Follow Up Systems

JBurd

JBurd

New member
Let's talk about how to follow up and close the deal. One of my goals this year is to increase my closing rate by 50%. Part of that is going to be targeting better, but I'm full of ideas on filling the sales funnel, but getting them through the door is tough. I'm talking PM's and TOAs, not your single family residence job. Right now my only thought is just to be faithful and call them periodically asking if they'd like to schedule or have any questions, or to sweeten the deal. It seems I rarely even learn their true objections, just alot of "still considering" or no responses to follow up. Does anyone want to share a proven process or system to follow up?
 
Keep following up. Whenever they decide to consider anything you'll be at the top of their list. But make sure your keeping up with someone that's worth your while.
HOA/TOA and PM work is slow to get and is a different breed.

What do you mean by no response to your follow up? Are they simply ignoring your emails or messages? There's a few tricks I have to get around those if that's what it is.
 
Johnson said:
Keep following up. Whenever they decide to consider anything you'll be at the top of their list. But make sure your keeping up with someone that's worth your while.
HOA/TOA and PM work is slow to get and is a different breed.

What do you mean by no response to your follow up? Are they simply ignoring your emails or messages? There's a few tricks I have to get around those if that's what it is.
Click to expand...

Yeah that's what I mean by "no response", just like I don't exist. Especially with one Pm who I think just fills RFP quotas.
 
JBurd said:
Yeah that's what I mean by "no response", just like I don't exist. Especially with one Pm who I think just fills RFP quotas.
Click to expand...

Here we go...

First, if the receptionist answers the phone and you ask for the PM just tell her your name. Don't tell her you're JBurd with Pressure Point Cleaners. Simply leave your name and number and that's it. If the PM isn't familiar with you then she'll call back wondering who you are and what you want. Same applies if they send you to her voicemail - only leave name and number and that's it.
Or....if you get forwarded to the PM's voicemail start the message with your name and number and hang up immediately. This will appear that the call was dropped and she'll call back.

If they ask for your company and they're still not responding then pink slip'em
http://www.chuckbauer.com/sales-tools/pink-slip-em/
This is a creative way to let them know you're trying to get their attention. Most of the time they feel compelled to get back in touch with you.

These always worked for me before.

**Once you get them on the phone**
I've used this before with success:
"Mr./Mrs. client, I know you are as busy as I am so let’s respect each other’s time commitments and schedule an exact time for our follow up phone call or visit. I have Tuesday the 14th open at 1:30 p.m. My next available time is Thursday the 16th at 9:30 a.m. Do one of those work for you?”


If you really feel there's a PM just needing an RFP quota simply tell him/her youre going to start charging for the estimates. Explain to them your time is as valuable as theirs is and the fee will be waived if the work is given to you.

Understand at times these PM's have a DM or RM holding them up. Every situation is different.

Good luck
 
I want to do better this year with followup too. You get busy and you forget some of those good leads!!
 
Johnson said:
Here we go...

First, if the receptionist answers the phone and you ask for the PM just tell her your name. Don't tell her you're JBurd with Pressure Point Cleaners. Simply leave your name and number and that's it. If the PM isn't familiar with you then she'll call back wondering who you are and what you want. Same applies if they send you to her voicemail - only leave name and number and that's it.
Or....if you get forwarded to the PM's voicemail start the message with your name and number and hang up immediately. This will appear that the call was dropped and she'll call back.

If they ask for your company and they're still not responding then pink slip'em
http://www.chuckbauer.com/sales-tools/pink-slip-em/
This is a creative way to let them know you're trying to get their attention. Most of the time they feel compelled to get back in touch with you.

These always worked for me before.

**Once you get them on the phone**
I've used this before with success:
"Mr./Mrs. client, I know you are as busy as I am so let’s respect each other’s time commitments and schedule an exact time for our follow up phone call or visit. I have Tuesday the 14th open at 1:30 p.m. My next available time is Thursday the 16th at 9:30 a.m. Do one of those work for you?”


If you really feel there's a PM just needing an RFP quota simply tell him/her youre going to start charging for the estimates. Explain to them your time is as valuable as theirs is and the fee will be waived if the work is given to you.

Understand at times these PM's have a DM or RM holding them up. Every situation is different.

Good luck
Click to expand...

That's some good stuff. Thanks.
 
Johnson said:
Here we go...

First, if the receptionist answers the phone and you ask for the PM just tell her your name. Don't tell her you're JBurd with Pressure Point Cleaners. Simply leave your name and number and that's it. If the PM isn't familiar with you then she'll call back wondering who you are and what you want. Same applies if they send you to her voicemail - only leave name and number and that's it.
Or....if you get forwarded to the PM's voicemail start the message with your name and number and hang up immediately. This will appear that the call was dropped and she'll call back.

