Empower Your Construction Business with Lead Segmentation for Construction Industry

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On a regular basis, contractors at between how to get more leads or they might help you figure out how to get your contractor marketing better setup. Hey everybody, I'm Mike Claudio owner of win-rate consulting and host of the big stud podcast. Um, I also run a Facebook group called construction selling. If you haven't found it, just go to Facebook, search construction, selling and asked to join. Part of joining that group there's a little questionnaire one of the questions is what are the biggest challenges you're dealing with right now? Um, and I would say 80% of the people who join, which is probably a hundred people a month right now, uh, talk about the need to get more leads. So I thought creating a video about it. I'm a put in that group. So if you're watching this, you're likely in my construction selling group and you've likely asked about how to get more leads. Um, but ultimately there's a number of ways to go about doing it. Some cost money, some are free, some are a little bit in the middle, um, you know, depending on how you go about it. So I'm gonna review a few different ways that I know, and I've used to get more leads. I'm a lead with what I have done the most of I have taught on and there's a ton of videos on this channel about referral partner creation and going out into the marketplace and building relationships with the right people who can bring you leads. So you might say, well, what is a referral partner? I'm going to use the example of a remodeling contractor. But if you do any type of home services, this would work for you. I sold remodels for a couple of years. I sold three to $4 million worth of remodels in a two year period. Um, and I did not spend a dollar on marketing or leads. I went out into my marketplace, found real estate agents, property management companies, financial investors, or financial advisors and investors who said, I can do this product or service. I can remodel homes. I believe you have clients with a need. Let's talk. So real estate agents are obviously some of the best ones. Um, they can be the most time consuming, not all real estate agents are created equally. Um, but understand like they're in front of homeowners who want to buy and remodel homes. So I started there, uh, basically went out and said, had a value proposition like, Hey, if you're a real estate agent, that's struggling to find a general contractor, they'll call you back and help your clients make their vision come to life I'd love to have a conversation with you. I did that maybe a thousand times in two years, between networking events and just cold calling, emailing, and lunch and learns and built a network of 30 to 40 real estate agents that would refer me the type of work I wanted. I educated them on like, Hey, here's what I'm looking for. Here's what I'm going to say no to so that when you bring it to me, you can be educated on, do I want it or not? Cause I don't want to waste you or your client's time because there's a certain things I have to say no to, but that was how I went about doing it. If you need more leads, go build more relationships. It's really that simple. I'll tell you if anybody's watching this, who's a client of mine you know, for a fact that has worked, there has not been a single client. I've coached over a hundred companies in the last two years now who have all benefited from going out into their marketplace and building relationships with people who are in front of their ideal client. It works literally a hundred percent of the time. Other contractors is a good one as well. Like when I was a smaller contractor, I called bigger concerts that, Hey, I know you don't do projects under a hundred grand I'd love those Um, I'd love to take those off your plate. So they would refer me, Hey, like one of my clients, calls they want to do this $60,000 email at the time we were doing like $5,000 remodels so I was like all about it. Right. You know, dreaming of the projects they didn't want. Right? The whole concept of one man's trash is another man's treasure. I was that guy and I made a lot of money off of that. Um, but same thing as a bigger contractor with smaller guys, you know, if you're a remodeling contractor looking for the projects that are $75 to $200,000 call handyman who don't have a general contractors license or can't handle those bigger projects, say, Hey, o ne of your clients has a project that's too big send them my way, We'll work something out, another great way to get leads and building that ecosystem of referral partners who can bring you opportunities. So that's the free effort Time is part of that. Maybe if the buy some lunches or some coffees or something, but for the most part, doesn't cost a lot of money. Um, another way would be to reach out to like an SEO person. Ryan and I have always said, we're not big on SEO, but getting your website ranked and your Google, my business listing rank, not just on Google, but on the Google maps, because when people search near me, it kind of goes to the map side a little bit differently. And there's ways to judge, um, based on a heat map of like, how are you ranking around yourself? You know, getting your Google, my besting, my business, Google my business listing up, um, will help you be found by more people, obviously bringing in more leads because you have the best website in the world but if you're coming up in search engines at, you know, the 20th person on the list, you're just not going to get very many people clicking on it. Um, so that's another way to get the SEO up, get ranked a little bit higher. Um, paying for lead generation services is another one. Um, you know, you got the home advisors and the Angie list of the world. I do not think those are very high quality, but there are people who have had success with them. Um, obviously there's, there's it's hit or miss. Um, they're more tire-kickers than anything else, but ultimately like you can pay them per lead and get opportunities that maybe get kickstart your business or get your business off the ground. Um, there's also like other lead generation marketing companies who can help go out and do that for you. Um, and there's another service out there where people will build landing pages in your marketplace and then sell you the leads from that landing page. You know, let's say like Charlotte fencing.com, someone built that website and then sells those leads to fencing contractors locally, because they were able to get themselves higher ranked and bring in leads for themselves. So there's a number of different ways to go about it. Some are more expensive than others. Some can be very expensive. I know people that have spent five to 10 grand a month on Google advertising and SEO services. And like that's a lot of money for anybody. When you go make 50 phone calls this week and find opportunities like now, cause there's someone on your there's somebody in your marketplace right now that is saying, man, I just wish I get somebody to call me back. Wish I could find a roofer. Wish I could find a plumber. Wish I could find a contractor that'll get back to me wish someone would actually show up or send the proposal. They said they would that person who doesn't know about you yet. So you need to do your job to put yourself in front of him. So that person gets good quality product, a good quality project and a great client experience. Um, here's the biggest thing about lead generation. Don't overthink it. Many people think like, well, that person probably doesn't need me or that person probably already has somebody. Go be somebody's backup until you get an opportunity? I mean, it worked for Tom Brady. It can work for you. Like don't overthink this, just go get awareness and awareness will turn into opportunities. If you do your job consistently, if you have a great client experience, if you have a good product or service, all those things are important. But if people don't know about you, none of it matters. Um, one last thing I'll tell you that I think, uh, not enough people do is reaching out to previous clients at that six or 12 month Mark. See if they're still happy and asking for referrals, right? That person has neighbors, coworkers, people in their neighborhood, mom groups, Facebook groups, next door groups, all this stuff. They know people that are asking. Maybe they're not thinking about you. You're there. You're not top of mind. So reaching back and said, Hey, are you still happy with what we did for you? If so, is there anybody that, you know, that might want a similar experience or a similar product or service right now, ultimately it's in your hands. How hard are you willing to work? If you think you're just gonna sit back in your office and the phone is going to ring, and you're going to make a bunch of money. You're just wrong. Like that's just not going to work in today's environment. You got to put either money, effort, time into it in order to grow your business because there's a lot of competition, but there's not a lot of great competition. You know, I firmly believe that there are significantly more quality clients than quality contractors to support them. I mean, Ryan will tell you, he tried to get a remodel done and get some work done and had a handyman do some stuff and look back on the podcast. It was not a good experience. You know, there's significantly more high quality clients and I believe high quality contractors to help them. It's your job to get yourself in front of them by any means necessary. So figure it out for you. Figure out what works for you. Figure out what your budget is. If you have specific questions, reach out. I have a big network of people that can help you from SEO, website marketing video, myself as a business coach. Obviously I can help you get more leads. It just comes down to what are you willing to do to make it happen? Again I'm Mike Claudio. Please subscribe to the channel. Wherever that might be in the screen, click on the button, subscribe to the channel. So you get alerted every week as new videos come out and I look forward to continuing to help you win fast and win often.