04 Oct Contractor Marketing – Our 3 Top Sales Tips… Follow Up, Follow Up, Follow Up
Like it or not, as a contractor and business owner you are also a salesperson. Yes, that nasty word…salesperson. But you are. You have to sell the jobs and keep the clients. That takes sales knowledge and tactics. One of those tactics is follow up. There are three important times to do that.
First time to follow up
The first time follow up is important is when you are onboarding maintenance clients. Maintenance clients are the bread and butter of your business. Yes, big jobs are great, but it’s the maintenance clients that keep your business running.
Making sure that you follow up with these clients is important. You should check in with them at each step of the way, starting at closing of the deal. Then after the first maintenance and so on.
After the quote
The next time is after you give a client or prospective client a quote but haven’t gotten a deposit from them. You spent a lot of time with that customer, going over what they want done. Then the time to write the quote.
But you haven’t heard back from them yet. Your first mistake was not getting a deposit on the spot, so following up is really important. Customers will often get a quote from you then use it to haggle down another contractor. Use this follow up to reinforce your job quality and workmanship to win them back.
The last time for follow up is after the work has been completed
This time it’s time to find out how the job went. You got the job and sent out your crew. Now is the time to send a thank you card and follow up with a call. Clients love to be shown how grateful you are for their business.
You need to know that your crew did everything right. Call or stop by and find out just how it went and what they think. Ask for their feedback and use this opportunity to make them a maintenance client.