If they ask for your company and they're still not responding then pink slip'em
http://www.chuckbauer.com/sales-tools/pink-slip-em/
This is a creative way to let them know you're trying to get their attention. Most of the time they feel compelled to get back in touch with you.

These always worked for me before.

**Once you get them on the phone**
I've used this before with success:
"Mr./Mrs. client, I know you are as busy as I am so let’s respect each other’s time commitments and schedule an exact time for our follow up phone call or visit. I have Tuesday the 14th open at 1:30 p.m. My next available time is Thursday the 16th at 9:30 a.m. Do one of those work for you?”


If you really feel there's a PM just needing an RFP quota simply tell him/her youre going to start charging for the estimates. Explain to them your time is as valuable as theirs is and the fee will be waived if the work is given to you.

Understand at times these PM's have a DM or RM holding them up. Every situation is different.

Good luck
Click to expand...

That's good stuff, but if you will build a relationship with them it shouldn't be necessary. I'm afraid that if you do some of those things you probably wont get a chance to build a relationship with them.
 
Chris, these are suggestions that would apply after a first point of contact when the PM is the one who reached out to him.

They call, estimate is given then they disappear. Doesnt happen every time but it does happen. Sometimes people are just bad about lose of communication. That's what these ideas I posted are for - regaining communication.
So It's our job to make it a boy or a girl. That way we can distinguish if this is someone that's worth the time and energy to pursue. Or if its someone who "just needs a quote" and really has no intention of getting any work done at all. Again, boy or girl?

Now, if I walk in to a PM's office and start a candy jar program or any program for that matter to engage a line of communication on my own - then my suggestions would be different.
But if they're the ones calling me then its a different ball game.

Chris, I'd love to hear your ideas or anyone else's methods for following up and helping JBurd. I'm always open minded.
 
Johnson said:
Chris, these are suggestions that would apply after a first point of contact when the PM is the one who reached out to him.

They call, estimate is given then they disappear. Doesnt happen every time but it does happen. Sometimes people are just bad about lose of communication. That's what these ideas I posted are for - regaining communication.
So It's our job to make it a boy or a girl. That way we can distinguish if this is someone that's worth the time and energy to pursue. Or if its someone who "just needs a quote" and really has no intention of getting any work done at all. Again, boy or girl?

Now, if I walk in to a PM's office and start a candy jar program or any program for that matter to engage a line of communication on my own - then my suggestions would be different.
But if they're the ones calling me then its a different ball game.

Chris, I'd love to hear your ideas or anyone else's methods for following up and helping JBurd. I'm always open minded.
Click to expand...

I need a key board


Maryland event Dec 7th free free
 
Johnson said:
Here we go...

First, if the receptionist answers the phone and you ask for the PM just tell her your name. Don't tell her you're JBurd with Pressure Point Cleaners. Simply leave your name and number and that's it. If the PM isn't familiar with you then she'll call back wondering who you are and what you want. Same applies if they send you to her voicemail - only leave name and number and that's it.
Or....if you get forwarded to the PM's voicemail start the message with your name and number and hang up immediately. This will appear that the call was dropped and she'll call back.

If they ask for your company and they're still not responding then pink slip'em
http://www.chuckbauer.com/sales-tools/pink-slip-em/
This is a creative way to let them know you're trying to get their attention. Most of the time they feel compelled to get back in touch with you.

These always worked for me before.

**Once you get them on the phone**
I've used this before with success:
"Mr./Mrs. client, I know you are as busy as I am so let’s respect each other’s time commitments and schedule an exact time for our follow up phone call or visit. I have Tuesday the 14th open at 1:30 p.m. My next available time is Thursday the 16th at 9:30 a.m. Do one of those work for you?”


If you really feel there's a PM just needing an RFP quota simply tell him/her youre going to start charging for the estimates. Explain to them your time is as valuable as theirs is and the fee will be waived if the work is given to you.

Understand at times these PM's have a DM or RM holding them up. Every situation is different.

Good luck
Click to expand...

+10000 on the pink slip baby!!! WTG Chad!!!

Love that you are seeing that your time is valuable as well!!! Keep up the work dude!
 
The problem about follow up is that most people just don't do it.

That's why a program is key. Whether its DJ's or Ron's or my scrapped together version of Ron's.

Chad I get what your saying. Getting in front of them is what's important. There are a lot of different ideas and opinions on how to do that.

The problem with most of us is that if we get shot down hard, or we don't get the bid we don't stay after them.

On my program an important customer sees me once per month.

This works great because when the bid opens back up I've built a relationship with them and have a leg up.

Our time is important. Wasting it chasing wild leads who don't know us and never will is just that. A waste of time.
 
Tony Shelton said:
I know you guys don't believe me but if you ditch the polo or the tie in favor of a nice work uniform doors will open that you've never thought possible. Try it Chris.

Sent from my DROID RAZR HD using Tapatalk
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+100000000000000 and NBC......(never be closing)
 
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