Ready to Generate More Qualified Leads in Exterior Home Improvement Industry?
When a home remodeling company begins scaling their sales team, you must quickly address lead generation. If you aren’t feeding them appropriate qualified leads, it is easy to lose confidence in their abilities to close business. So the question becomes, “Where do we find them?”
There are two main ways to quickly acquire qualified leads.
Option 1: Implement a canvassing strategy
Benefits: Outside of referrals and remarketing previous customers, this tactic has the best ROI in the home remodeling industry and is a perfect strategy for those interested in pursuing one-call-closes. The homeowner wouldn’t really be asking for an estimate if there wasn’t at least some sort of interest, right? The sales reps simply need to convince them that they need to get the work done AND that you are the best option for them. Canvassing reps can generate anywhere from 3 to 8 appointments a day and have a conversion rate of 25%. In one month, a team of 10 canvassing reps can generate 600 raw leads and convert 150 appointments! This is an immediate boost in appointments and revenue for any home remodeling and exterior home improvement company.
Obstacles: Developing a full fledged canvassing department takes a lot of management. There are a lot of moving parts; managing people, territory, permits, logistics, and of course, training. Because of this, most companies don’t even consider this as an option. If a company has the correct pieces in place, and the proper game plan, they are poised for significant growth.
Option 2: Pay for already qualified leads
Benefits: Lists can be as big or small as your budget/market allows. Once artificial intelligence (AI) starts to learn your business, you can throttle the amount of leads you would like. This is a great option for when your sales reps’ capacity increases or decreases unexpectedly. Leads can be exclusive to your company or they can be from a shared source like Home Advisor. Lists can be targeted through several different filters such as product, zipcode, income level, house value, etc. You also don’t have to manage or train a team of people.
Obstacles: It may take a few months for the AI to get up and running for your specific business. Depending on your region, it may not be the best option for an immediate increase in appointments. You may need to set up a confirmation process so you filter out any leads you don’t want your sales reps to approach.
Whether you are thinking of expanding your sales team, or you already have a team in place and would like to increase their appointment count, going head first into one of these options will undoubtedly help your business grow. Most companies we talk to agree but don’t know where to start when they want to grow their business. That’s where we come in.
If you are looking to create and scale a canvassing department, or would like more information on how we can get exclusive leads for your business, reach out to us. We will be happy to explain how each tactic works and help get them up and running!