Following Up on Old Leads

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?