3 Little-Known Ways Contractors Generate Leads

Introduction:

Growing a home service business requires more than just offering exceptional services; it demands strategic outreach and networking to continuously attract new clients.

In an industry where trust and reputation are paramount, leveraging local opportunities to connect with potential customers and partners can significantly boost your business.

In this article we will discuss 3 ways to generate high quality leads that produce great results.

Let’s begin:.

1. Attending Local Networking Events

Wherever you live, you'll likely find local networking groups where professionals collaborate to help each other grow their businesses.

Simply type “Local Networking Events in {your_location}” into Google, and you'll see a list of upcoming events.

Before you attend one of these events, preparation is key if you want to generate more business.

Make the most out the events

First, make sure you have business cards ready. But more importantly, prepare a compelling brand story.

At these events, you'll often be asked to introduce yourself and your business, and a story is much more engaging than a simple, “My name is Steve, and I specialize in exterior and interior painting services. We’ve been in business for 15 years, blah blah.”

Story Example

Instead, share a story that connects with people on a personal level. For example:

“A few years ago, my HOA sent me a letter about painting my house, and honestly, they were right—it needed it. I called four different painting companies, got a few estimates, and went with the most affordable one. Unfortunately, this choice turned into a nightmare when they spilled a 5-gallon bucket of black paint on my roof. This experience made me realize I could offer a much better customer experience by leveraging my background in project management and efficient systems. So, I started my own painting business, and since then, it’s been booming. We do things differently in a really good way. When you work with us, you get a seamless experience from start to finish, and we pay attention to every detail to ensure nothing goes wrong. If you or someone you know needs their house painted, I’d love to chat and provide a cost estimate. Thank you, everyone, and again, my name is Steve.”

When you share your company’s story like this, it resonates more deeply with people.

They’ll think, “I don't want that happening to me; I should hire these guys.”

Even if you don’t have a dramatic story, get creative and make sure you’re being truthful. A well-told story will always make a stronger impression than just listing your services and experience.

2. Partnering With Other Contractors

One of the easiest and most effective ways to get more work is by partnering with other contractors who specialize in different services.

These companies often need to hire contractors for tasks outside their expertise, and partnering with them not only brings you more business but also allows you to recommend reliable companies to your customers, positioning you as a trusted contractor in the community.

Imagine you offer painting services. By reaching out to roofers, landscapers, or any other related tradespeople who have a steady flow of work, you can create a mutually beneficial partnership.

Here's how to do it effectively:

Start by identifying contractors who might be a good fit. Look for businesses with a solid reputation and a complementary service offering.

Once you have a list, give them a call. Introduce yourself, explain what your company does, and express your interest in forming a partnership.

Highlight how this collaboration can benefit both parties by expanding your service offerings and ensuring high-quality results for clients.

The key to success in these partnerships lies in the follow-up.

Don’t just make the initial contact and forget about it. Check in regularly to see how their business is doing. This shows that you're genuinely interested in a long-term relationship, not just a quick referral. If you come across a customer who needs their services, send a referral their way.

This small gesture can go a long way in building goodwill and reciprocity.

For example, if you’re a painter and you have a client who mentions needing roof repairs, recommend a roofer you trust. This positions you as a valuable resource to your clients and strengthens your relationship with the roofer. Over time, as you continue to check in and support each other, they’ll likely start referring their clients to you for painting projects they don’t handle themselves.

By fostering these relationships, you create a network of trusted professionals who can rely on each other. This not only helps you get more work but also enhances your reputation in the industry as a go-to contractor who knows how to collaborate effectively.

3. Become a Vendor at Home Shows

Have you ever been to a home show? These events are where a variety of local service providers come together to showcase their offerings to the community. Despite being one of the most overlooked strategies, becoming a vendor at home shows can be incredibly effective for generating leads and growing your business.

At these events, vendors are perceived by attendees as established and trusted companies, which means your close rate can be significantly higher. I once consulted for a company that decided to attend a home show based on my suggestion, and they generated over 200 leads in just one week, closing more than half of them. The cherry on top is that people who attend these shows tend to have higher budgets, allowing you to charge 20-25% more than usual so you can have healthier profit margins.

The key to success at home shows lies in thorough planning and execution. Here’s how to make the most of it:

1. Set Up an Attractive Booth

Your booth is your storefront for the event, so it needs to be inviting and professional. While there are some upfront costs associated with setting up a booth, think of it as an investment. Make sure your booth is eye-catching with clear signage, high-quality visuals, and samples of your work. Comfortable seating, engaging displays, and promotional materials can also help draw people in.

2. Prepare Your Lead Generation Process

Every person who walks by your booth is a potential customer, so it’s crucial to have a strategy for engaging them. A simple yet effective approach is to ask a question that gets them thinking about their needs, such as, “When was the last time you had your house painted?” Hand them a card or a brochure as you strike up a conversation. This opens the door to further discussion about your services.

3. Schedule Estimates on the Spot

When someone shows interest, don't let the opportunity slip away. Have a system in place to schedule estimates right then and there. This immediate action not only secures the lead but also shows potential customers that you are ready to meet their needs without delay.

4. Follow Up Diligently

After the event, follow up with every lead you collected. Personalized emails, phone calls, or even a thank-you note can make a big difference in converting those leads into clients. Mention something specific from your conversation to jog their memory and show that you were paying attention.

Concluding Thoughts

By attending local networking events, partnering with other contractors, and becoming a vendor at home shows, you can tap into a wealth of opportunities to grow your client base and increase your revenue. Each of these strategies not only helps you connect with potential customers but also positions your business as a trusted and professional service provider in the community.

Remember, the key to success lies in preparation and follow-up. Whether you're crafting a compelling brand story for networking events, fostering mutually beneficial relationships with other contractors, or setting up an engaging booth at a home show, the effort you put into these activities will yield significant results. So take the initiative, get out there, and start building the connections that will take your business to the next level. With these approaches, you'll not only generate more leads but also establish a strong, reputable presence in your local market.