International Builders' Show
February 9-11, 2021
Orlando, FL
FEB 9-11, 2021

Stop Losing Leads by Assuming All Are Ready to Buy Today: How to Build & Nurture Your Sales Pipeline

Wednesday, January 22 | 12:00 - 1:00 PM

Location: LVCC - North 258

Registration Type: IBS Full Registration or 1-Day Education Registration

Format: Building Knowledge SessionMore Info

Level of Content: IntermediateMore Info

Who Should Attend: Single Family - Custom, Sales & Marketing Professionals, Remodelers

Track: Custom Building & Remodeling

Speaker Handouts and Other Documents

What It's About:

If you're treating all leads that enter your sales pipeline equally, you're losing out on a lot of business. The way in which today’s consumers shop and buy has changed dramatically—you can’t assume that just because they’ve inquired about your building or remodeling services that they are ready to buy quickly; and likewise, if they aren’t ready to purchase now, you shouldn’t consider them a lost lead. In this session, learn the four “buckets” leads fall into and how to determine where each belongs, identify the information each type of lead needs to keep moving forward, and discover how to adjust your sales and follow-up strategy to meet them where they are in the buying process. Leave knowing how to close more business today and build your pipeline for the future.

What You'll Learn:

  • Gain an understanding of how consumer research and purchasing has become more chaotic and why our marketing efforts must keep up.
  • Learn the four quadrants of the lead matrix and how to identify where each lead belongs.
  • Explore the types of information buyers need in each of the four quadrants and how to handle leads when they jump back-and-forth between them.
  • Acquire the proper strategies for engaging and following up with leads, no matter where they are in the buying process.

How to Attend:

Participants must be registered for a full registration package or a 1-day education with expo pass package valid for the day of the session they wish to attend. Seating for Building Knowledge sessions will be on a first-come, first-served basis.


Continuing Education:

NAHB - 1.00 CE hour(s), NKBA - 0.1 CEU(s), AIA – 1.0 LU Hour(s)

AIA CES Credit Eligible  AIA CES Credit Eligible:

NAHB is a Registered Provider with the American Institute of Architects Continuing Education Systems. Credit earned on completion of this course will be reported to CES Records for AIA members by the Provider. Certificates of Completion are available upon request.

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