If you aren't using industrial project reports in your client acquisition strategy, you are missing out on one of the easiest ways to generate new industrial leads. Using commercial construction project reports, you can contact industrial companies and professionals who are already planning a new construction, expansion, renovation, or equipment upgrade project involving one of their industrial facilities; meaning your conversion ratios will be much better. To maximize the benefit of your project reports, check out the tips listed below.
Each industrial construction lead contains a plethora of information about a business that is planning to invest in construction and equipment, including their budget. You can use this to your advantage by targeting leads with a budget listed in the report. If you know that a smaller project, say $500,000 is not a great fit you, then change the filter so you only see larger projects. Keep in mind that large projects typically take longer and are more complex. Assuming you have the necessary resources, though, you can target these leads for bigger contracts.
Eliminate Cold Leads
Not every lead you contact will convert into a paying customer. Some may agree to hire you for the project on the spot; others may take some warming up for several months; and some may simply not be interested. Perhaps they've canceled the project, or maybe they've hired another company for the project. Regardless, you should separate these cold leads from the rest. If you believe there's little-to-no chance of converting a lead into a customer after making contact, go ahead and remove them from your list. Consolidating your industrial project report into qualified leads will streamline the follow-up process.
Use Multiple Contact Methods
When viewing an industrial project report, check to see how many contact methods are listed for the lead. If it has two or more contact methods (e.g. email address, phone number, fax, cell phone, etc.), try reaching out to the lead using all of these methods. If he or she doesn't answer their phone, send an email. If an email doesn't work, send a fax – you get the idea... Just don't give up on it until you know.
Transfer Reports to Your Smartphone
Here's a tip: Login to view your industrial project reports to your smartphone so you can reference them anywhere, anytime. If the report is in PDF format, you'll first need to download a PDF reader, such as Adobe Acrobat Reader. If it's an Excel file, you can either download Microsoft Office Mobile or a free office viewing app like Office Documents Viewer. If you spend time traveling, driving time can be a great opportunity to get some of your calls out of the way.
Check the Date
All of your Sales Leads will eventually expire given enough time; they are live projects with a shelf-life. This is why it's critical that B2B service providers such as yourself connect with leads in a timely manner. The longer you wait, the greater the chance of the prospect signing a contract with another provider. Look for the date listed on the industrial project report, focusing your efforts on the most recent leads. This doesn't necessarily mean that you should avoid older leads, but you'll typically receive the highest response rate from newest industrial leads.