Mastering Lead Conversions: A Concrete Coating Business Guide

Are you a concrete coating business owner struggling to convert leads into customers? If so, you’re in the right place! This easy-to-understand guide will walk you through effective strategies to improve your lead conversions, boost your sales, and grow your business.

Why This Matters

If you’re not getting enough conversions, not getting enough leads on the phone, or not closing enough deals, this guide is for you!

6 Key Insights to Kickstart Your Success

1. They Signed Up for a Quote – They’re Interested!

When prospects fill out a form answering questions about their project, they’re already showing interest. People don't fill out forms if they're not interested, so you're already halfway there!

2. Building a Connection with Leads

Connecting quickly and personally is crucial. Your potential customers might also be reaching out to your competitors. The faster and more genuinely you connect, the better your chances of winning them over.

3. Speed to Lead

Responding fast can significantly boost your sales. Make sure to call them as soon as possible after they sign up. A quick response shows that you value their time and business.

4. Conversations Lead to Cash

Get them on the phone. This is your chance to learn more about their needs and to build a rapport. The more conversations you have, the better your connection, and the more likely they are to choose your service.

5. Persistently Follow Up with ALL Leads

Keep in touch until they tell you they’re not interested or they choose another option. Persistence pays off! Use follow-up calls, texts, and emails to stay on their radar.

6. Marketing vs. Sales

If you’re getting leads but not closing sales, it’s a sales problem, not a marketing one. Focus on improving your sales process and lead management.

What NOT to Do

- Don’t wait for them to call you back: Always ask when a suitable time is for YOU to call them next.

- Don’t give your prospect any work to do: Make it easy for them by sending clickable links.

- Don’t get emotional about follow-up responses: Keep trying even if they don’t respond immediately.

- Don’t rely solely on automated systems: Mix in personal phone calls with your automated texts and emails.

- Don’t send overly aggressive texts: Give them some time to reply to your messages.

Managing Leads Effectively

- Immediate Action: Call them as soon as a lead comes in. Automated texts can help, but personal calls make a bigger impact.

- Use Texting Wisely: If a call isn’t possible, use text messages to start building a connection and gather information.

- Familiar Numbers: Always call from the number they’ve been texting with. It increases the chances of them answering.

- Use the App: Ensure they see a familiar number by calling from the app.

Building a Strong Connection

- Focus on Their Needs: Ask questions about their project, goals, and timelines. This not only helps build a connection but also sets you up for success during in-person meetings.

- Handle Objections with Confidence: Use the information gathered to address any concerns or hesitations.

Qualifying Questions to Ask

Tailor these questions to fit your style and better understand your leads’ needs:

- What’s your vision for the project?

- Have you worked on something like this before? How was it?

- What are you looking for in a contractor?

- What’s your timeline and budget?

- Have you explored other options or contractors?

- What are your main decision factors for this project?

Overcoming Common Objections

“Let me think about it.”

Respond with: "Sure, take your time. Before I go, can you tell me what specifically you need to think about, so I can prepare for our follow-up chat?"

“Let me talk it over with my spouse.”

Ensure you’ve identified all decision-makers early on. Schedule calls or meetings when all key decision-makers are available.

“The last guy was cheaper.”

Refer back to the benefits and unique selling points you’ve discussed. Highlight the quality, warranty, and other important factors that justify your pricing.

Automated Follow-Up System (using Goat Connect Pro)

Leads that don’t respond initially are entered into an automated follow-up system that engages them over time. However, you should still call these leads regularly.

Short-Term Follow-Up

Call 2-3 times in the first 4 days, then weekly for a month, and then twice a month. Never give up on a lead until you get a clear "no."

Conclusion

By following these steps and maintaining a focus on personal connections, prompt responses, and persistent follow-up, you’ll increase your lead conversions and grow your business. Stay proactive, keep improving your sales process, and watch your concrete coating business thrive!