1. BUILD A LIST OF OPPORTUNITIES
Building a list of opportunities is a good place to start when generating leads for your construction business. Creating a list requires a lot of prospecting and market research data to understand what projects are trending in your region.

The first step of building a list of opportunities is prospecting where opportunities may lay. Prospecting enables you to simplify your B2B lead generation efforts by narrowing down where there may be project work and where there may be quality business leads. Contrary to popular belief, prospecting is not building an extensive list of business names and key decision makers to ask if they have construction opportunities available. Prospecting requires a lot of legwork to uncover what businesses have construction plans and layouts in place. It requires knowing where to get this information and when it would be appropriate for your marketing and sales team to reach out to discuss a potential partnership.

Without proper market research data, your B2B lead generations are just guesswork. Market research data refers to gathering information about prospective customers, competitors, and trends in the region where you’re looking to generate business. Like prospecting, market research requires a lot of additional time and resources to gather quality leads. Through market research, your construction company has the opportunity to:

Find new business
Determine the success of past projects
Gain insight on competitors
Set sustainable sales goals
Prepare for future growth
2. QUALIFY B2B LEADS
The occasional project work doesn’t make for a quality business lead. For a lead to be qualified, the prospective company needs to meet your business criteria, and you need to be a good fit for their business as well. Following poor leads can result in more project work for when things come up, but it may not lead to a great business opportunity.

Understanding lead quality is vital to generating sustainable business growth for your construction company. Without lead qualification processes, you risk lukewarm sales results that waste employee and company time and financial resources.

When qualifying leads, you must have a good understanding of what kind of business you’d like to generate. Some construction companies thrive on project work, which is great for them; however, every company’s business goals are different. If there’s a specific type of construction opportunity you’d like to target, qualifying leads enables you to get the business you want.

3. PRIORITIZE B2B DATA CLEANSING
Once you build a list of business opportunities and qualify leads, it’s crucial to ensure all of your customer data and project information is accurate and reliable. Gathering as much information as possible about the prospective company, project, and key decision maker ensures you’re up to date with the process.

Even after you clean data, you must update lead information, as it may change over time. Without nurturing the lead with the data you’ve gathered, you risk missing out on potential business opportunities because you weren’t up to date with the timeline.

High data quality is essential for your sales team because it enables them to have all the latest information about the business opportunity and ensures they get in touch with the correct key decision maker for the job. When your sales rep actively participates in data cleansing services, they reduce the risk of a nurtured lead falling through the cracks. In addition, they have the opportunity to understand where the key decision maker is in the purchasing decision process and can uncover any pain points that they may have.