You’ve worked hard to create an estimate for a new client. But after they receive the estimate, you hear nothing. At this point, you’re probably thinking about how you can follow up with them in an effective way that won’t scare them off. In this article, we’re going to walk through few steps you can utilize when following up with potential clients, after an estimate.
So, how do I follow up after an estimate?
Patience is a virtue, especially in business. Often times a prospective client is considering other options or thinking about your offer in great detail. Maybe they must discuss it with their partner, or maybe they’re unsure about whether or not they truly need the service. Whatever the case may be, the potential client knows that the ball is in their court. So, it’s your job to make sure they don’t feel too pressured. Failure to do this could result in scaring off the client, no matter how good your offer is.
The Follow-up call
Once you have waited a decent amount of time, (between 3 to 5 business days is good), you can pick up the phone and make a follow-up call. You’re making this call to remind the prospect about your estimate and to check if they have any questions or concerns. This is a necessary step because there is a chance your client has forgotten about the estimate or has just been too busy with other matters.
A friendly, non-pushy follow up call is one of the best ways to get the potential client back to thinking about your estimate. The only outcome may be an agreement to revisit the estimate at a later date, but this isn’t a bad thing because your setting up for future discussion.
Keeping the door open starts with this first follow-up call.
The next call
If the follow up call went well and the potential client expressed intentions of revisiting the estimate at a later date, great. If you have been waiting a while with no response, it is probably time for the next call. During this call, you want to attempt to gauge the potential clients’ interest in your service. Ask them noninvasive questions to see if they are still considering hiring you. If they are willing to engage in a dialogue with you, then you are still being considered for the job. If they express an issue with your pricing, consider offering them a discount that will persuade them into committing today.
Even if the client rejects your estimate, it is always important to be courteous and thank them for their time and consideration. Just because they didn’t hire you for this job doesn’t mean they won’t consider you for the next one. Make sure to never burn bridges and always leave the door open for future business.
By following these simple, yet effective steps you will be much better at converting potential clients into paying customers.