Filling your sales pipeline is a core part of building a sustainable business, in any industry. Today I’m going to show you the key action steps to filling your sales pipeline!

Other than the obvious reason of not having to wait and hope for new business - a full sales pipeline has some valuable benefits. Increased conversion rates, consistent business growth and better forecasting to name a few. But, it also provides you with a competitive advantage! Now, you can actually work on the business, instead of in the business.

Sales Opportunities Pipeline

Unfortunately, a full sales pipeline is only a dream state for many contractors and here’s why.

Inconsistent Marketing Efforts

Most contractors fail to consistently promote their services, resulting in a lack of leads and opportunities. Marketing should be an ongoing effort to attract and engage potential clients. Consistency is the key here.

Here are 3 more reasons why some builders or remodelers struggle to make actionable progress.

• Inadequate lead generation strategies

• Insufficient follow-up and nurturing

• Poor targeting and qualification

But this doesn’t have to be you. A full sales pipeline shouldn’t be a dream state for any business owner!

Here’s how you can fill your pipeline in 4 easy steps:

Step 1: Define Your Target Market

You have to be very specific about who your target audience is. This is probably the most important point when it comes to marketing and why so many people get it wrong. You can’t solve everybody’s problems.

Ask yourself a couple of questions. What is the typical age and gender of your customer? What is their geographical location? How much do they typically spend on your services and how much is their income? Lastly, what is the core service that they are buying from you? Is it, a custom build barn-style home, or a full kitchen remodel?

"Specifically, solve problems for your target audience: Dickie Bush

Step 2: Build A Strong Online Presence

Many contractors neglect their websites or fail to leverage social media. Leading to missing out on valuable opportunities to showcase their work.

Many potential clients search for services online. So if you lack online visibility, you're in trouble. This can make it difficult for contractors to establish trust and showcase their expertise. Invest in creating a professional-looking website. Consider this a digital asset that will highlight your services and showcase your experience. Leverage social media platforms to engage with your audience. Lastly, encourage satisfied clients to leave reviews and testimonials online. This will help build credibility and boost your online reputation.

Step 3: Develop A Lead Generation Strategy

Luckily, there are many different ways to create a lead generation strategy.

While word-of-mouth referrals are valuable, relying solely on them spells poverty. Any single-stream lead generation system can result in an inconsistent flow of leads. Each of these steps builds on top of the other. It’s difficult to build a lead generation strategy without having a strong online presence or following.

Developing a comprehensive lead generation strategy is how contractors find jobs. Your strategy should incorporate various tactics. Tactics such as networking, referrals, content marketing and targeted advertising.

Step 4: Nurture Leads Effectively

Lead nurturing is important, but this is something that you can and should automate to a certain degree. Following up is the most important thing.

Consumers have gotten so used to the instant lifestyle. They expect the same instant communication when wanting to talk to a business or service provider. Establish a structured follow-up system that provides valuable information to potential customers. Address concerns and keep prospects engaged during the decision-making process. Implementing a customer relationship management (CRM) system can help you stay organized as well as help automate some lead nurturing campaigns.

→ Today’s Action Steps:

• Ask yourself, who is my target audience?

• Audit your online assets, website & social media presence.

• Do I have a lead generation strategy in place? Write them down.

• If not, put one in place and nurture your new leads effectively!

That’s it for this week.

Have a good one! 🍻

Whenever you’re ready, there are 2 ways I can help you.

1. If you own a service business and are looking to streamline your sales and marketing, I'd recommend starting with an affordable all-in-one DIY platform:

→ LeadPhoenix.io: Scale your Service Business with LeadPhoenix. Acquire customers on auto-pilot. Grow your audience & know where new leads are coming from with LeadPhoenix's easy-to-use CRM.

2. Have a Home Service Business and thinking of hiring someone to juice up your marketing stack? Hire me as your Funnel Builder:

→ DFY Service: Want to hire the best of the best and happy to pay a premium? Reach out to me personally, and I'll let you know if I have availability.