How to Keep New Projects Coming In When You’re Busy
Keeping the pipeline flowing is crucial when you’re running a business, even in busy times
Nurturing new leads takes time and effort, but it’s a crucial part of running a small business. In a crowded market, knowing where to look for prospective clients and how to convert them into confirmed projects — even when you’ve got your hands full with other work — helps with cash flow, boosts staff morale and frees you up to focus on future plans for your business. Fortunately, there are tried-and-true methods and business tools to help you do it.
“Continuous work means a more consistent work flow and cash flow, personal and staff satisfaction and, ultimately, profit,” says Michael Drage, building designer and principal at Reimagined Habitat.
Neglecting your future pipeline can have an impact on virtually all parts of your business. “It can lead to cash flow issues, personal and staff unease and anxiety, chasing work you may not want and ultimately less profit,” Drage says.
Haddock concurs. “Having to scramble for last-minute work never ends well. Quotes are rushed and you risk ending up taking on jobs that you don’t specialize in.”
Neglecting your future pipeline can have an impact on virtually all parts of your business. “It can lead to cash flow issues, personal and staff unease and anxiety, chasing work you may not want and ultimately less profit,” Drage says.
Haddock concurs. “Having to scramble for last-minute work never ends well. Quotes are rushed and you risk ending up taking on jobs that you don’t specialize in.”
“It’s really important to be booked ahead,” says Melanie George, client success team manager at Houzz. “Dedicating time to feed through new projects, even when you’ve got your hands full with existing ones, builds up that all-important pipeline you need when you’re running a small business. The reality is, some projects hit delays or don’t go to plan, and if you’ve got other jobs booked in, you’re less likely to end up out of pocket.
“Having expected revenue also allows you to plan out future goals for your business,” she says.
“Having expected revenue also allows you to plan out future goals for your business,” she says.
“You don’t want to set up branding when it’s too late,” George says. “The best time to start advertising is when you have a healthy pipeline, which in turn helps you to maintain it.”
Find out how Houzz Pro can help you run your business and manage your leads
Find out how Houzz Pro can help you run your business and manage your leads
So, how do these pros recommend you keep the wheels of your business turning?
Drage says:
Drage says:
- Update your website and Houzz profile with upcoming and in-progress works. Houzz Pro makes it easy to upload new projects so people can see your latest images and designs.
- Have a structured social media and SEO management plan.
- Make time to phone leads, send them some details to set up an initial meeting and schedule your calendar to follow up in a week if you don’t hear back right away.
Haddock says:
- Constantly assess leads, even when you’re busy.
- Make the time to sift out the qualified leads from those that aren’t suitable so you’re not wasting time pursuing the wrong projects.
- Keep communicating: Word-of-mouth leads and recommendations can be a great source of future business.
George recommends taking advantage of the business and marketing tools that Houzz Pro software offers.
- Houzz Pro Ultimate users have access to project match and live connections. These services allow you to connect with and have more conversations with homeowners in your area who are looking for your particular services.
- Houzz Pro also helps you stay organized: The CRM (Customer Relationship Management) tool lets you see potential leads and their status in one place. The smart software will also prompt you to take the next action, such as following up a lead or booking a meeting.
- The reporting function: This allows you to keep track of your expected revenue and bottom line.
- Dashboards, daily notes, timeline and tasks: These tools let you collaborate with team members and subcontractors, delegate tasks and track how things are progressing on the timeline to keep your processes streamlined.
- Calendar synching: this makes it easy for clients to book appointments with you, either face-to-face or on a video or phone call.
Your turn: How do you keep the wheels turning with new projects? Tell us in the Comments.
More for Pros on Houzz
Read more stories for pros
Browse millions of photos for inspiration
Learn about Houzz Pro software
Talk with your peers in pro-to-pro discussions
Join the Houzz Trade Program
More for Pros on Houzz
Read more stories for pros
Browse millions of photos for inspiration
Learn about Houzz Pro software
Talk with your peers in pro-to-pro discussions
Join the Houzz Trade Program
“There is nothing worse than coming to the end of a job and having to spend your nights quoting for the month ahead,” says Tristan Haddock, director at building firm Renotech Building.