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
Contractor Sales Mistakes
Monday, April 07, 2008
All contractors are salespeople. They only want to be contractors, but sales is part of the job. When giving a sales pitch over the phone, or in person, it is important to make sure you make no mistakes. With an economic slowdown (some say "recession") in the works, every lead is important to every contractor. One major sales mistake that plagues many contractors is when one must go into "sales mode" and start making that pitch to prospective clients. Sales mode usually involves a rambling off every job detail and cost in a non-stop monologue. It can be tedious or even frightening for some to have to act as a salesperson. So many try to get through the pitch as fast as possible to get it over with.
The key to overcoming this sales mistake is to ask more open-ended questions. First, by asking for more details, you'll be pre-qualifying the potential client. You'll also be finding out exactly what it is that they want. By knowing more about the person, you'll be able to tailor your pitch to make sure you meet their precise needs. Also, you'll be forced to slow down your sales presentation which will make it more effective than the non-stop "sales speak" assault.
Questions are the necessary ingredient to make better pitches and close more contracts.
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The ABCs of Closing
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Labels: Sales Advice
