So, you've made the decision to invest in industrial reports for your business? Doing so will open the doors to a whole new world of opportunities, providing you with a powerful stream of qualified leads. When using these reports, however, you'll want to avoid making the following mistakes.
Mistake #1) Waiting Too Long to Make Contact
Don't make the mistake of waiting too long before attempting to make contact with your sales leads. While each industrial project report is phone verified for accuracy and timeliness, you have to remember a sense of urgency is key. It is much easier tto control the sales process from the begining, than to be late to the show. This is one instance in which the phrase, the early bird gets the worm, holds true.
Mistake #2) Only Using a Single Method of Contact
If the lead doesn't answer his or her phone when you call, don't throw in the towel just yet. You'll notice that most of your commercial construction leads contain multiple contact methods(phone, email, mailing). Try all methods of contact listed on the report, or until you get a response. Even if you are unable to make contact via telephone, sending an email may work – or vise-versa.
Mistake #3) Not Customizing Your Message
Using a generate email template or call script is going to limit your success with Sales Leads. Each lead contains great information about the project locations, scope, timeframe, etc. Take this information and craft your message accordingly. Mention that you are calling about their specific project, and you will immediately be building a strong professional relationship becuase you are calling for a reason; you're not just some telemarketer that is making blanket cold calls hoping to get a bite. Do the same in your emails too. If your sending an email to the prospect, include information about a project that you worked on that is similar to theirs; you will be seen as an expert.
Mistake #4) Neglecting to Read the Project Details
There's nothing wrong with skimming over your industrial project reports to gain a better understanding of your target audience. However, you should pay close attention to the project details listed within the report. This will often reveal key information like the size of the project, how much the company is going to invest, and when the project will begin. Using this information, you can determine whether or not a lead is worth pursuing.
Mistake #5) Only Attempting to Make Contact Once
Regardless of which method you use (e.g. phone, email, etc.), you should reach out to prospects multiple times. Not every lead is going to answer the first time you call, which is why it's a good idea to follow up with a second, and if necessary, a third call. Who knows, that could mean the difference between scoring a contract or going without work. Studies show that it takes an average of 7 attempts to speak with a decision maker on the phone these days... Don't give up after 2 or 3 tries.