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Let’s say you own a small construction business, that’s already running, and you had to boost the results. You absolutely had to but you couldn’t spend money.
How would you do it?
You could obviously do a lot of things, pull a lot of levers but one is by far the strongest lever you could pull, there’s not even real competition.
Whenever I ask this question people give me answers like sharpen up the sales presentation, send out cold emails etc and all of that stuff is definitely possible but we’re talking about a running business there’s already stuff going on.
The one thing that you can do, the biggest level that you can pull is follow up. I promise you you’re underestimating how big of an effect that will have.
I remember finding out about follow up. I would do the logical thing, follow up once, maybe twice and that’s about it with a lead. Then I figured out that follow up is basically free! We can email them, text them, the internet made it free.
It’s so easy to follow up with people and I figured out that some people respond by the third follow up, some at the fifth, some at the tenth. Some of them said ‘I don’t want this’ which is fine then we take them off the list, all good. But some of them at say follow up number seven say ‘this fell through the cracks my bad, I really want this, lets get this done.’
I realised if I just left this at follow up number 2 or follow up number 1 because we know we should follow up with every lead but we really don’t . When I started taking this seriously everything changed for me I got so much more value out of all of my leads that the cost per sale dropped enormously, just from doing this one thing.
So if there’s a running business you definitely want to add a couple of follow up attempts, doesn’t cost you anything.
If you’re afraid of people thinking that you might be annoying or something well those people were never going to buy from you anyway. They just have to tell you and you can get them off the list, it’s all good.
So consider adding more follow up attempts doesn’t cost you anything, unlimited upside almost no downside, it’s great.
