offer.
Suppose your company specializes in masonry installation. Connecting with home builders, retaining wall providers or landscaping companies opens up your firm to future opportunities and generates leads for becoming a subcontractor or business partner.
3. Develop Solid Promotional Tools
When you meet with potential clients, what marketing materials do you have to give them? Do you have brochures that detail services, introduce key personnel, and highlight past successes? How will they remember you after you leave?
Promotional tools are an important part of selling.
And don’t just think about physical sales flyers. Some of your potential customers may prefer something electronic or online.
4. Create an Online Presence
To compete effectively, you need a well-developed website.
Frankly, generating is difficult without an internet presence. A website is critical to drawing the right kind of clients—especially if you want to grow.
Putting together an organized, visually appealing site is essential, though it doesn’t have to be overly complex. If your budget is limited, don’t let that stop you. Even a simple one-page site is better than nothing.
RELATED: Myths About Lead Generation
5. Step It Up With SEO
Search engine optimization (AKA, SEO) is a critical part of making sure your website well. Why does that matter? Because if folks have to go 10 pages deep in Google search results to find your site, you’re not going to generate very many leads online!
SEO can include a lot of things. To get started today on your own, just focus on these three things.
- Make sure your company name is easy to spot.
- Make sure your site clearly explains the services your business provides.
- Make sure it’s easy to find your contact information.
6. Consider a Marketing Specialist
A marketing firm brings special knowledge and experience. Take tip #5 as a prime example. While you can cover the most basic elements of SEO on your own, you’ll likely need a pro to help you really dial in on your digital audience.
Sure, it’s an expense. But it pays off big in terms of lead generation.
Focus on the core components of your business and let the marketing experts help with digital strategies to generate serious .
7. Cultivate Strategic Relationships
Relationships are crucial to every company’s success. When it comes to lead generation, relationships can make or break you.
Some of your most critical relationships are with current customers.
As you complete jobs, you have a revolving opportunity to generate new leads through referrals and . Happy customers can easily become allies in your efforts to grow your business.
Generating on a consistent basis requires strategy. The tips included in this article can get you started on your own as soon as today.
And if you feel out of your depth, that’s okay. Don’t hesitate to reach out to a marketing specialist for help.