“Leads come in all shapes and sizes…”

Two weeks ago, we published a Request for Quotation email from a homeowner – sent to us by a contractor. We asked you if you would quote this client. 95 per cent of you said, basically, not until hell freezes over.

But a more measured response came from Cory Kloos, Macanta Design Build, Winnipeg.  Here it is…

“Leads come in all different shapes and sizes!

Over the years I have met all sorts of people. The one thing I have learned from meeting so many different home owners, business owners, and decision makers is not to judge a book by its cover. Had I always done that, I would have missed out on what were some great opportunities, and great sales. Sometimes, people can come across as one thing (for so many reasons), but end up being something totally different. I never consider meeting someone new a waste of time, even if it turns out we are not a good fit for that person, or them for us.

What I do believe is incredibly important is very clearly defining what types of project (both dollar size, and type) your company does. You cannot be all things to all people, nor can you make a profit doing that.

Once you have established and defined your niche, responding to a lead such as this becomes very simple.

My company (Macanta Design Build, Winnipeg, Manitoba) for example defines itself as “the transformation specialists”. We excel at large, complex renovations and additions requiring full service design build with a minimum dollar value.

Because we have defined this, responding to a lead such as this becomes very simple and offers a fair explanation to the potential client. For example, I may have replied to this specific lead saying:

“Thank you so much for taking the time to contact us. While I appreciate the opportunity to meet with you and discuss your project, our company does not complete projects similar to what you have described. Our minimum project size is typically X, and some examples of what we normally complete include Y. Can I help by passing your name and number on to another contractor that is able to take on this type of work?”

I have found that people are often ecstatic that we offer to help by putting them in touch with somebody else, and on a few occasions we have received very good qualified leads in the form of a referral just for being polite and helpful.”

Cory Kloos, Macanta Design Build, Winnipeg