Lead Exchange

This is one of the most overlooked methods for generating leads. The basic idea of a Lead Exchange is very simple. Create partnerships with people who target the same customer-base but offer unrelated (or different) products or services. Build relationships with people in the related industries who are contractors themselves or work for the companies that deal with the homeowners. It may be somebody who works for a plumbing company that will refer you to the homeowner next time he does some work on the house. Ask the one who will refer you to prescreen the lead by the following criteria:

• new roof needs to be installed due to the age of the roof or other problems and the homeowner is ready to pay out of pocket
• a house is within the latest hailstorm area
• homeowner never had the roof inspected for hail/wind damage
• the roof was not replaced after the hail storm.

Make it worth it to the person that refers you. Have a deal with that person and pay them a referral fee every time you have the roof installed. You set up your own price you are willing to pay for the referral after you receive your compensation from the project. You may agree to pay a percentage of your compensation on the project.

If set-up correctly, Lead Exchanges can be a great way to increase your sales.

Setting Up a Lead Exchange in 5 Steps:

1. Identify WHO is Already Established in Your Territory. Who is already successful in your area? Who has a contact list you’d like to have? Look at yard signs, read guest books, take note of trucks driving around, logos on t-shirts… Keep your eyes open!

2. Tell Them What You Are Trying to Accomplish. Tell them who you are, what you do, how you got their name and why you are talking to them.

3. Learn Their “Red Flags.” This is where you learn how they identify potential customers or what a lead “looks like” to them. What “Red Flags” do they look for?

4. Explain How You Can Help. If there is a fit, this is where you “sell” the person on the Lead Exchange.

5. Call To Action. If the person is interested, get things started!

Here are the 5 Steps “In Action” [SAMPLE SCRIPT]:

YOU: “My name is Oleg and I work for Roofing Giant. I saw your name on the list of service companies in Dallas, TX. Actually, this isn’t the first time I’ve seen your name at a facility I do work for or that I am targeting. It looks like we may both be looking for the same type of customer… Would you be interested in putting our heads together to see if we can set-up a Lead Exchange?

[THEIR ANSWER]

YOU: “Here’s what I’m thinking… Tell me what you look for in a potential lead. What are the “Red Flag” signs that scream – THIS PERSON NEEDS ME! Educate me on the things that you look for and I’ll keep them in mind when I’m out and about. If I see a facility or a house that has the “Red Flags,” I’ll pass them on to you. If the customer brings up a specific project or problem, I can tell them I “know a guy” and give them your card.”

[THEIR ANSWER]

YOU: “Based on what you have said, I can already think of a few places you might want to call! Before I do a roof inspection I always walk the inside of the facility where I see [“Red Flags”] all the time! I bet you’ve seen [Insert Your “Red Flags”] from time to time, right?”

[THEIR ANSWER]

YOU: “How about this… I’ll give you a stack of my business cards and you give me a stack of yours. If we spot each other’s “Red Flags” during our normal appointments, we call or email each other with the details. If someone mentions the need for the services or talks about an upcoming project, we can mention each other’s name and leave a card. Fair enough?”

And so on… Build your partnerships that will generate you more leads than you can handle.

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