As a construction company, you probably have a lot of questions about B2B appointment setting. Do you have the staff to dedicate to building sales pipelines, finding construction leads, and nurturing them through the sales cycle? Are the results worth the investment, time, and effort necessary to do it in-house?
If you’re like most construction companies, the answer is likely no. Does your team know how to generate construction leads and set appointments even if you have the resources? Rather than taking on the stress of generating construction industry leads, you can partner with a proven appointment setting specialist that does the hard work for you. For less than the salary of a full-time employee, a specialized B2B appointment setter builds a reliable sales pipeline that delivers qualified leads for your sales team to convert.
Commercial Construction Lead Generation—The Data
You have a lot to think about when considering the move to outsourced services. How long does it take to get construction leads? How long until you schedule your first appointment with a qualified lead? What size deals can you expect to close? Basically—you want to know what to expect out of a construction lead generation program.
We have the real and raw data to share with you. Hopefully, taking a look at commercial construction lead generation stats helps you in your decision-making process. Continue reading this blog to learn more about:
Average Deal Size
Average Deal Size: $100,000
When analyzing hundreds of construction sales leads and opportunities, the average deal closed at $100,000. If an average deal that size doesn’t interest you, we congratulate you on your success. However, if you’re like most construction companies, the idea of consistently getting construction leads at that size presented to your sales team is undoubtedly enticing. With a year’s worth of commercial construction lead generation services costing a fraction of that, closing even one deal delivers an incredible return on investment.
With a robust pipeline that provides several construction sales leads, your business is bound to close multiple high-dollar deals. The question you should be asking yourself isn’t if you can afford to outsource—instead, consider if you can afford not to.
When you get construction leads from a marketing and appointment setting specialist, your sales opportunities look like this:
- Key decision-maker: Appointments are set with decision-makers or key influencers (defined as President, Owner, C-Level, Director of Real Estate, Director of Facilities, Project Manager, Building Engineer, or equivalent)
- Type of company: A commercial, industrial or multi-family facility
- Square footage of the facility: 5,000+ sq. ft. (or retail facilities with 2,000 sq. ft.)
Prospect has expressed interest in a conversation regarding tenant improvements, design/build, new construction, fit-outs (or build-outs), expansions, and/or remodels
Most Common Key Decision-Maker (KDM)
Most Common KDM Level: COO or Property Manager
Most B2B businesses (construction companies included) want to get in front of the person in charge when scheduling a meeting to discuss their products or services. They want to speak with an executive-level employee, a director, or a C-level employee. It’s OK if you choose to do this, but in reality, these individuals don’t typically make decisions about construction jobs.
It’s often a challenge to get in contact with C-level employees and higher. They’re busy, and answering a cold call from a construction business is probably the last thing on their mind. If you want to build a relationship with a C-level employee for your construction business, the COO is your best target. Focusing your efforts on reaching top executives may only prolong your efforts and even cost you an opportunity.
Fortunately, for companies looking to gain construction leads, the most common key decision-maker willing to schedule an appointment is someone a lot less busy than the CEO. It’s typically a property manager who is willing to have a conversation about construction services. The key to turning construction leads into closed deals is building relationships with people who are ready to meet and who have the authority to make decisions for their organization.
Number of Days Between First Dial and First Appointment
Typical time between the initial dial and first appointment (days): 30 to 45 days for large scoped projects, 7 to 10 days for smaller projects
On average, it takes about a month to a month and a half for a B2B appointment setting partner to get a sizable construction lead to schedule an appointment with a construction company. What does this number tell us? If you’re interested in taking on smaller projects to fill out schedules or drive additional revenue, the appointment setting process is significantly shorter. You can expect a lead generation program to set an appointment for less sizable projects in about a week and a half.
We do know this: If a company is planning a construction project, they’re going to follow through. An organization doesn’t decide they need a construction project because you talked them into it. They were already planning one, and through diligence, cold calling, relationship nurturing, and expert marketing services, an appointment setting specialist reaches construction leads at the right time.
For construction companies, it’s all about selling the prospect on using your services rather than signing with the competition. They want a bid or proposal from you outlining why they should work with you for their project. With construction sales leads, prospects have already discovered their problems or needs and are working on solutions. By the time they talk to you, they’re ready to break ground on their lucrative project.
At that point, it’s a matter of selling them on the idea of working with you and no one else. Since your prospects usually talk to several construction companies before deciding to move forward with one, it’s imperative that:
- You have a killer B2B sales pitch. As a construction company, you need to know why a prospect would want to work with you over the competition. Additionally, you must be an excellent negotiator and someone who knows how to talk numbers. Companies have budgets for projects, and you need to know what you would charge for the type of work your lead may want. Your appointment setter supplies your team with all the data, notes, and critical information they need to tailor a pitch to the client.
- You can rely on expert pipeline management. How do successful B2B lead generation experts know how to generate construction leads and supply their clients with a steady stream of opportunities? The answer is quite simple—pipeline management. Lead generation specialists take the arduous but necessary steps of prospecting, analyzing, and cleansing data, then make initial contact with construction sales leads, qualify them, and build relationships. That way, when the time is right, you’re at the top of their mind and have already made a positive impression.
With a B2B appointment setting program in place, construction companies can consistently set appointments with prospects who are committed to a project and actively seeking a solution.
Number of Dials Between First Dial and First Appointment
Dials from the first dial and setting an appointment: 3
While appointment setting programs can usually get construction leads to set their first appointment within a month and a half, it takes an average of three calls to get it on the books. In those 30 to 45 days for larger projects, it’s unlikely that you’ll get the chance to speak with an interested prospect on your first try—this is why a lead nurturing process exists.
When you consistently follow up and nurture the leads in your pipeline, you’ll generate more opportunities. The reward for your follow-up efforts is well worth it. If you’re attempting to get construction leads yourself, you should prepare to reach out at least three times. Moreso, you have to use a strategic process and have marketing collateral ready to pass on to make your cold calling strategy successful.
Abstrakt Lays the Foundation Construction Companies Are Built On
Do you want to build a healthy sales pipeline and generate quality opportunities consistently but don’t have the time, resources, or team to handle it in-house? Abstrakt Marketing Group specializes in B2B appointment setting for construction companies and we’d love to help you grow your business. Our exclusive appointment setting services deliver a stream of qualified leads to your sales team to convert into sales. Contact us today to check market availability and learn more about how we build guaranteed sales pipelines.
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