What is a qualified lead, and why does it matter for contractors?
By Justin Chambers ·
If you run a roofing, HVAC, electrical, plumbing or renovation business, you know the feeling. The phone rings, you drive out for an estimate, and it turns out the person was just curious, outside your area, or nowhere near ready to start.
That is the difference between a lead and a qualified lead.
A lead is anyone who reaches out
A lead is simply a person who has shown interest. They filled in a form, sent a message or called. Some will become jobs. Many will not.
A qualified lead is someone worth your time
A qualified lead is a person who fits the work you actually want. For most contractors, that means:
They need a service you offer. Not something close to it.
They are in your service area. No three-hour drives for a small repair.
They have a real project. Something they plan to do, not a someday idea.
They are the person who decides, or they can get you in front of them.
The more of these boxes a lead ticks, the better your chance of turning that call into work.
Why it matters
Every estimate costs you time, fuel and a slot in your week. Chasing the wrong leads means less time for the right ones. And when the right lead does call, being unprepared can lose the job to someone who sounded like they understood the project.
How to qualify a lead before you go out
A few short questions on the first call save a lot of driving:
What do you need done, and roughly when?
Where is the property?
Is it your home or business, or are you asking for someone else?
Have you had other quotes?
None of these are pushy. They show you are organised and take their project seriously.
Walk in prepared
Knowing who you are talking to before the call changes how it goes. You can speak to their situation, expect their questions, and avoid sounding like every other quote they get.
How Horizon helps
Horizon Acquisition Group runs social media ads aimed at the people in your area who are most likely to need your trade. Every inquiry comes to you with a custom Bio Sheet and Closer Sheet package: background on who the person is, plus the questions they are likely to ask and suggested ways to answer them. You spend less time guessing and more time on the jobs you want.
See how it works. Book your free 30-minute call.