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Sales Essentials 6: Do I really need to do follow-up calls?

Anyone can place a call. It’s the sales people that follow up properly that deliver the goods time after time. It’s not difficult, but it pays to be systematic and persistent. There’s a general rule in sales that it takes around seven contacts to land a contract. Nobody is going to hand you a contract after a first call. It’ll take an initial phone conversation, an email, a follow-up call, a letter with case studies, a meeting, and so on.

Remember, sales is about relationship building.

You need the architect or the client to trust you enough with a significant budget, and they might never have heard of you before. So build trust with little steps. In that first call, tell them that you will follow up by email. When you do, you’ve demonstrated that you’re a person that keeps their promises.

Each small step you can take like this will be a step ahead of your competitors. 

This article was kindly contributed by David Crick, MD of Contractors Marketing Services. You can read more in The Really Useful Guide To Construction Sales or see their construction sales special offers here.

See next Sales Essentials 7: Should I leave an answerphone message?

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