Small Fish tradesman business coach Jon Dale emphasises the importance of following up to make sure the transaction’s complete.
While having customers approach you for work is a positive start, there’s no guarantee the deal is closed. Even the most confident tradesmen need to make sure they keep their clients interested andprovide the necessary guidance to secure business.
“Calling and talking to customers, particularly in that window between submitting your quote or your proposal and getting a decision is a very important part of your sales process and it’s your responsibility to do it,” says Dale.
Dale explains that most tradies think they’ve secured business after sending over a quote. But in reality, your customer is likely asking around, researching and looking for the best deal.
The sales process includes presenting your proposal (in person), following up and closing the deal. “Closing the deal is not as mysterious or as scary as it sounds,” continues Dale.
“It’s often as simple as asking someone a closed-question – a question that gives you a ‘yes or no’ answer.”
Although following up can often look like you’re haggling a potential customer, Dale emphasises that you just need to simply ask the question. When a client is deciding which direction they’ll go, they usually have a few unanswered questions.
During the follow up call, it’s a great opportunity for that client to find out more information. Providing all the necessary answers increases your chances of getting the deal over the line.
Remember, “if you’re not helping them or answering their questions, somebody else might be.” Often, if you don’t follow up, a client might also choose to put off making a decision or even put the job to the side.
Finally, Dale highlights the importance of being transparent with customers. When you have an honest relationship with a client, you build trust and become a source of truth for them. That way, when you follow up, they’ll straight away know you’re not intentions are genuine.
Although you want to avoid getting offside with a potential client, without asking the question, there’s a good chance you could miss out on business. What’s the worse they could say? No? Chances are they’ve already made up their mind before you picked up the phone or sent them a follow up email.
Looking to start your own business? Head to Qualify Me! to see how a tradesman coach like Dale can give you the keys to success.
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