Contractor Sales Mistakes - the Follow-Up
Friday, April 11, 2008
Last week, we talked about the non-stop sales pitch mistake. This week, we talk about when contractors stop too early. Failure to follow up is a common sales mistake of which many contractors are guilty. I know that "follow up" is a buzzword used far too often in most industries. But a sales follow-up is very important to maintaining your business.What is a follow-up? Following up means continuing the conversation with your client. If you promise to call back, then you should always call back. If you schedule an appointment, then you show up for the appointment. But following up goes beyond good manners. A follow-up means calling your client after the work is complete to check on job satisfaction. Taking the time to call means a lot to people and could mean repeat business. Going another step further, a simple follow up call to ask for referrals will mean more work in the pipeline for your business.
If you have a sales call or presentation that does not lead to a contract, let the people know you will be following up in some way. This gives you a second chance to make the sale and close the contract. Giving up on the first (second, or third) try may not be the most practical decision. By getting back with these potential clients, you're keeping your business name fresh in their minds. That is how your company can go to the next level.
Labels: Sales Advice
