I was meeting with a remodeler a few weeks back – it was the first time I met him.

The plan was to check his marketing strategy. We reviewed his marketing materials which included; referral programs, email marketing, advertising, networking, staying-in-touch with previous clients.

Then we got into his sales process and closing deals with prospective clients… It was then that the meeting came to an abrupt halt.

I told him, “Forget EVERYTHING I just told you over the last 75 minutes. Every last bit of it! Before we worry about that any of that marketing stuff, we need to fix the HUGE hole in your sales process and follow-up.”

The HUGE hole and problem was that he was letting leads slip through the cracks. He wasn’t delivering the proposal on time (because of his process) and was doing a terrible job of following-up with leads. They generally never heard from him after he sent them their quote.

We had no business talking about generating NEW leads when we first needed to do a much better job with the leads he already had (which there were a lot of.)

Perhaps you can relate to this?

How many people do you have in your “Done Proposal For, Haven’t Signed?” bucket? How are you following up with them? It can be as simple as an email like this. Or a phone call, postcard or letter.

Start simple by making sure you are tracking 100% of your leads! You can download a free sales tracking spreadsheet  or create one yourself. Either way you will find tracking your leads helpful and (hopefully) profitable!