Following Up on Old Leads

Posted by David Chism | Fri, Jun 8, 2012

 Following Up on Old Leads
Tis the sea­son for most ser­vice con­trac­tors to be busier than ever. I know what hap­pens when you get busy, your fol­low up process on pend­ing leads stinks. Am I right? If you are like most oth­er esti­ma­tors, it is almost impos­si­ble to wipe the pend­ing file clean this time of year. So, do you have a plan for how you will fol­low up on these pro­pos­als in the future? You Are Bound to Find Work 
The prob­lem with not com­plete­ly clos­ing a file down is that you just can’t quite know if the job was a def­i­nite No.” When you get super busy, your sales process can suf­fer. You don’t tend to ask for each and every sale because your pipeline is full and you are not as hun­gry for the work. So, by hav­ing a sim­ple process for fol­low­ing up on old leads, you are bound to find more work. My sug­ges­tion is to fol­low up soon­er or lat­er. Don’t wait! You might lose a few jobs because peo­ple thought you were not inter­est­ed. You can get a cowork­er or even hire a part time sales per­son to do phone fol­low up calls. This will help flesh out any pend­ing sales that just need a lit­tle nudg­ing. 6 to 12 months Fol­low up. Stay con­sis­tent and see a boost in your sales. Most con­sumers don’t mind you being a lit­tle aggres­sive. Some­times going the extra miles and push­ing peo­ple a lit­tle is what they need. I am a fan of every six to twelve months sit­ting down and call­ing on old pend­ing leads. Some­times I’ve seen con­sumers not hire a con­trac­tor right away and just sit on their project doing noth­ing until one or even two years lat­er. Any of you have suc­cess call­ing on old leads? How has it worked for you? 

About David Chism

David Chism started his business out of a passion for helping small contracting businesses grow, be more profitable and become better known to their target clients. One lifelong hobby of David is using techie gadgets. So this blog is a place where he writes about technology, marketing ideas, just for fun (humor), personal thoughts on small business and more.

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