How To Get Commercial Leads (tips)

Hey Guys,

glad to be apart of this great forum!

This is my first post so here is 100% value :smiley:

First thing you have to remember, in commercial roofing everything is in connections. Who you know and who knows you. The second thing you have to embrace is hustle mentality. You need to hustle your face off and you will be rewarded. You need to find every manufacturing plant, property manager and multiple property owners in your area. Once you list them out, you have to try to get a few minutes of their time. There are many techniques how that can be accomplished:

  1. Go directly to them and try to get in contact
  2. Send them direct mail
  3. Contact them through social media (LinkedIn, Facebook, Twitter)

Once you establish first contact please don’t shove your pricing in their faces. Remember. in commercial roofing they probably already have a roofer that they use on a daily basis. You need to convince them that you can do a better job.

How can you do that?

Direct contact

I would ask them to give me their worst leak….the one no one else has been able to fix. If I can’t fix it, I won’t charge them. If I do fix it, I expect a little more business from them.

You are asking just for an opportunity to present what you can do and how you are doing your roofing projects.

Direct mail

I see roofers sending their business cards as lame advertising postcards. DON’T DO THAT!

Send them a portfolio of your work – pictures of before and after your biggest commercial projects.

A little trick that people are using when sending a cold direct mail – usually a business owner will get a ton of new direct mail in their office, so the question is how you can distinguish your mail from the others? The trick is to put something lumpy inside the envelope so when they are stacking the mail yours will be on top because they will think something breakable is inside. Mailers with a lumpy object inside of the envelope have a near 100 percent open rate. People are curious what’s inside, and the curiosity gets them to open it. Now your job is to make it personal, relevant and captivating to get your piece read.

Again, ask them to give you their worst leak.

Social Media

It’s the same thing. Send them your portfolio and ask for the worst leak.

Getting commercial leads is not easy and it takes time. Like I said at the begging, you need to hustle your face off. But once you establish a connection with property managers your will be getting a tone of new jobs.

To sum it up

First find everybody that can give you roofing jobs in your area. Create a plan of how to contact them and be persistent. Don’t use just one channel, use them all. For example, first try to contact them directly, then send them a mail with your portfolio, then connect with them on Social Media.

After a few months, repeat the cycle until they give you a chance.

Agree? Disagree? Thoughts?

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