Wednesday, March 21, 2012

No Contact Credits

By far the most common lead credit request we receive is for no contact.  One of the best features of our service is our no-hassle lead replacement guarantee.  If you attempt to contact one of our project leads three times over the course of a week, and can never "talk shop" with the decision maker, just request a credit.

Wednesday, August 3, 2011

The only answer they can give is NO!


I hate people that write in all caps but i really want to emphasize this point.  DO NOT just speak with any random person that answers the phone!  Think of it like this...  In your business does your secretary or lowest guy on the crew have the power to say yes to a business decision for you?  Nope,  sure doesn't.  But they CAN tell someone who calls "no".  At Construction Pipeline we go to great lengths to make sure the contact person listed is the decision maker.  If you start calling and trying to set appointments with the first person who answers the phone you will fail!

Construction Pipeline knows that it can be very frustrating not being able to get in touch with a contact.  The best approach is to call 4 or 5 times leaving a few messages and sending a couple of emails over a few weeks timeline.  If you still haven't been able to reach them just give us a fast call and we will issue you a no contact lead credit. 

All the best,
Greg and The Team at Construction Pipeline

Thursday, July 28, 2011

First Call Reluctance

Here at Construction Pipeline we know that success in the first few leads we send out is very important.  We have basically three chances with a new guy to help him get his foot in the door with potential new clients or he will cancel.  One thing I have found over the years is that some contractors are litteraly terrified of picking up the phone and calling a stranger.  These are some of the most roughneck guys you will ever want to meet but put a phone in front of them and say call someone they dont know and they will lose it.  

The best thing to do at first is to take some Pepto Bismol and write a script. 

Ohhh and for heaven's sake please dont just read something to these generals.

Lets take one of the greatest lines in movies, from Taxi Driver.

"You talkin' to me? You talkin' to me? You talkin' to me? Then who the h** else are you talkin' to? You talkin' to me? Well I'm the only one here."

Now imagine just reading that out loud with no inflection, in a monotone voice.  Not very powerful to be sure.  But if you write up a very simple script in your own words it can really help keep you stay on message.  Something along these lines works out just fine...

Hi Bob?  This is Greg with Greg's Plumbing, how's are you?  Good, I recevied your contact information from Construction Pipeline in regards to the home remodel project you folks have going on in San Diego.  We are a full service plumbing company and have completed many similar remodelling projects in the past.  What I would like to do is to send over more information about my company and to set up a time that we can meet to go over your plumbing needs...What is your timeline on needing the work on this project completed?

It really is that simple.  Just be sure to do exactly what you say you will.  If you say your going to email, set an appointment, get the plans whatever just make sure you do it and you will be fast on your way to becoming a Construction Pipeline "ace"

All the best,
Greg and The Team at Construction Pipeline

Thursday, July 21, 2011

Send me something...

How you handle this statement from general contractors when you're working our leads makes the difference between wild success and utter failure with Construction Pipeline.  You know its coming so don't fear it...embrace it!  

I ofter hear from weak subs, "Ohhh, that's just a blow off he isn't really interested."  Oh yeah?  You make decisions involving tens of thousands of dollars on a one call close basis with strangers all the time?  Give me a break, the general is just giving out one very simple hoop to jump through.  He asked the sub to put in writing his credentials and somehow that makes him not serious?  I would say that the sub who hasn't even taken the time to put together a few pages of information on his company is the one not serious.

You don't need to have some slick Madison Avenue brochure made up.  Just think of it as a resume on your business.  It should include your license #, bond, insurance information as well as recently completed projects. Have this saved as a .pdf file ready to attach to a personalized email to the general.  The email you send should be personalized and something along the lines of this...

Hi Bob,

I really appreciate you taking the time out of your day to speak with me regarding your plumbing needs on the new duplex your working on in Huntington Beach.  I have attached to this email my companies information.  This includes copies of all pertinent licensing requirements as well as a link to the State of California's license search.  You will also find a list of recently completed projects and references of our very satisfied customers.  

I may not know much but your not going to find a plumbing challenge we can't handle! 

We are currently working on a very similar project located in Irvine if you would like to set a time inspect the quality of our work while in progress.  I will follow up with you in a few days to answer any questions you may have and to set up a time when we can meet.

Best Regards,

Your company's signature

Now that wasn't that hard was it?  Just make sure to call him back in a few days and you are well on your way to becoming one of Construction Pipeline's "aces."

