At present my work load seems to up and down like a yoyo. One day I have weeks of confirmed work the next I’m running low and beginning to sweat. This series of up’s & down’s has made me realise just how important it is to constantly chase new work. I seem to take my foot of the gas when things are looking good only to regret it when they don’t. When you carry out a trade that only allows you to penetrate each home once the chase needs to be a massive part of your daily/weekly tasks.
Following up on quotes that remain outstanding needs to be done almost daily, even if the answer received is not the one hoped for. Over the past week or so me & the wife (boss) have drawn up and documented a workflow process that covers all scenarios from answering the phone or replying to an online enquiry through to where we file any work associated paperwork once the job has been completed. A huge part of this workflow is how and when we deal with any quotations distributed but remain outstanding, awaiting a response from the potential customer. We now send out a letter approximately 7 days after the quotation was sent to all customers that have not responded. This allows us once more to display a level of professionalism and provides us with another marketing opportunity.
Whilst brainstorming this sales/workflow process I sat down and rummaged through my file of outstanding quotes and was sick to the stomach once I realised that since the beginning of June I had distributed 21 quotes that remained, as what I call them, ‘awaiting response. If I had this process in place from day 1 and followed it strictly every day/week or month I probably would never get to the stage of drying up or getting close to.
Now the chase for me is never ending and I am looking forward to seeing the benefits of this simple and easy to do task.