I think that it will really depend upon the demographics of the area you live in. In the San Francisco Bay area, people are much more likely to use the internet to find contractors. Without them, I would not get nearly the amount of calls I get, as I do not advertise in conventional methods.
I did a job this week for $2K off of them, it cost me about $15 in lead fees. I have another one next week, $15 for the lead and it is a $1500 job. Are they all like that? No way!
The only way the sales seem to work is to call the person immediately after receiving the lead. Sometimes they are still on the internet. Otherwise the four other contractors will call first. Second, never quote them anything over the phone. Everyone else is doing that. Explain to them that you need to meet them in person to see the job. You would be surprised how often I am the only contractor to call or even show up!
The thing that sucks is that sometimes people are just price shopping, or with the slip of a finger they signed up for something that just charged you $50! No refund or credits allowed for that. But you have the option of getting out of the more expensive leads, like additions and or panels. Most of those people are just price shopping, and it costs you. I am not signed up for any lead over $20.
Hope this helps. If anyone has questions just ask.
