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are you like every other construction company in the world trying to figure out how to get more leads for your business well I feel for you and I'm gonna give you some tactics that you can implement immediately to start seeing results and it's not paying for leads [Music] hey guys I'm Mike claudio owner whinnery consulting and host of the big stud sales podcast i am a sales business development leadership coach for the construction and home service industry I'd love for you to subscribe to my channel it's all about those things and more please at the notification bell so you get alerted anytime I release a new video which should be about every week but I also have a private Facebook group called construction selling please hop over to Facebook search for it and asked to join I post daily content in there both live Q&A and there's a lot of members we have almost 800 members at this point that can help you guide your business to success so I'd like to see you and engage with you there so getting into today's video about lead generation for your business I'm sure at some point in the last 60 minutes you've had some SEO lead generation company knocking on your door saying hey I can change your business I will tell you I have sold millions of dollars in projects I have grown companies buy millions of dollars without spending a single dollar on a lead and I think it's the slower but more sticky way to keep your business sustained over time so one of the best things you can do is have digital brand awareness and no I'm not saying Google ads and Facebook ads I'm saying have a consistent social presence you need to be relevant you need to be entertaining and people will flock to you and no it doesn't happen overnight but once the machine starts working your leads will continue to come so how do I be relevant and how do I be entertaining the days of before and after pictures are dead in my opinion they can be part of the strategy but not the only part Instagram and Facebook pages that is just a long list of before and after photos don't work and here's why people buy from people they don't buy brands they don't buy products they don't buy services they buy people they buy people they believe can solve a problem they're having so you need to be doing video content on your social media around entertaining and relevant information you can simply just search a news channel and figure out what's relevant in your commute right now and talk about it but then also be entertaining by using job site video client testimonials employee interviews to create content for your page what will happen is as you do that consistently people will start to believe in you I'll tell you I do this really well on my platforms I post consistently and even with that the average person engage with me for four to six months before they're ready to buy a stat I heard recently that really kind of even blew me away is only six percent six percent of people are ready to buy right now seventy percent of people are going to be ready to buy in the next six to eight months so you have to be consistently engaging with them over time to get them to remember you to get them to know like and trust you clients and general prospects memory is incredibly short they might see a video that they loved about you and two days later they can't remember the name of your business so you have to do your job in being consistent in posting pictures videos content blogs relevant and entertaining because you need them to want to engage with you so if you do that consistently you have that digital brand awareness you will start to build a funnel that will guide both clients prospects and referral partners in your direction because they like the way you do business in case you didn't know YouTube is the number two search engine in the world and the number one thing searched on YouTube are how-to videos some of the best contractors I know have a DIY or some sort of how-to platform and it doesn't need to be YouTube but it's what people want to hear about if you can get on video and show somebody how to do something on their own they didn't need you to begin with anyway which means they probably not gonna spend the money with you or show them how you do it show them why it's so complex show them the intricacies of it on why you charge the way you do but ultimately the days of saying we operate with integrity and we have a high quality don't work because everybody's saying it the only way that helps different show you as if the rest of the market is saying hey hire me at your own risk I might take advantage of you but no one's saying that so saying you have integrity and you know what you're doing by only saying that doesn't work anymore but going out and showing people how you do things how you make decisions how you overcome problems how you prepare for jobs things you do everyday that you don't realize differentiate you start documenting it and doing that will tell your audience this guy has integrity this guy does good work this guy has an extreme focus on quality without actually saying those words because when everybody's saying it is no longer different you too so you've done a good job with digital brand awareness on your pages and you created some sort of educational platform as well that will help guide people to trust you in helping them accomplish something because you were there for them when they were looking for answers and again like I talked about in a previous video the solution are the answers they need isn't always hire you sometimes just educational content that helps them overcome a challenge they're experiencing which helps them feel like they can trust you but once you've done all that in my opinion in the way I've grown businesses is almost solely built on building a quality referral partner network there's a video on this page about how to build a referral partner Network and I think I even did a podcast about it but ultimately I have built and I have sold over 10 million dollars in construction projects almost solely built on referral networks not everything nothing is always the always the way in sales there's not a hundred percent for anything but the majority of my sales came from building a referral partner network so how do you do that you start with understanding who the trusted advisors of your ideal client base are it might be architects it might be financial planners it might be real estate agents it might be property management companies it might be bigger or smaller g CS or handy men who don't do projects you want but building relations with those people does two things first it allows you to stop needing to sell yourself every day once you get a referral partner that believes in you you have to deliver and they'll keep feeding you leads when you're going door-to-door dealing with with client to client every single time have to answer the same questions why would I hire you what makes you different why do you charge the way you do when you have a referral partner they're actually vetting their clients to make sure they're quality clients for you to begin with but then they're also selling for you on the front end so that's the biggest part of this when a referral partner if they are a trusted advisor of their market their network their audience and they say hey you got to call Mike you're at the top of the list already they may not even contact anybody else or compare you because somebody they trust trust you that is so incredibly powerful in this world where there's more work to be had in your marketplace than can be done by you you need to siphon through clients to figure out who's best and who you can make the most money working with and educating referral partners on exactly what that is they're only guiding you people that you're interested in working with makes your job so much easier we've all done the roundabout of buying leads or paying for ads and you get a bunch of tire kickers and people that are not really perfect for you I don't like that strategy it's not the way I teach it's not what I coach on but what I do is talk about how to build an audience through digital awareness how to gain credibility by using educational content and how to go about building a referral partner network to get those leads on a consistent basis and I promise you and I've proven this a dozen times at this point if you do this effectively for six to eight months you never have to worry about it again and I'm going to say all that I must say even with what the recent history of with the coronavirus and everything else I know for a fact you had competition who was busy when you weren't the reason they were busy is because they built the machine they built the lead sourcing that didn't cost them money that still fed them when no one else was getting fed so think about what you're doing right now to fill your pipeline in six to eight months because it's real it works if you do it consistently this is honestly one of the video I've done that I think represents the way I coach and what I coach about the best I talk about sales process I talk about consultations I talk about closing the deal but really the modern approach of having a digital platform and using referral partners is what I focus on if you're looking if thinking that I'd love to talk to you and work with you one-on-one to help get your business where you want it to be please shoot me an email Mike at Winry consulting.com or check me out on Instagram and shoot me a DM at winrate consulting I love to talk to you figure out what's going on in your business to help get you to that next level I'm Mike claudio owner winter my consulting and host with the big stuff sales podcast and I want to help you win fast and went often [Music]