Winning projects is EXCITING! But one often overlooked area that can significantly impact your success in winning these projects is your client intake process. A weak intake process can lead to a domino effect of problems, but having a well-defined intake process will make a good first impression, qualify leads effectively, and ensure you come prepared for the sales and leave a lasting impression with potential clients.
So, why is a solid intake process so crucial for GCs?
1. It starts with a powerful first impression: responsiveness is key. In today's competitive market, responsiveness is paramount. Clients reaching out for quotes expect a prompt reply. Answering the phone within a few rings or returning calls within 24 hours demonstrates reliability and respect for their time., setting the tone for a positive client experience from the very beginning and fostering trust and confidence in your services.
2. Capture qualified leads while they're hot: act swiftly, but gather wisely. Imagine spending valuable time and resources crafting proposals for projects that go nowhere. A well-defined intake process acts as a filter, helping you identify qualified leads from the start. This initial conversation is your opportunity to gather crucial information. Ask targeted questions to understand their vision, timeline, desired materials, and any potential concerns. This allows you to assess the project and ensure a good fit for your company's expertise.
3. Take the project off the market: secure the deal while gathering details. Every qualified lead is a potential competitor's next project. A strong intake process allows you to take the project off the market while still gathering all the necessary information.
4. Impress at the Sales Meeting: Be Prepared, Not Reactive: A good intake process isn't just about gathering information; it's about gathering information for your sales meeting. By thoroughly understanding the client's needs, concerns, and timeline before the meeting, you can come prepared with tailored solutions and relevant examples. This demonstrates your proactive approach, industry expertise, and genuine interest in their project, positioning you as the ideal choice for the job.
Additionally, a strong intake process helps eliminate the need for reactive responses during the meeting. When you already understand the project's specifics, you can address potential concerns proactively and demonstrate your ability to anticipate and navigate challenges. This confident and knowledgeable approach will impress potential clients and set you apart from competitors who may be less prepared. Remember, making a good first impression, qualifying leads effectively, and setting clear expectations are the cornerstones of turning a sales lead into a satisfied client.
For a sample Customer Email Questionnaire in our Say Yes To The Right Jobs article.