Complicated lead management for construction companies?
» What is the first thing that comes to mind when you think of lead management? It is, of course, about the first contact with potential customers. In other words: lead generation. A topic that can be a challenge for many. But this is actually just the beginning of all the difficult, albeit interesting, tasks in the sales process. Software for construction companies makes the lead process easier. More on this in a moment!
It gets really exciting when you receive a lot of customer inquiries, which you then pass on to the right and suitable sales partner in the next step. This takes a lot of time. Not only do you have to find the right partner, it may also be that your prospective customer has already registered directly with your partners and is therefore contacted several times. |
Let's assume that you have found the right contact for your lead and pass on the enquiry. What happens next? In most cases, you don't know. There is no more voluntary feedback. But the moment a potential customer is interested in your offer, you should always have the option of staying on the ball.
Digital lead processing - the panacea for indirect sales in the construction industry too?
The same problems keep cropping up in lead processing: too little transparency and too much chaos in the management of data. The larger the amount of data, the worse.
A software solution could help, but in many cases it doesn't do enough. Not least because there are no interfaces to your partners. They often still work analogue. Leads are only passed on by phone or email and documentation is at best done via Excel lists. Goodbye to clarity! The CRM systems established in other sectors are also only suitable to a limited extent in the construction industry. They offer neither optimum performance nor the necessary clarity of processes in indirect sales.
A software solution could help, but in many cases it doesn't do enough. Not least because there are no interfaces to your partners. They often still work analogue. Leads are only passed on by phone or email and documentation is at best done via Excel lists. Goodbye to clarity!
And the CRM systems established in other sectors are also only suitable to a limited extent in the construction industry. They offer neither optimum performance nor the necessary clarity of processes in indirect sales.
As a result, you lose promising customer enquiries and therefore potential sales. Frustration is inevitable.
How does successful lead management work?
It comes down to 4 principles
 Principle #1 is prioritization A potential customer's inquiry is current NOW and you can assume that your competitor has also been contacted! So the longer it takes to respond to the inquiry, the more likely it is that you will lose contact. So make sure that your lead is provided with everything he or she needs to take the next step towards a purchase as quickly as possible.
 Principle #2 is lead matching First of all, the inquiry should be forwarded to the appropriate sales partner (lead matching). For this to succeed, your selection of specialist partners must be well sorted and, above all, structured. You must have an overview of which partner matches the inquiry. Criteria here are, for example, regional proximity, portfolio or capacity utilization.
 Principle #3 is the lead escalation Make sure that your inquiries are ALWAYS processed. If you are unable to find the right specialist partner, escalate the lead until someone from your pool takes care of it (lead escalation).
 Principle #4 is the lead reporting Ask for feedback on the processing status. Ideally without having to make follow-up calls. Ideally, your partners can simply submit the status via an app or lead management software (automated feedback request). You maintain an overview and are always up to date! (lead reporting). This is what the ideal lead management process should look like. Transparent and traceable at all times, so that you also have the security of being able to intervene at any time with the help of software for construction companies. |
The seven-point plan for successful lead management for construction companies
In order for prospective customers to become real customers, a few key points need to dovetail well with customer inquiry software:
Structure
Lead management processes must be clearly structured. This means you always have an overview of what is happening or not happening. You can intervene at any time if things are not going the way you want them to.
Partner
You always need the certainty of being able to choose the right partner for the lead. Only if the two are a good match is there a good chance that the order will be successfully completed. As mentioned above, the criteria for a perfect match are regional proximity, availability or expertise, but key figures such as contract volume or processing speed also play a role.
Time
You have to strike while the iron is hot. It is similar with leads and they should be processed before the competition snatches them away from you.
So make sure that inquiries are processed within three hours at the latest. Otherwise, you will have to escalate them until a suitable partner has been found and provide as much information as possible. For example, which campaign the inquiry came from or which channel was used.
Automation
Ask for feedback. You need to know how quickly your requests are being processed and how far along they are. But no partner is willing to pick up the phone first to call you or even write a cumbersome email. Set up automated processes, e.g. via a simple app.
Support
Your specialist partners look forward to your support! This motivates them. Provide as much information as possible that could be helpful for partners. Preferably in such a way that it can be accessed at any time. This mainly concerns special promotions or sales aids.
Measurability
Even if you "feel" that everything is going well. Monitoring makes sense in any case and, in the best case, the "good feeling" is confirmed. Define key figures and KPIs to make the joint success measurable.
Compound
Always keep an overview! If you want to be successful together with your specialist partners, you need common rules and an overview of all activities. This includes the sales figures of your partners as well as their performance. This gives you the security of being able to react to potential problems in order to optimize your lead processes.
How do digital customer processes work and what benefits does the right CRM software deliver?
Software for construction companies that provides you with real added value must, above all, help you to keep an eye on your customer enquiries. Your customer processes are digitalised and automated for this purpose.
In this way, the lead management software creates order and structure, which above all facilitates collaboration with your specialist partners. Specifically, this means that your lead processing is quickly forwarded to the right partner, who can contact the interested parties immediately.
It is important for you to keep an eye on the entire lead process and be able to intervene at any time if necessary. At the same time, you recognise the strengths and possible weaknesses of your partners. This takes the pressure off both sides!
✔ How the leadtributor makes life easier for you and your specialist partners
✔ You avoid your leads being distributed several times to different partners. Every interested party who has already registered once is recognised.
✔ The lead attributor recognises which partner is best suited to the enquiry and assigns the to this partner.
✔ You can of course continue to use your existing applications. A connection to the various tools can be set up without any problems.
✔ Everyone involved uses the same tool and therefore knows the processing status at all times. No more cumbersome coordination processes.
✔ Using the leadtributor app is absolutely straightforward. You do not need to technical understanding.
✔ No more dusty leads and certainly no more missed sales opportunities. This is how your partners and, above all, your potential customers satisfied.
✔ And best of all: you finally have more time for your actual tasks!
Conclusion: A special solution - especially for construction companies
The lead attributor is extremely important if you are tired of lost lead processing and the resulting loss of sales.
leadtributor is a CRM specially developed for construction companies. In other words, software for construction companies. Your specialist partners can be connected quickly and easily.
No matter where your enquiries come from. With leadtributor, all leads are processed immediately. Nothing is left lying around. The leadtributor qualifies, distributes, monitors and manages your leads with your specialist partners. All results flow back into your systems.
The result: More transparency. Better sales forecasts. Cleaner data management. And lower process costs. Happy customer relationships.
What would it be like if you finally had more time for your daily tasks and could concentrate more on customer communication and more satisfied end customers and partners?
If you would like to know how manual customer processes in multi-level sales can be simplified, digitalised and automated and thus represent a real problem solution, then make an appointment with us now and let us convince you of leadtributor!
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