We recently talked about the importance of follow up when you provide a prospective customer a quote. I am sure that since then you have been quite fanatical about following up after the quote, right? Well, this tip takes it one step further.
When a prospective client tells you that he has chosen a different solution or has decided to go ahead with your competitor, schedule them for a follow up. Even if they decided to get the retaining wall done by someone else or they have decided to have their car repaired by another mechanic, there still might be opportunity to get business. And you don’t want to miss out.
In the follow up call, reintroduce yourself. Ask if they did in fact get the work done that you quoted and ask how things are working for them. You will be surprised at how many of these jobs got delayed, never happened or the results that the prospect hoped to realize never came about. This means you might still have an opportunity to do some business. The worst case scenario for you in taking this step is that they got the work done and your competitor did a great job. There is still a win for you in making this phone call. You show the client that you are still interested in them.
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