Many construction companies, particularly smaller businesses with more limited resources, rely heavily on word of mouth or referrals to bring in new clients.
While this can work in the short term, it leaves businesses vulnerable to fluctuations in demand and creates an inconsistent pipeline of work, and creates the feast and famine sales cycle scenario.
Relying on referrals alone often means that businesses miss out on valuable opportunities to reach new markets and secure larger projects that could propel their growth.
For business owners of small-to-mid-sized construction companies, the struggle often comes from a lack of time, resources, and in-house marketing expertise. They are passionate about growing their business but find themselves stuck in a cycle of reactive marketing, where lead generation efforts are sporadic, impulsive, and ultimately ineffective.
As a result, they may fail to gain a steady flow of qualified leads, leading to unpredictable revenue streams and missed growth opportunities.
On the other hand, marketing managers in larger construction companies often face a different set of challenges. While they might have a broader reach and bigger marketing budgets, they often find that their sales teams don’t have the time or the capacity to handle lead generation effectively.
This is where outsourcing to an experienced lead generation provider becomes essential. It fills the gap by providing a consistent stream of qualified leads that can be nurtured and converted by the sales team.
Here at Excel TM Group, we have helped countless construction companies - from small, growing businesses to established industry players - transform their lead generation efforts from a scattergun approach into a systematic, results-driven strategy.
Our bespoke services, including CPD sign-ups, appointment scheduling, and lead generation activities, are designed to alleviate the pressure on business owners and marketing managers, helping them attract the right clients, secure more projects, and, ultimately, grow their business.
We don’t believe in a one-size-fits-all approach. Instead, we work closely with our clients to understand their specific needs, target audience, and growth ambitions, creating a lead generation strategy that delivers results.
How to Create an Effective Lead Generation Strategy
Creating a lead generation strategy for your construction business is not just about collecting contacts; it is about developing a systematic approach that consistently attracts, nurtures, and converts leads into long-term clients.
For business owners and marketing managers alike, understanding how to structure and implement a lead generation strategy is essential for driving growth and ensuring a steady pipeline of qualified opportunities.
Here we have 5 steps to develop an effective lead generation strategy:
A well-organised and highly qualified prospect list is the foundation of any successful lead generation strategy. The more targeted your list is, the more effective your outreach efforts will be.
Gather data such as job role, projects they are working on, relevant contact details, and any other useful information.
Define your goals and think about what you want to achieve
This is crucial and often overlooked with business development activities. Often, business owners have a simple desire to simply ‘get more leads’, but this often leads to overwhelm and an unsuccessful lead generation campaign.
Set goals and clear objectives. It is important to know what you want to achieve and how you are going to get there. Think about what type of leads do you want – are you targeting architects, main contractors, developers, or a combination of stakeholders within the construction sector?
Also consider how many leads you need. Once you have a number to aim towards, you are more likely to set a structured routine in order to achieve the figure.
Step 02
Build a qualified prospect list
A well-organised and highly qualified prospect list is the foundation of any successful lead generation strategy. The more targeted your list is, the more effective your outreach efforts will be.
Gather data such as job role, projects they are working on, relevant contact details, and any other useful information.
Step 03
Reach out and contact
Once you have built a solid prospect list, the next step is to reach out to these potential leads. Effective outreach is about creating a connection with your prospects and getting them to engage with your business.
Like any sector, professionals within construction don’t like the idea of being ‘sold to’. So make sure your outreach is relevant and is valuable to them, so solves a problem they may have.
Step 04
Nurture your leads
In construction and specification, projects often have long timelines. Leads generated today might not convert into a signed contract for months (or longer!)
This is why nurturing leads is so important. Nurturing is about building and maintaining relationships with potential clients over time, ensuring that your business stays top-of-mind when they are ready to move forward.
Step 05
Measure and refine
Similar to step 1, the final step of measuring what has been done is often overlooked. It is important to consider that regularly reviewing your lead generation activities helps you identify what is working, what isn’t, and where improvements can be made.
Working with Excel TM Group to Generate Leads for your Business
“Your business is our business. It’s a bit of a cliché but in reality it is our job to secure leads for our clients’ businesses to grow.
Excel TM Group has been around for over five years now, and collectively the senior leadership team has experience of lead generation and telemarketing within the construction sector of over 30 years. And it is because of this, we know exactly what works and what doesn’t work for clients.
We understand the nuances of each specifier role, what they are looking for, what pain points they have. And we work this knowledge and experience into every campaign we work on.
We work specifically for construction companies. And it isn’t just our industry experience that sets us apart from other lead generation providers, it is also our tailored, diligent, and strategic approach.”
Mike Dunn, Managing Director.
Excel TM Group provides a range of construction lead generation services tailored specifically to the needs of construction companies. Whether you are an SME looking to grow your client base or a larger company seeking to support your in-house sales team, our services are designed to deliver qualified leads that align with your business goals.
CPD sign-ups
CPD events are a powerful way to engage with architects and other key decision-makers in the construction sector.
At Excel TM Group, we specialise in securing CPD sign-ups for our clients, ensuring that your events attract the right audience and position your business as a thought leader in the industry.
​
Appointment setting
Securing appointments with potential clients is critical for closing deals in the construction sector. Our appointment scheduling service takes the hassle out of this process, ensuring that you connect with the right decision-makers at the right time.
Our team handles all the logistics, from initial contact to scheduling and follow-up, ensuring that your sales team’s calendar is filled with meetings that have real potential.
​
Market research
Understanding the market landscape is essential for developing effective lead generation strategies. Our market research services provide you with valuable insights into industry trends, competitor activities, and customer preferences.
By understanding their needs and challenges, we can qualify them as potential clients and feed them into your sales pipeline.
Event and seminar sign ups
Industry events, seminars, and product showcases are invaluable opportunities to connect with potential clients, demonstrate your expertise, and build brand awareness.
Our team are experienced in event and seminar sign-ups, leveraging professional yet friendly telemarketing activities to ensure that your events are attended by the key players in your industry.
​
Construction lead generation
Whether you are looking to work with architects, contractors, or developers, generating leads requires a consistent and strategic approach.
Our core service focuses on construction lead generation activities, where we use a combination of telemarketing, research, and personalised outreach to generate high-quality leads for your business.
​
Why Partner with us for your Construction Lead Generation?
Lead generation is more than just a numbers game, it is about building genuine connections, identifying high-potential opportunities, and ensuring that your sales pipeline is filled with leads that have real value.
Here at Excel TM Group, we combine over 30 years of experience in the construction sector with a passion for telemarketing and a deep understanding of the construction sector and the nuances that exist within specification.
Get in touch with us here at Excel TM Group to find out more on how our construction lead generation services can help your business grow. Either call us on 01244 256 920, email us at info@exceltmgroup.com, or fill out our contact form and we will get back to you within 24 hours.
Get in touch today
Fill in the form below or get in touch so we can discuss what part of Excel TM Group's services will generate you the best return on investment.
Excel Head Office
Calton House
Sandpiper Way
Chester
CH4 9QE
We will get back to you within 24 hours, or call us everyday, 8:30am - 6:00pm