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Qualifying Construction Sales Leads: The Key to Winning Contracts

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Qualifying Construction Sales Leads: The Key to Winning Contracts

Struggling to qualify your construction sales leads? Find out how you can start doing this now.

Association of Professional Builders
October 12, 2023
Qualifying Construction Sales Leads

Are you tired of investing countless hours in pricing jobs for free, only to see them vanish into thin air?

As a custom home builder, you know that time is money, and offering free quotes without a proper assessment can leave you feeling like "just another builder." But what if there was a way to change this narrative and ensure you invest your time wisely?

Keep reading this article to discover the secret to qualifying your leads and becoming a Professional Builder.

The Mistake Average Builders Make

A common mistake we see among average builders is their willingness to provide free quotes upfront. They believe it's the only way to win contracts in a competitive market.

However, professional builders take a different approach. They understand the importance of assessing the opportunity before committing resources.

The truth is, not every prospect is a good fit for what you offer. Marc Wayshak uncovered a staggering statistic: "At least 50% of your prospects are not a good fit for what you sell."

So, how can you differentiate between promising opportunities and time-wasters?

Qualifying Leads: The Game-Changer

The key lies in qualifying your construction sales leads right from the start. Qualification involves asking a series of questions to assess a prospect's suitability as a potential client. It also helps determine if there's a good fit between you and your prospect.

This process can be likened to a "discovery call" in sales, where you truly get to know your prospect and begin building a relationship.

Here's the crucial point: Do not commit to meeting or providing a quote until your prospect has passed your qualifying questions.

This approach prevents you from rushing to sites, attending meetings, and preparing time-consuming quotes for prospects who may never proceed with your building company. It saves valuable time and resources that can be better invested.

Understanding the Prospect's Budget

One common misconception in the industry is that if a prospect can't or won't disclose their budget upfront, they're not worth your time. However, consumers often hesitate to share their budget until they've established a better relationship with the builder. Instead of disqualifying prospects within the first few minutes, focus on building a connection.

Remember, your goal is not to gather a high volume of inquiries but to assess the viability of those inquiries.

While prospects may have a predetermined budget, they may be willing to spend more if they see the value in it.

Your Prospects Want Value, Not Just Price

When it comes to their homes, most people think long-term. They aren't necessarily looking for the cheapest option; they want the best value for their hard-earned dollars.

This is where you can stand out as a builder by demonstrating the true value your services bring.

Instead of only providing average quotes, consider how you can showcase the value your clients would receive by choosing you.

And, what if you could qualify prospects early in the sales process and build a strong relationship by asking the right questions in the right order?

Introducing the Builders' Qualifying Checklist

Our solution to this challenge is the Builders' Qualifying Checklist.

This comprehensive guide will help you learn how to qualify your leads effectively, identify the best opportunities, and avoid wasting your time on producing free quotes.

With this checklist, your building company will be viewed as a professional service that adds value to the process.

It's time to transform your business and become the owner of a professional building company. Download the Builders' Qualifying Checklist today and start winning contracts with confidence.

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