Construction Pipeline is here to help you!  Just send us in an email what you send to the general contractors and we will review it and make suggestions at no charge!  

All the best,
Greg and The Team at Construction Pipeline

Friday, July 15, 2011

800+ General Contractors in Southern California helped!

Just a quick post to say thanks to the fantastic research team we have here at Construction Pipeline.  We are well on our way of surpassing the goal of helping 1,000 new general contractors in southern California by the end of 2011.

There is lots of work out there guys come and get your share!

All the best,
Greg and The Team at Construction Pipeline

Monday, July 11, 2011

Still paying $40 per lead?

Most of the loyal customers of Construction Pipeline know that our base per lead price is $40.  Do most of our guys pay this much?  Nope.  The $40 base pricing has what we call an "idiot tax" built in.  What do I mean idiot tax?  It means exactly what it sounds like...

The leads are yours to do with as you see fit but if you...

Miss $40
Never even bother to make a $40
Just send one poorly written email and say, "If a general contractor was serious he would call me." $40

Remember our reputation is at stake here too.  When a general contractor posts a request for new subs to call him he expects two things from us.

First, obviously, subs to call.  I can't tell you how many new guys sign up for our three free lead program then never even bother to make a call.  I just envision these guys looking at the phone like it's a snake terrified to call a stranger.  Sheesh if you can't call and talk to guy about what should be the one thing you know best in this world then heaven help ya.

Second thing they expect is a pro.  We only allow street legal generals and subs to use Construction Pipeline. There are enough craigslist hacks and working out of the back of their trucks guys out their without us throwing gas on the fire. When I say a pro, I mean you do what you say your going to do.  You tell a general contractor you're going to email over your company it.  You set an keep it.  You miss his return the call in a timely fashion.  If a sub can't even do these things right imagine the general contractors fear of hiring him.

It really isn't that hard to get to our first tier discount rate...5 positive feedback's with no negatives.  How do you get generals to leave you good feedback?  Don't be a flake is all.  Call them in a timely fashion of receiving the project info and simply be a pro.  We don't count if you get the job or not, truth is this really doesn't matter.  Guys who always get positive feedback from their sales process always get plenty of jobs in the long run. 

Feel free to give us a call anytime we would be happy to go over your feedback rating and talk about ways we can help you get the most from Construction Pipeline.

All the best,
Greg and The Team at Construction Pipeline

Thursday, July 7, 2011

Are you smart?

I know that your get a smart phone.   Believe me when I say that I have been dragged kicking and screaming into using new technologies but some of them are just so effective they can't be ignored.

One thing here at Construction Pipeline we noticed was a direct correlation between our best clients and emails originating from mobile phones.   These are some of the most successful subs you're ever going to meet.  Not only are they surviving this recession but actually thriving!   If you only check your emails once in a blue moon you're going to miss out!  If you wait a couple of weeks one of our "aces" has already gone golfing and had a steak sandwich lunch with these generals by then.

If the email address you have set to receive your leads on gets too much unwanted emails then think about starting a brand new one.....If Construction Pipeline sends you an email its going to be something you want to read!

All the best,
Greg and The Team at Construction Pipeline 

Monday, July 4, 2011

Have a Great 4th!!!!

I just wanted to make a fast post wishing all of our great employees, clients and general contractors a happy and safe Fourth of July! 

All the best,
Greg and The Team at Construction Pipeline

Friday, July 1, 2011

Follow-up on your Construction Pipeline leads!

Sometimes it's very frustrating working with new clients here at Construction Pipeline.

By far the most common lead credit request from new clients is no contact.  They all seem to love to say... 

"If the general contractor was serious he would call me.  I sent him an email or left one message."

I am not suggesting that you should become a window licking stalker on the opportunities we send out but this is far from good follow-up.

The Team here at Construction Pipeline always responds to the subs with this, "Well ya know, that logic applies both ways, a general contractor could easily say that if a sub contractor was really serious about working with me he would follow-up with me."  I think the best way to look at this is simply whoever is providing the service has the burden of follow-up with the person with the cash.   

