Our lead management brings your sales team contacts from the right project stage that it can work with straight away
Whether a campaign pays off is decided after the click. That is why we build a system with you that supplies every contact with relevant content and passes them on to your inside or field sales team with the key information.
Your building products have to win several decisions before they reach the building site
At the start of a project, architects look for inspiration and reference projects. In technical design, they and the specialist engineering consultants (building services, structure, fire safety) need details and certificates; at tender stage, they need product data for the bill of quantities (Leistungsverzeichnis) in which products are specified. The further the project progresses, the more planners use manufacturer websites: according to a Heinze study, 45% do so intensively when establishing the project basis, and 87% at contract award. Installers often bring their own product recommendations to the quote and installation stages and so help decide which brand gets installed. We plan campaigns, content and follow-up sequences along these HOAI work stages (the work stages defined in Germany’s fee scale for architects and engineers).
When you shouldn’t wait any longer:
- Your campaigns bring in reach, but hardly any enquiries from design practices and trade contractors
- Enquiries come in, yet nobody knows who takes them on and what happens next
- Contacts from marketing sit untouched with the field sales team
- After their first download or webinar, contacts hear nothing more from you
- You want to spend your budget where project and sample enquiries come from
What you get:
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Planning campaigns & budget
Your budget goes into the channels and stages where your target groups are looking for solutions. We draw up the media plan and budget allocation, analyse the results regularly and reallocate as soon as one channel brings in more enquiries than another.
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Developing lead magnets
In return for their contact details, design practices and trade contractors receive something they can use directly in their project. We turn design aids, checklists, reports and webinars into offers to download or sign up for, and build landing pages with forms that ask for what your sales team needs.
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Setting up email sequences
Architects and installers read exactly what fits the status of their project. Anyone without a project yet stays on the mailing list until one comes up. We plan the order of the emails and write the copy.
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Qualifying & handing over enquiries
Project enquiries go automatically to project sales, sample requests to the inside sales team. Together with marketing and sales, we define the criteria, responsibilities and deadlines the system uses to pre-qualify and route enquiries. Simple feedback from sales shows what has become of each contact.
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Designing CRM processes
For everything you know about a contact to come together in one place, your CRM needs a clear structure. Together with you, we work out which data you collect, which sources it comes from and which reports you draw from it.
The first ad only goes live once it is clear what happens to the enquiries
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Setting goals and criteria
Together with marketing and sales, we work out which target groups you want to reach at which work stage, who takes on which enquiries and which signals show you that it is working. This results in a plan covering channels, content and budget.
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Preparing content and ads
We create lead magnets and landing pages, set up tracking and prepare ads and email sequences. Before anything goes live, you approve the content and the processes.
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Launching campaigns
As soon as the campaigns are running, enquiries go to your inside or field sales team according to the agreed criteria. Advice, quotes and closing the deal stay with your team.
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Analysing and adjusting
At regular intervals, we look at the signals and the feedback from sales together with you. We then shift budget and sharpen the content.
Projects in the Lead Management service area
Messe München
100 recommendations from practice for exhibitors planning their stand at BAU 2027
Etex
A trade fair campaign with Sina Klein that brought more installers to the Cedral and Eternit stand
Wavin
Three planning guides with AI imagery and a mailing that brings them into architecture practices
»Despite a tight schedule, the collaboration was clear, focused and reliable. hej.build didn’t just understand our requirements, but translated them into a format that creates real value for potential exhibitors. Now we’re keen to see how it works in use as a lead magnet.«
What matters before your first campaign starts:
Do the campaigns run through our ad accounts or yours?
Either works. Usually the accounts and budget run through you, and we are only given access. If it is easier for you, we book through our accounts and invoice the media costs separately. We still recommend having your own accounts: that way, data and audiences stay with you, even when our collaboration ends.
Do you also set up tracking and the CRM?
Tracking, yes: we set up conversion tracking with consent. For the CRM, we work out with you which data you collect and how enquiries are routed. We coordinate the technical implementation in the system with your CRM team.
When will we see first results?
In the specification-led project business, whether contacts turn into orders usually only becomes clear after months. Until then, the signals from the first step show you whether you are heading in the right direction.
Can we start with a single campaign?
Yes, for example with a campaign built around a lead magnet or with the follow-up to a trade fair. Afterwards, we decide together what you set up for the long term.
How do you work with our media or performance agency?
Your agency stays on board. We bring in our knowledge of your target groups in design and the trades, provide briefs for ads and lead magnets and agree in advance who manages what.
Where are you losing contacts today?
Tell us where your enquiries come from and where they currently get stuck, whether in an inbox, in the CRM or with your field sales team. We’ll get back to you with an initial assessment of where best to start.