Low-quality leads can result in wasted time and, more importantly, wasted money. Pinpoint the perfect leads for your business with these simple tips.
Develop a Strategy
Write down your business goals before you begin seeking new leads. Choosing leads that match your professional objectives is an important part of creating a successful business. For example: If you have a new handyman business, taking quick-turn jobs will help you accumulate capital and grow a local client base. But it’s also important to focus on long-term goals. Choosing leads that could foster lasting relationships is a great way to build a foundation for your business’ future.
Have an Ideal Lead
Making a list of what you do and don’t want in a client will help you avoid working for the wrong customer. You can use information from past successful jobs — like location, size of job, etc. — or positive personal experiences with clients to construct your ideal lead. Be sure to share this information with your employees. A coordinated effort is an important part of choosing the right leads.
Don’t Overlook an Opportunity
Sometimes small and medium-sized projects can be the most promising. Smaller jobs allow you to exceed a client’s expectations, which will lead to additional work and keep you top of mind for bigger projects. Be sure to choose carefully when taking on smaller projects. Booking too many quick-turn jobs can cause scheduling problems and detract from higher-paying leads. It’s also important to avoid projects you aren’t comfortable with. Making a mistake will hurt your chances of converting your small project into a larger project later.
Recognize Red Flags
These are signs that a lead may not be right for your business:
- Too much or too little work. Committing to under or oversized projects will frustrate you and your client, making the job difficult to complete.
- An unrealistic budget. Trimming a project to fit a narrow budget can result in reduced profits, a subpar finished product and major frustration.
- Indecisiveness. A lack of decision-making will extend deadlines and cause misunderstandings — some of which can be detrimental to your business.
- Unrealistic expectations. A client who has unrealistic expectations for a project is rarely happy with a realistic outcome.
- Poor communication. A lack of communication will delay your project and can result in mistakes that could cost you the job.
Even if the job isn’t for you, it’s important to be polite. Call your lead back and explain that the job isn’t a good fit at the moment — taking care to thank them for their time. Demonstrating professionalism will impress prospects — even if you don’t take the job — and it will also help your chances of winning future business.