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Sales is a process.

Nothing more, and nothing less.

But there is one critical step that 48% of people never do.

That’s following up.

If you aren’t able to close the sale on the phone or in the meeting, then it’s important that you follow up with the decision maker.

People are busy, they have a lot going on, and sometimes they haven’t got back to you because they literally forgot – it may not have been a high priority, life happened, or their attention was simply taken elsewhere.

Now it’s your job to get it back!

Let’s run through a very common scenario:

A house needs some repairs. Unsure about the job’s scale or cost, the prospect sources five different quotes from tradespeople and a range of views on how to fix the problem.

Each business may have been polite and helpful. Seemed eager to do the work, and EVEN spent half an hour or so assessing the work, providing advice, and preparing a quote, plus their time spent travelling.

But guess what, none of them followed up their quote. The prospect chose a business, signed the contract, and never heard back from the four businesses that missed out.

Some of them even spent considerable time crawling under the house and inspecting the walls.

This is a very common scenario – and part of the reason why people generally have poor interactions with contractors.

For most people, if they don’t call – the contractor won’t call.

That’s too much work to let slide without even a phone call!

Don't you think?

So, let’s now look at it from the other side of the equation…

A genuine customer contacts you to quote on a job; if you know how much it will cost you can even provide a quote right there and then on the spot, otherwise you go out to inspect the problem. You draw up a quote and send it to the customer at a later time...

Then you wait… and wait, and wait… and WAIT!

Days or weeks go by and you either decide they didn’t really want to go ahead with the job, or you forget about it entirely...

When the reality is, the prospect was actually just expecting YOU to touch base with them.

So, regardless of whether or not you have given a potential client an estimate on the spot, or attended a site to inspect and quote, you need to be following them up.

Sitting around waiting for customers to call back will never win you jobs.

Communication is always key when trying to gain business, and your potential client will appreciate you being proactive.

So, don’t just hope they get back to you! 

You need to email them, call them, message them, or even send them a physical package… literally have a system for following up!

Don't allow yourself to fall victim to this silent conversion rate killer...

You’d be shocked at the increase in conversion and I promise you that your sales WILL go up!

If you're an electrician, plumber, painter, carpenter, or any other trade business owner who is looking to take your business to the next level through help with your sales, click here to learn more about how our team can help!


Bayley Peachey | Accountant & Trade Business Coach

About the author

Growing up in a family full of tradesman and accountants with a business savvy father, my childhood involved heavy machinery, dirty overalls and years of hand’s on insight into the family business. Being fast paced and dynamic in...


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