Why Are They Contacting You?

“What made you contact us at

[Your Company Name]?”

Why are they making contact with you? This is your opportunity to understand the
drivers for their decision-making process.

How Did They Hear About Your

Building Company?

“How did you hear about us?”

You need to know which advertising campaigns are working so that you can scale
them up and stop the ones that aren’t working.

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 What Type Of Project Is It?

“Is this a new home or renovation?”

“A new family home?”

“More space for the family?”

“Do you have land already?”

“Where?”

Do you specialise in the type of build they are looking for?

If their project falls outside of your niche, you’ll end up competing on price as you
have no point of difference.

Why are they looking to build?

When you understand their pain points, you can structure the conversation to
include benefits that are relevant to their needs.

Are they located within your area?

When you know where the build is going to be, you can bring examples of other
builds you have completed in that area into the conversation in order to build trust.

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 Have They Built Before?

“Have you built before?”

If yes…

“How was that experience?”

“Which builder did you use?”

If it was a good experience…

“Have you contacted [builder] to design this home?”

Why are they making contact with you if they had a great experience with a builder
that’s still in their area and in business?

You need to identify these people quickly to avoid being used as a free price-
checking service as you will never win these jobs, regardless of the contract price
you present.

Association Of Professional Builders

 Do They Have A Budget?

“Did you have any expectations

or limits of how much you are
prepared to invest in your new
home/renovating your home?”

Are their budget expectations realistic?

If they have no idea, they will be reluctant to talk figures, so you may need to approach
this important topic in a different way by trying to establish the approximate size the
home will need to be and then setting their budget expectations for them.

How Committed Are They?

“Have you got any plans drawn up yet?”

“When are you looking to get

started on the construction?”

What stage of the process are they up to?

Asking questions that gauge their commitment levels will give you a good indication of
how serious this enquiry really is about building.

Association Of Professional Builders

 What Do They Want?

“What is the single most important

thing about this project for you?”

Here you want to learn if it’s

Budget, Speed or Quality.

Whilst budget is important to

everyone, it’s only the number one
thing for those people that may be
best with a project builder.

Some people will openly tell you that

this is their dream home and this is
their second time around building
and they want it to be high quality
and to last for years to come. Or
perhaps that they’d like to be in
there before Christmas this year. It
gives you their real motivator which
will help you in your sales process.

Explaining how a professional

builder like yourself will provide a
schedule with the contract and an
online portal for them to view the
progress.

Association Of Professional Builders

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How To Qualify Leads On
The Very First Phone Call?

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