According to Exterior Contractor, 30 percent of leads that remodelers think are “dead” are in fact willing customers. To help these customers find their way back to your company, it’s vital to understand the path they take through your selling system. This can be done with the help of a lead map.

A lead map keeps track of your potential clients, from the moment they make their initial inquiries through the processes of sales, production, and even giving feedback. Luckily, making a lead map is easy, and even a simple version is effective to help you visualize how well your current system responds when leads don’t. (more…)

For most businesses, marketing is the key to moving forward. Remodeling contractors, too, need to find and attract customers continually in order to stay productive. While referrals are the preferred method of generating business, they’re rarely capable of keeping even the most reputable companies busy at all times. Most business owners understand that hiring a lead generation service generates sales opportunities. At the same time, outsourcing the marketing function to a lead specialist frees contractors to focus on remodeling.

One of the most common methods of purchasing leads is individually, or on the “per lead” level. This is considered far less risky than hiring telemarketers or purchasing buying lists or direct mail materials. Why? Because these other methods may provide you with a long list of contacts, but many of these contacts may not even be looking for the work you provide.

According to Joey Liner, VP of Sales and Co-Founder of Double Positive, a mortgage lead generation company, 3 factors must be present to create a well-rounded lead. These factors are lead quantity, quality, and price. The following article is based on Liner’s principles for defining a lead.

(more…)