Following up with a phone call is extremely important and ALWAYS ask open-ended questions!  You’ll get the real answer since the customer has to think about the answer.  The responses may surprise you

December 20, 2019



Following up with a phone call is extremely important and ALWAYS ask open-ended questions!  You’ll get the real answer since the customer has to think about the answer.  The responses may surprise you, but these responses will be more truthful.

 

Follow up on quotes:  Even if you’re not the lowest bid, the fact that you called greatly increases your ability to get the deal. There’s always an opportunity that the customer will tell you information that you can use to close the deal on the spot!

 

Make a follow up call after each job is complete: Open with, “How did everything go with the job?”  ALWAYS ask,  “Is there anywhere we can improve?”  The overall reason for the call is to show that you care (and you do!).  This leaves a big impression and you will be remembered.

 

If everything goes well, ask for a referral.  Referrals are many times more likely to close over any other type of lead.  If you need reviews, this is also a good time to ask for them!

 

    Don’t use, "Is this a bad time?" decreases engagement by 40%
    Asking "How have you been?" increases engagement by 3.4X
    State; "The reason I'm calling is …" increases engagement by 2.1X
    Using " We" instead of "I" increases engagement by 35%.

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