Do you know what it costs to operate your business on an hourly, daily, monthly, quarterly or semi-annual basis? I routinely ask this question of contractors in my seminars and consulting work. Unfortunately, less than 10% can look me straight in the eye and say “yes.” How long has it been since you’ve taken a serious look at your balance sheet or profit and loss statement? (I’m tempted to ask how many even have them, but why ruin such a nice spring day!) Continue Reading »

#1 Identify Hurdles
What's keeping you from calling that prospect or client back? Do you feel like you're being too pushy? Your tone gives this feeling away. Realize that sometimes people are just waiting for you to make the next move. That postcard, survey, simple thank you note or friendly phone call may be just what your customer is waiting for!
#2 Discover Your Follow-Up Goals
You may want to:

Enhance the relationship
Show gratitude for a purchase
Retain your customers
Obtain referrals
Alleviate buyer's remorse
Find upcoming needs that could lead to more sales

#3 Use Powerful Follow-Up Tools
Pick the tools that will best meet your follow-up goals.

Add STOPTM stickers, Valve Tags, and Toilet Bilboards to any piece of equipment you install or service.
Send a thank you card, email, note or gift.
Take the time to make a phone call to find out how the product or service is working for your customer. (Make sure you keep your word. If you tell someone you'll call to follow-up, do it.)
Send a [...]

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