Lets take this example.  You have posted a help wanted ad on craigslist or your local newspaper seeking good employees.   Think about how many hours during your work day that you really are not available to speak with an applicant.  Maybe you're with a client, working in the field, already on the phone, driving, or doing paperwork.  If an applicant called during any of these times what are the chances of him getting your voicemail or you just saying email me over your application and I will take a look.  Would the right thing for the applicant to think is "Well if he is serious about hiring me he will call me."  That would assume that you have never once wrote a phone number down on the back of an envelope and pushed it aside or ever have had an email you wanted to see spam filtered.  It would also assume that you have never checked your voice mails and had a fire somewhere you had to immediately address.

Lets take a second applicant example.  He calls and you briefly interview him over the phone and he suggests that he emails over a copy of his professional looking resume.  Perhaps he further suggests that after giving you some time to review his application he will call you back to answer any questions you have.    He then proceeds to send over an email thanking you for taking the time to speak with him and he looks forward to speaking with you again.  A few days later he calls and gets your voice mail (you were on a job walk and didn't recognize the number)  He then calls again and you agree to meet but unfortunately for our applicant here you decide to go with a different guy. 

End of the world for this guy?  No way!

This applicant knows that the chances of it working out with a brand new guy at, being generous, say fifty-fifty.  You liked him well enough but decided to go with the guy with a bit more experience.  Experience meaning he knows EVERYTHING and can't be retrained as to how you want things done.  Our applicant just happens to be "lucky" and calls you back in a few weeks to see how things are going.  Guess what our applicant gets a shot with you starting the next day and our more experienced guy gets to add yet another new employer to his resume.

Do you as a boss value "go getter" types?  Would your advice to a young guy just starting out be its fine to just email out a few resumes and sit on the couch and say, "Well I put in some applications if they were serious they will call."  I know that when I am hiring here at Construction Pipeline, be it for sales reps, editors or even a janitor I want them to show some initiative and want to work here!

Remember this, Construction Pipeline sends out project lead information to three companies.  Our experienced clients are some of the smartest industry savvy guys out there.  They truly believe that they are selling the best product there is...themselves!

We do consider no contact a valid lead credit reason but it's amazing how many times a credit request is submitted and we literally call the general right then and the general picks right up.  Construction Pipeline has the best lead replacement guarantee in the business but as we say if the sub would just call the general right before he calls us life would be so much better.

All the best,
Greg and The Team at Construction Pipeline

Thursday, June 30, 2011

Put it on hold!

With summer now in full swing lots of our clients are taking much deserved vacations.  It doesn't make alot of sense for anyone to have project leads sitting in someones email box not getting worked.  The generals don't get the quotes they need and your paying for something needlessly.

Just give us a quick call or email and say that you want to put your account on hold until whatever date (up to 30 days)  Easy peasy mac and cheesy. Construction Pipeline is here to help you become the most successful company you can be, no reason for your account to pick up negative/neutral feedback when a fast call can take care of it for you.

All the best,
Greg and The Team at Construction Pipeline

Wednesday, June 29, 2011

Welcome to our new blog!


This is the first post on our new blog!  Our plan is to use this as a forum to share our staffs unique experiences within the construction industry.   It is our plan to write this blog in a "down to earth" writing style.  This isn't going to be a sales pitch styled blog, but more of a road map of what our most succesful subcontractors are doing as well as what the zombie contractors are doing... (more below on zombies)

Every day we hear the stories... Most are your run of the mill "I need a new painter the guy I used is retiring, out of business, downsized or whatever." These are boring.  Our plan is to tell the more interesting stories here.  While I doubt I will usually publish the names of the people involved but sometimes I will.  The nitemare stories the generals tell us about why they need a new sub is as sad as it is funny.

Back to the zombies.  Here at Construction Pipeline we refer to subcontractors who are dead but they just don't know it as zombie contractors.  Ohhhh, the stories we could tell...wait...we can now!  We offer the first three leads for free to try out our service, but it really is  as much about us testing the subs.   We follow up on every project lead that is sent out so the madness that grips some of these new guys is staggering.   Heres a few from this month....

"The sub showed up on the loudest motorcyle I have ever heard and had on a Hello Kitty backback."

"I said how can you inspect the roof without a ladder?  Don't worry I will just climb"

Sub was clearly drunk...
"Have you been drinking?"  
"I haven't drank in 17 years" 
"Had a drinking problem in the past eh?"

Needless to say these guys are all blacklisted never to use our service again.

More to come....

All the best,
Greg and The Team at Construction Pipeline