This Makes Following Up, Simple To Do

Following up after you present a proposal is one of the biggest opportunities to increase business, but hardly ever executed on!

What follows in this article:

One very simple question for you to ask (It’s so simple, you’ll think to yourself that it’s too easy.)
Two additional steps that will improve your ‘follow up’ … from being like spreading frozen butter on soft bread to spreading soft butter on toasted bread. Come and get it while it’s still warm!

But first, why don’t we follow up?

Yes, we are busy, but more than just ineffectively managing our time, we have stinkin’-thinkin’ going on in our head.

Such as…

-They probably went with somebody else.

-They thought my price was too high. (By the way, as long as you are prequalifying well and meeting with only A & B prospects, it’s never about price.)

-They didn’t like me.

What a bunch of head trash!

The reality, they are busy… But so are you, right? Do you forget to do a few things here and there? Same here!

Remember, they are busy, too.

Here is your opportunity… Wait for it… Guess who has the GREATEST chance of closing the sale?

The guy who follows up!

Here is how to be that guy:

First, while at the estimate (if you didn’t already close the sale on the spot), as you are leaving simply…

ask them if it is ok if you follow up with them in a few days. “By the way Mr. Jones, do you mind if I check back in a few days if I haven’t heard back from you already?”

Too easy right?

Jim Rohn said, “What’s easy to do, is easy not to do.”

When you ask them if it is OK to follow up with them, they will almost always say “Oh, sure,” or “Yes, please do.” (When they agree, suggest a specific date and time and honor it.)

They respect the time you have invested with them by coming out and providing an estimate for them. That’s reciprocity kicking in.

They are actually grateful for this! They know how busy they are and feel very grateful that you are offering to make the process easier for them.

By asking them this very simply question, you have now dramatically changed the tone of your follow up call from a possible interruption to a warm welcome and likely a closed sale.

How do we remember who to follow up with and where the conversation left off, oh, and the proposal amount, too?

PipeLine Deals

With PipeLine Deals, you simply update the contact in PipelineDeals when you get back in your vehicle from the status ‘estimate given’ to ‘estimate provided’ and then add a Task to follow up including a date and reminder with a quick note about where the conversation left off.

Once you enter it, set the reminder, you can forget it and go on to your next appointment.

Being the Sales Ninja that you are, make sure you write them a quick note thanking them for having you out.

Write your note using blue ink and make it personal.

Something like,

Hi Mr & Mrs Jones,

Thank you very much for having me out to your home. It was a pleasure to meet the two of you and Fluffy, the cat.

Warmest regards,

Steve Burnett 🙂

Keep the note cards, envelopes, stamps, and blue pens with you at all times.

Quick recap:

Ask permission to follow up while at the estimate.
Enter it into your CRM, PipeLineDeals, and set a reminder.
Send them a hand written note card that same day.

This will have you REALLY positioned well for your follow up to be:

warmly received,
set yourself apart from the other guys, and
Double Your Sales!

If you would like to learn many more of my strategies, brain storm ideas, and experience best practices with myself and 5 other non-competing companies that meet every other week, we have just 1 spot left in the newest DYB Mastermind Group, that launches this Monday the 17th at 1pm PST /4pm EST. Grab the last spot now.

Click Here To Get The Last Spot

If you don’t sign up with this group, may I follow up with you later on when the next group launches?

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About the Author

As many of you know, my journey has been one of grit, grace, and transformation. At 19, I was a high school dropout, single father, and struggling paint contractor in Michigan. I later moved to Florida, where I faced both personal and professional hardships. With nothing left to lose, I turned to prayer—and was blessed with a relentless hunger to learn. I devoured books, attended seminars, and discovered better ways to streamline and grow my business—even through the Great Recession (and yes, I did hit the wife lottery along the way!). In 2014, I published How To Double Your Business and later sold the painting business, launching a new chapter: coaching others to grow their businesses. For the past 10 years, I’ve dedicated myself to helping business owners scale through the DYB System, while also drawing from frameworks like EOS, Scaling Up, and The Four Disciplines of Execution. Yet something was still missing—something more adaptive, integrated, and complete. Then I found Pinnacle. After months of research and interviews with other Guides, I joined Pinnacle. Their tools and strategies have exceeded every expectation. Now, as a Pinnacle Business Guide, I help leadership teams implement a custom-tailored operating system that draws from the best in the industry—but flexes with your unique business. It’s a dynamic, proven approach to achieve clarity, momentum, and lasting growth. I’m no longer taking on any more 1:1 coaching clients… Instead, I now specialize in working with visionary business owners who are ready to get their leadership teams aligned—around a clear vision, a focused strategy, and an actionable execution plan. With the tools and process I now have as a Pinnacle Business Guide, I help turn alignment into momentum, and momentum into results. If your business is growing—but your leadership team isn’t fully rowing in the same direction—let’s talk.

Rod Duncan - August 13, 2015

GOOD STUFF!! The funds are in the follow up!!
Why is it so hard to do?? Just what U said, we have the “Crap-head”
Some kind of awkward sentence there, but got the facts from it, thanks!
we “have of all of” (?) the stinkin’-thinkin’ going on in our head
Rod

Steve Burnett - August 13, 2015

Thank you, Rod! And thank you also for catching that line. It’s corrected now.

#KeepItCaffeinated and no stinkin’-thinkin’

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