Tuesday, April 11, 2017

Method for Quality Leads

Certified Lead Services 
Our Method for Quality Leads


Scheduled Lead Consultation
When a lead comes into your office the potential client is asked very basic information then asked to set an appointment with your Project Coordinator.

Initial phone call
On the scheduled phone call day and time our Certified Lead Specialist will spend 35-50 minutes gathering information to determine if a lead is qualified or unqualified to move forward with your company.

Information Gathered
1.     Right financial investment
2.     The project meets the company’s portfolio
3.     the need = the want 
4.     Who else are they speaking to?
5.     A real “picture” of what they want
6.     Does the client have a realistic expectation on completion, time to design, and the entire process?
7.     Set up the expectation for the first initial consultation with sales (i.e.: design agreement, who is coming, how long to expect for..)
8.     What is the real reason for the project?

Build Relationships and Trust
Making the client feel at ease for your first initial call by setting the expectation.  Building a relationship between your company and the client is crucial to keeping the sales call not feel pressured when in their home.

Appointment Setting
When our Certified Lead Specialist determines the client meets all the criteria to move forward an appointment is made with your sales department. Immediately after the call a follow up email thanking the client for their time and confirming the appointment is made. 

…Peter Donovan tried to train his already busy receptionist/Office manager to do the job,…the message wasn’t getting across..”people like Coleen; her job is to give them the attention they deserve…Donovan has seen qualified leads rise…saving money…”I have someone who gets it and thoroughly knows the system…”
 Performance Review Excerpt, Mastercraft Contracting

“…Coleen provides our clients personalized and professional attention to the details of their projects as well as keeping them informed about what to expect during each step of their project's development. “
 Performance Review Excerpt, The Whitehurst Group



Thursday, August 21, 2014

THE LEAD MATCHMAKER !


Oh that first Date...you remember that right, or in my case I'd like to block it out of my memory!  I get a lot of good laughs out of watching all the reality shows on dating and how to do this better..... 

Then it got me thinking about what I do I guess you could consider me the 

Lead Matchmaker! 





Yep! I put the right lead to your company while using a specific technique to be sure the lead you find  fits you best and ends up being that first date you always hoped it would be! 

Just like in dating , our leads can become such a rush when we first see them and then after a couple dances we see they really are not all we expected....then across the floor we see the one that got away! 





Matchmaker Rules !
  1. Right financial investment!
  2. The project meets the company’s portfolio
  3. the need = the want
  4. Who else are they speaking to?
  5. A real “picture” of what they want
  6. Does the client have a realistic expectation on completion, time to design, and the entire process?
  7. Set up the expectation for the first initial consultation with sales (i.e.: design agreement,who is coming, how long to expect for..)
  8. What is the real reason for the project?
  9. Decision Making:  "Ok, now assume you're ready to go ahead with this project.  Tell me, how will you choose....what factors will you consider...what will you need to know, to determine the contractor or firm that, in your opinion, will be the best firm for you to go with on this project?"
    When this is understood, your client will be better able to prepare for it and demonstrate their ability to 'look the part' of a 'preferred provider' . . . better than any other firm their prospect is considering hiring for a project





The "dance" many of us do with potential clients should be kept for those that are ready to turn on the music and really get moving!